Revenue Operations Manager (Arlington)

Revenue Operations Manager

Location: Arlington, VA (Hybrid)

The Association for Uncrewed Vehicle Systems International (AUVSI), the world's largest nonprofit organization dedicated to advancing uncrewed systems and robotics, represents corporations and professionals from more than 60 countries across industry, government, and academia. AUVSI members work across the defense, civil, and commercial sectors.

We are proud to be the leading trade association serving the growing autonomous vehicle industry, including drones, automated and remotely operated ground and maritime vehicles, and their related components and systems.

Why Join AUVSI

Drones, robots, automated vehicles, and more: Be part of the technology revolution in one of today's most dynamic industries!

As the Revenue Operations Manager , you'll play a critical role in strengthening the processes, reporting, and operational strategies that drive AUVSI's revenue growth across membership, events, sponsorships, advertising, research, and industry partnerships.

This is an exciting opportunity for a results-driven professional who enjoys connecting the dots between sales, finance, marketing, and operations. You'll bring structure and visibility to revenue-generating activities, improve business processes, and provide leadership with the insights needed to make informed decisions.

You'll work closely with Membership, Industry Development, Marketing, Finance, and Business Systems teams to ensure revenue opportunities are tracked accurately, contracts are processed efficiently, and operational workflows support continued organizational growth.

We're looking for someone who is analytical, detail-oriented, proactive, and comfortable taking ownership. Someone who doesn't just produce reports but understands what the numbers mean and how to turn that information into meaningful business improvements.

The Opportunity to Drive Revenue Performance!

Behind every successful revenue-generating organization is a strong operational foundation that brings together people, processes, systems, and reliable information.

At AUVSI, you'll have the opportunity to help build and strengthen that foundation while supporting an industry at the forefront of innovation.

This isn't simply a reporting or sales administration position. You'll take ownership of revenue operations, forecasting, pipeline accuracy, commission administration, and contract-processing workflows that directly support the association's financial performance.

From improving revenue visibility and streamlining contract management to identifying opportunities for automation and helping sales teams focus on growth, your work will have a measurable impact across the organization.

If you enjoy solving operational challenges, improving processes, and using data to drive smarter business decisions, this is an opportunity to make your mark.

Your Day

• Lead and manage revenue operations processes supporting AUVSI's Membership and Industry Development teams.
• Maintain accurate revenue pipeline information in Salesforce, ensuring opportunities, sales activity, and projected revenue are consistently tracked and updated.
• Manage revenue forecasting processes and provide leadership with timely, reliable visibility into expected revenue performance.
• Prepare weekly revenue reports, including Revenue Snapshot reporting, pipeline updates, and supporting business analysis.
• Maintain and reconcile revenue trackers, historical performance reports, and organizational performance metrics.
• Analyze revenue performance against budgets, forecasts, and prior-year results to identify trends, risks, and growth opportunities.
• Develop actionable reporting and recommendations that help leadership prioritize sales activity and achieve revenue objectives.
• Establish and maintain standards for Salesforce data accuracy, opportunity management, campaign tracking, and pipeline reporting.
• Partner with account managers to identify and resolve incomplete, inconsistent, or outdated sales and customer information.
• Support recurring revenue and renewal campaign processes, including membership and XPONENTIAL-related initiatives.
• Develop and maintain dashboards that provide clear visibility into pipeline performance, revenue trends, campaign effectiveness, and sales activities.
• Own commission tracking and calculations across applicable revenue programs, ensuring accuracy and consistency.
• Reconcile commission information with Salesforce and financial records, investigate discrepancies, and maintain supporting documentation.
• Partner with Marketing to connect campaign activity, lead generation, and customer engagement to pipeline development and closed revenue.
• Analyze campaign-to-revenue performance and provide insights that support future marketing and business development investments.
• Manage the end-to-end administrative contract process for membership, advertising, sponsorships, research, events, data products, and partnerships.
• Process executed agreements, initiate invoice requests, and maintain organized contract records and supporting documentation.
• Maintain contract and fulfillment trackers to ensure contractual obligations, deadlines, and deliverables are accurately monitored.
• Coordinate the collection of sponsor, advertiser, partner, and customer materials required to fulfill contractual commitments.
• Collaborate across departments to ensure contracted deliverables are completed accurately and on schedule.
• Evaluate contract-processing workflows and identify opportunities to reduce manual work, improve turnaround times, and strengthen operational efficiency.
• Develop and maintain standardized procedures, templates, trackers, and documentation for revenue and contract administration.
• Partner with the Business Systems & Automation Manager to identify technology improvements, automation opportunities, and system requirements that strengthen revenue operations.
• Maintain sales tools, templates, and operational resources that help account managers work efficiently and focus on revenue-generating activities.
• Serve as a key operational liaison between revenue-generating departments and Finance for invoicing, accounts receivable, and revenue reconciliation.
• Monitor outstanding receivables related to revenue agreements and coordinate with Finance and account owners to help resolve collection issues.
• Reconcile contract and revenue information across Salesforce, operational trackers, and financial reporting.
• Produce recurring business intelligence reports and dashboards for department leadership and senior executives.
• Identify operational bottlenecks, reporting gaps, and opportunities to improve processes across the revenue lifecycle.
• Recommend practical solutions that improve efficiency, accountability, revenue visibility, and organizational performance.
• Lead special revenue operations and process improvement initiatives as assigned.

Must Haves

• Demonstrated experience in revenue operations, sales operations, business operations, financial reporting, or a related analytical or operational role.
• Strong experience managing revenue pipelines, sales forecasting, performance reporting, and operational workflows.
• Proficiency with Salesforce or a comparable CRM platform, including data management, reporting, dashboards, and opportunity tracking.
• Strong analytical skills with the ability to interpret complex data, identify trends, and translate findings into actionable business recommendations.
• Experience developing revenue reports, reconciling information across systems, and maintaining accurate operational records.
• Advanced proficiency with Microsoft Excel, including formulas, data analysis, and reporting.
• Experience supporting contract administration, invoicing processes, fulfillment tracking, or accounts receivable coordination.
• Strong understanding of the relationship between sales activity, revenue forecasts, contracts, and financial performance.
• Ability to establish and improve workflows, standard operating procedures, documentation, and operational controls.
• Exceptional attention to detail, accuracy, and organizational skills.
• Strong problem-solving abilities with a proactive approach to identifying inefficiencies and recommending improvements.
• Excellent written and verbal communication skills, including the ability to present findings and recommendations to leadership.
• Ability to collaborate effectively with Sales, Marketing, Finance, IT, and other cross-functional teams.
• Strong time-management skills and the ability to manage multiple competing priorities and deadlines.
• Demonstrated ability to work independently, take ownership of processes, and follow through on deliverables.
• Professional judgment, discretion, and the ability to manage sensitive financial and contractual information.

Additional Experience That Will Set You Apart

• Experience supporting revenue operations within a trade association, membership organization, nonprofit, or event-driven business.
• Familiarity with membership dues, sponsorships, exhibits, advertising, partnerships, or other diversified revenue streams.
• Experience with Salesforce campaign management, lead attribution, and revenue reporting.