Manager, Revenue Operations
New
J
JobgetherDefense technology
Candidates must reside in one of the approved US hiring hubs: the DC/Maryland/Virginia region; Raleigh, Durham, or Chapel Hill, North Carolina; Denver or Colorado Springs, Colorado; or Dallas/Fort Worth, Texas.Full-TimeManager
SalaryAnnual base salary ranging from $155,000 to $165,000. Eligibility for equity awards and discretionary bonuses.
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Job Details
- Experience
- At least five years of experience in Revenue Operations, Sales Operations, Business Operations, or Strategy and Operations; at least two years of people management experience or demonstrated success leading cross-functional programs in a player-coach capacity.
- Required Skills
- SQLBusiness IntelligenceSalesforceMicrosoft ExcelGoogle Sheets
Requirements
- At least five years of experience in Revenue Operations, Sales Operations, Business Operations, or Strategy and Operations.
- At least two years of people management experience or demonstrated success leading cross-functional programs in a player-coach capacity.
- Proven experience developing forecasting models and pipeline governance processes that improve forecast accuracy and revenue predictability.
- Strong hands-on Salesforce expertise, including data architecture, reporting, data governance, and CRM process optimization.
- Experience with CPQ platforms and processes connecting sales opportunities, contracts, billing, and revenue operations.
- Ability to collaborate with Finance on bookings, billing, revenue recognition inputs, and financial data reconciliation across systems.
- Advanced Excel or Google Sheets skills, working proficiency in SQL and business intelligence tools, and ability to analyze large datasets.
- Ability to influence cross-functional teams, manage competing priorities, and lead change without formal authority.
- Demonstrated ability to build, document, and improve operational processes in a growing organization.
- Familiarity with long-cycle, multi-stakeholder sales environments, such as enterprise software, government contracting, or regulated industries.
- Experience with Salesforce, DealHub, and related go-to-market systems is an advantage.
- Experience designing, administering, or improving sales and customer success compensation plans is preferred.
- Experience in GovTech, defense, or public-sector software, including familiarity with federal contract vehicles, option-year structures, government fiscal cycles, and accreditation requirements, is beneficial.
Responsibilities
- Build and maintain predictive forecasting models using pipeline coverage, conversion rates, and sales velocity; lead weekly forecast reviews and quarterly pipeline assessments.
- Partner with Finance to align bookings, billing, contract terms, and revenue recognition inputs, and reconcile CRM, CPQ, and financial-system data.
- Collaborate on territory design, capacity planning, quota allocation, and sales incentive plans; maintain compensation documentation, crediting rules, and payout accuracy.
- Maintain accurate and reliable Salesforce data across commercial and federal opportunities, tracking factors affecting complex government deals.
- Develop dashboards, performance metrics, and analytical reports on revenue performance, target attainment, investment priorities, and growth opportunities.
- Establish qualification criteria, opportunity stage definitions, and deal review processes; document terms, accreditation requirements, and go-live timelines.
- Align sales targets, pricing, contractual commitments, and customer success requirements with delivery capacity.
- Define priorities for Salesforce, DealHub, and connected platforms; scope and roll out system improvements with the Senior Salesforce Solutions Architect.
- Manage and coach the Revenue Operations Analyst, set priorities and quality standards, and support professional growth.
- Develop documentation, playbooks, and repeatable operating rhythms, and drive cross-functional execution across Sales, Finance, Marketing, and customer delivery.
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