Senior Revenue Operations Manager

Job Description:

• Own policies defining how deals are booked, credited, and forecasted, including bookings rules, opportunity netting, and sales stages and exit criteria
• Write policies, obtain approval, and ensure the field understands changes and rationale
• Identify, validate, size, and resolve process problems using data and root-cause analysis
• Partner with Revenue Systems to implement policies through system rules, validations, and alerts
• Improve forecast methodology by comparing actual results with forecasts, explaining variances, and changing ineffective processes
• Reconcile field forecasts with the finance outlook alongside Finance and Revenue Analytics
• Own the weekly forecast readout for the CRO and sales leadership
• Bring forecasting and policy perspectives into annual planning
• Coordinate the CRO organization’s weekly, monthly, and quarterly reviews, metrics, and follow-ups
• Measure impacts on pipeline hygiene, data quality, forecast accuracy, and bookings
• Collaborate with Revenue Strategy & Operations, Finance, Product, Data, and Enablement through field adoption
• Maintain cadence documentation
• Mentor team members and improve process documentation and execution

Requirements:

• Experience in Sales Operations, Revenue Operations, management consulting, or a similar role, including running a forecast process day to day in a B2B subscription business
• Practical understanding of pipeline stages, deal bookings and crediting, bookings and ARR definitions, and compensation effects on sales representative behavior
• Strong data and analysis skills
• Highly proficient in Excel or Google Sheets
• Ability to build models from scratch and validate numbers
• Ability to work independently and collaborate with stakeholders
• Clear, concise writing skills
• Comfort working with senior leaders, including a CRO
• Systems thinking and ability to learn new tools and domains quickly
• Understanding of connections among CRM, quoting, billing, and compensation systems
• Helpful, but not required: experience with bookings, crediting, or deal policies; consumption or usage-based revenue forecasting; Clari; Salesforce reporting; consulting, strategy, or structured problem-solving

Benefits:

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave
• Incentive pay targeted at up to 100% of offered base salary for sales roles