Revenue Operations Manager - Top of Funnel

. About the Opportunity This is a builder’s role — not a maintenance position. Our EHS & ESG business unit sells complex, high-value solutions to Fortune 500 companies navigating environmental reporting mandates, process safety requirements, and operational risk. Our buyers are sophisticated, our sales cycles are long, and our target market is global. We have completed a comprehensive assessment of our commercial operations and are executing against a clear transformation roadmap. Among the most critical priorities: building a top-of-funnel that actually works. Core pieces of the top-of-funnel motion are still being defined, rebuilt, or scaled globally. You will establish the operating model, not inherit one. If you are the kind of operator who sees a broken process as an invitation, who can navigate ambiguity without losing momentum, and who wants genuine ownership over a function that will directly determine whether our commercial transformation succeeds this role was designed for you. What You Will Own Target Account Acquisition, Lead Management, & BDR Operations Build a scalable top-of-funnel engine. Design, optimize, and govern end-to-end lead management processes to support current and future GTM motions including ABM and PLG. Partner with IT counterparts on lead capture process, lead definition, SLAs, routing, and hand-off standards. Building on what exists and closing gaps where they remain. Drive Account-centric growth and BDR effectiveness. Design and operationalize a comprehensive engagement and intent prioritization model: defining high-value signals, incorporating third-party intent data, and building a framework that maximizes BDR focus on the right accounts at the right time. Scale demand generation and nurture across target accounts. Partner with Marketing to define and drive adoption of a lead nurturing framework that builds demand within target accounts and customers, maximizing return on lead acquisition investment. Serve as the operational backbone of the BDR function workflow infrastructure, account-based prioritization, activity standards, and opportunity hand-off requirements. Partner with BDR leadership to shift from a lead-centric to a fully account-centric operating model, coordinated across BDRs, AEs, and Marketing. Campaign Production & Marketing Attribution Own the business-side campaign production process and govern the marketing attribution framework — ensuring contribution is accurately captured and moving the business from activity-based to outcome-based reporting. Metrics, Reporting & Cross-Functional Collaboration Partner with Divisional Operations to implement a reliable TOFU reporting framework; lead a regular performance review cadence and build ad hoc analysis to drive optimization decisions. Collaborate with the RevOps Manager (Quote to Cash) on clean funnel hand-offs, the Sales Enablement Manager on GTM motion implementation, and Marketing on ABM execution. Collaborate closely with the Sales Enablement Manager to support the implementation of GTM motions — ensuring operational processes and enablement programs are designed and sequenced together. Business Process Ownership — TOFU Technology Serve as Business Process Owner for all TOFU processes within the shared tech stack (Marketo, Salesforce, LeanData, ZoomInfo GTM Studio, Highspot) — define requirements and partner with the IT team who configure and maintain the stack. Own process governance: accountable for adoption and adherence across all TOFU workflows, including defining standards, monitoring compliance, and driving corrective action. Lead change management for new and optimized processes, ensuring measurable adoption across BDR, Marketing, and Sales. Actively leverage AI tools and agents — including ZoomInfo GTM Studio — to drive efficiency across TOFU workflows. Build, deploy, and manage AI-powered solutions that improve targeting, reduce manual effort, and scale the team’s impact. Bring intellectual curiosity and a hands-on approach to emerging tools even where playbooks don’t yet exist. What We’re Looking For Required 5+ years in Revenue Operations, Marketing Operations, or a closely related B2B function. Proven experience designing and governing lead acquisition, nurture, and pipeline progression processes — including intent-based prioritization, communication architectures, routing logic, SLA governance, and hand-off standards. Hands-on proficiency with MAPs, CRMs, Sales Engagement platforms, routing, and enrichment tools in a business process capacity (requirements definition, adoption, data integrity — not system administration). Experience with account-based marketing (ABM) frameworks and the operational infrastructure required to execute them, including lead nurturing program design and attribution models. Demonstrated ability to operate as a Business Process Owner in a matrixed organization influencing without authority, driving change management, and holding teams accountable. Comfortable building ad hoc analysis and reporting to answer specific business questions, in partnership with a technical operations team. Appetite and aptitude for AI tools and agents: experience building or managing AI-powered workflows, or a clear track record of rapidly adopting emerging tools to drive efficiency. Thrives in environments with incomplete processes and evolving priorities creates structure rather than waiting for it. Preferred Experience with LeanData, ZoomInfo GTM Studio, Highspot, CDP such as Salesforce Data 360 Background in complex enterprise B2B with long sales cycles and multi-stakeholder buying committees. Consulting experience Why This Role, Why Now This is an early stage build with executive sponsorship and a clear mandate. The processes you shape will become the standard. The infrastructure you put in place will determine whether a restructured Sales and BDR organization can execute. Four RevOps roles are being hired concurrently — this is a team being built, not a backfill. You will operate with executive visibility, partner cross-functionally across RevOps, Marketing, and Sales, and play a foundational role in shaping how the global GTM organization scales. Our Interview Practices To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process. Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process. Compensation: $98,500.00 - $172,700.00 USD This role is eligible for Bonus. Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process. Additional Information: Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request. If making a difference matters to you, then you matter to us. Join us, at Wolters Kluwer, and be part of a dynamic global technology company that makes a difference every day. We’re innovators with impact. We provide expert software and information solutions that the world’s leading professionals rely on, in the moments that matter most. You’ll make a real difference in the lives of millions of people. Together with our customers, we help to advance sustainability, health, justice, prosperity, and commerce around the world. You can thrive at Wolters Kluwer, where diversity is core to our collective strength and high performance. Be your unique self, share your creative ideas, do your best work, and take time to grow in our caring and inclusive culture where you can belong. Wolters Kluwer reported 2025 annual revenues of €6.1 billion. The group serves customers in over 180 countries, maintains operations in over 40 countries, and employs more than 21,000 people worldwide. Our customers work in industries that impact the lives of millions of people every single day. Our mission is to empower our professional customers with the AI-powered solutions they need to make critical decisions, achieve successful outcomes, and increase productivity. We deliver trusted, AI-powered expert solutions that combine deep domain knowledge, proprietary content, and advanced technology to provide expert-validated insights, automate workflows, and drive better outcomes. Today, nearly 70% of our digital revenues come from AI-powered solutions, reflecting our strategic focus on embedding AI into professional workflows and delivering measurable productivity gains. We are committed to helping professionals navigate complexity, improve the way they work, and solve critical challenges through cloud-based, AI-powered platforms that integrate seamlessly into their workflows and ecosystems. Our solutions are designed to deliver impact when it matters most, especially in high-stakes environments where accuracy and trust are essential. With a nearly 190-year legacy, Wolters Kluwer continues to evolve its portfolio of digital solutions and services to meet the changing needs of professionals worldwide, enabling them to work faster, make smarter decisions, and deliver better outcomes. For more information about our solutions and organization, visit or follow us on LinkedIn, Instagram and Facebook. Wolters Kluwer has a dedicated team of experienced talent acquisition professionals who are ready to hear what makes you tick and share how Wolters Kluwer can help you achieve your goals and ambitions. Here Rasi Fawaz shares some tips on what recruiters are looking for on a resume. As a global organization, we recognize that solving a wide range of complex problems requires diverse perspectives and innovative thinking. We know that bringing our best to our customers, communities, and other key stakeholders requires a highly engaged and talented workforce – one that represents the diversity of those we serve and the communities where we live and work. We aim to provide a welcoming environment and equitable opportunities for all employees regardless of background, nationality, race, ethnicity, gender, gender identity, age, sexual orientation, marital status, disability, or religion. This principle is ingrained in our company values and articulated in our Code of Business Ethics. At Wolters Kluwer, you’ll feel valued for your contributions, and you’ll know that your health, safety, and well-being are important to us. Our well-being benefits provide tools, programs, and resources to help our diverse employees feel healthy, happy, safe, and prosperous. Our global Together we thrive well-being program reflects our commitment to supporting colleagues across physical, mental, social, and financial well-being. That commitment has been recognized externally through Ragan’s Top Places to Work for Employee Wellbeing: Large Organization in 2024. More recently, Wolters Kluwer was recognized by Forbes as one of America’s Best Large Employers 2026 and America’s Best Employers for Engineers 2026. In 2025, Wolters Kluwer was also recognized by Forbes as one of America’s Best Employers for Women. To ensure we continue to drive innovation that enables us to develop products and services to best serve our customers, we cultivate a workplace culture rooted in mutual respect, bringing forward insights from a wide range of backgrounds, perspectives, and experiences. We are also committed to complying with laws requiring equal opportunity in hiring, promotion, and other employment decisions. 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