Sr. Manager - Revenue Operations

Sr. Manager - Revenue Operations

This role serves as a strategic partner to Sales Leadership, owning the forecasting, planning, and performance management processes that drive revenue growth. You will help leaders understand business performance, identify risks and opportunities, optimize territory and quota strategies, and develop data-driven recommendations that improve commercial outcomes. The ideal candidate combines strong analytical capabilities with business acumen and executive communication skills, translating complex data into actionable insights that influence decisions at the highest levels of the organization.

What the Candidate Will Do

• Own the weekly, monthly, and quarterly forecasting cadence for Acquisition and Expansion sales teams, partnering with sales leaders to drive forecast accuracy and surface risk early
• Lead pipeline governance defining and enforcing stage-gate criteria, identifying coverage gaps against target, and turning "we're behind" into a clear plan to close the gap
• Partner with sales leadership on territory design and quota setting for acquisition and expansion segments, reflecting capacity, market opportunity, and historical performance
• Build and maintain dashboards and reporting that sales leaders and executives use to run the business, with a bias toward forward-looking insight over backward-looking diagnosis
• Run root-cause analysis on performance gaps (win rates, cycle time, deal slippage) and bring recommendations, not just findings, to leadership reviews
• Support the annual planning process, including bottoms-up capacity modeling, quota allocation, and scenario planning for acquisition vs. expansion mix
• Act as a thought partner to sales leadership in MBR, QBR, and ELT-level forums, building narrative-driven materials on what happened, why, and what's next

Basic Qualifications

• 7+ years in Revenue Operations, Sales Operations, Strategy & Planning, or a related analytical/commercial function, ideally with exposure to both new-business and expansion motions
• Direct people management experience
• Deep fluency in Salesforce (reporting, dashboards, workflow logic) and comfort with modern sales tech stacks (Gong, Demand Base, or similar)
• Strong quantitative skills pipeline modeling, forecasting methodology, capacity planning paired with judgment on when a model is good enough to act on
• A track record of building executive-ready narratives, not just spreadsheets; comfort presenting to VP/SVP-level audiences
• Experience operating in a fast-paced, matrixed environment where priorities shift and ambiguity is the norm

Preferred Qualifications

• Logistics, freight, supply chain, or marketplace experience