Sales Revenue Operations Manager

Position Overview

The Sales Revenue Operations Manager is responsible for optimizing the sales and revenue operations process to drive efficiency, transparency, and scalability within the organization. This role involves collaborating with sales, marketing, finance, and leadership teams to develop data-driven strategies, implement systems, and ensure the smooth execution of revenue operations initiatives. The ideal candidate combines analytical skills, process improvement expertise, and a deep understanding of sales and revenue operations best practices.

Responsibilities

Revenue Operations Strategy

• Develop and execute revenue operations strategies (lead to cash) aligned with company goals.

CRM and Technology Management

• Partner with Product/Dev to configure the CRM system (e.g., Salesforce, HubSpot), ensuring it supports the team’s needs, aligns with sales processes and integrates with in-house systems
• Oversee CRM management and other sales enablement tools.
• Ensure data accuracy and integrity across systems.
• Evaluate and implement technology solutions that enhance productivity and revenue goals, streamline operations and provide meaningful insights (e.g., sales automation, lead scoring, and data enrichment tools).

Sales Process Optimization

• Design, document, and continuously improve the end-to-end sales process, from lead generation to deal closure, ensuring each stage aligns with best practices and company goals.
• Analyze current sales processes and systems to identify inefficiencies and recommend improvements.
• Identify opportunities for process improvement and automation to drive revenue growth.

Collaboration and Communication

• Partner with sales and finance teams to align goals and strategies and with Marketing to ensure seamless lead handoffs and clear visibility into lead quality, conversion rates, and closed-loop reporting.
• Serve as a key resource for leadership on marketing, sales and post-sales metrics and trends. Facilitate regular alignment meetings with cross-functional teams to review progress, discuss pipeline health, and address operational challenges collaboratively.
• Support sales and customer success in building a unified strategy for customer engagement, ensuring a cohesive customer experience from initial touchpoints through renewal or upsell.

Forecasting and Planning

• Develop and oversee an effective forecasting model that leverages historical data and predictive analytics, improving the accuracy of monthly, quarterly, and annual revenue forecasts.
• Collaborate with sales managers to implement pipeline management practices that emphasize healthy opportunity flow and effective prioritization, helping reps focus on high-impact deals.
• Conduct regular pipeline reviews and analyze key metrics (e.g., deal size, close probability, stage duration) to highlight risks and identify growth opportunities.

Reporting and Analytics

• Build and manage a comprehensive analytics infrastructure, establishing dashboards, reports, and KPIs that track critical metrics like pipeline health, win rates, and sales velocity.
• Work closely with finance and sales leadership to set targets and evaluate performance against benchmarks, enabling agile decision-making and goal alignment.
• Implement data hygiene standards and processes within CRM systems to ensure data accuracy and reliability, supporting robust reporting and data integrity.

Training and Enablement

• Train marketing, sales and post-sales teams on processes, tools, and analytics to enhance productivity.
• Provide ongoing support and documentation to ensure operational excellence.

Qualifications

• Bachelor’s degree in Business Administration, Finance, or related field (Master’s preferred).
• 5+ years of experience in sales operations, revenue operations, or related roles.
• Proficiency in CRM platforms and sales enablement tools (Salesforce and/or HubSpot strongly preferred).
• Experience with CRM selection and implementation highly desired
• Strong analytical skills with the ability to translate data into actionable insights.
• Experience in process improvement and project management.
• Excellent communication and interpersonal skills.
• Proven ability to work cross-functionally in a fast-paced environment.

Preferred Skills

• Familiarity with marketing automation platforms and analytics tools.
• Knowledge of subscription-based or SaaS business models.
• Certification in Salesforce, Six Sigma, or similar programs.

What we offer:

• Flexible remote and/or hybrid work options when possible, depending on the role.
• Exempt Salaried employees receive a generous PTO bank, in addition to Paid Holidays.
• Insurance: Medical, Dental, and Vision insurance offerings from Aetna and Guardian.
• 401K with 150% match on up to 3% contribution
• Performance-based bonus and salary review process
• Other offerings: Wellness Program, Life Insurance, Long-term and Short-term disability, Critical Illness Insurance, Accident Insurance, Education Assistance, company-paid parking, on-site fitness facility.