Revenue Operations Manager

Senior Manager of Revenue Operations

This position allows you the flexibility to live and work remotely from your home office anywhere in the US or Canada. The Senior Manager of Revenue Operations will lead Experlogix's revenue operations function, serving as the operational engine behind our global GTM motion across CPQ and Document Automation. Reporting directly to the Chief Revenue Officer, this role co-owns the forecast and commit process with the CRO and owns the processes, data, and operating rhythm that drive predictable revenue including pipeline management, sales analytics, GTM tech stack strategy, AI and automation enablement, contract and RFP process oversight, and cross-functional alignment across Sales, Marketing, Customer Success, Finance, Business Operations, IT, and Partner teams.

This is a career-defining opportunity for a high-potential RevOps professional ready to step up. You'll work side-by-side with the CRO, who will actively invest in your development, while owning a broad, strategic scope that typically sits at the Director level. We're looking for someone with grit, an innovative mind, curiosity, and the ambition to grow. This person loves cutting edge technologies, and exploring the latest features within AI and other tools to find ways to improve efficiency and processes!

This role partners closely with the CRO to surface gaps and non-compliance across the revenue process so the CRO and other sales leaders can drive coaching, enforcement, and course correction. This role also partners closely with our CRM Administrator and Business Operations team and Marketing to drive the right functional changes, enhancements, and Power BI reporting to support the revenue organization.

You don't need to have done all of this before. You do need to be hungry, coachable, biased to action, AI-fluent, and excited to build the RevOps function alongside a CRO who will teach, coach, and open doors.

Key Responsibilities:

Forecasting, Pipeline & Revenue Analytics

• Co-own the weekly forecast and commit process with the CRO across CPQ, Document Automation, and Services, including data preparation, roll-ups, variance analysis, accountability, and executive summaries.
• Define reporting requirements and partner with Business Operations on Power BI dashboards covering pipeline health, coverage, stage aging, slippage, conversion, win/loss trends, sales velocity, average selling price, cycle time, and quota attainment.
• Produce analytics for weekly forecast meetings, pipeline reviews, monthly business reviews, QBRs, and board reporting.
• Track and improve forecast accuracy by representative, region, and business unit.
• Serve as the revenue organization's business lead for reporting priorities and enhancements.

CRM Ownership & GTM Systems Strategy

• Serve as the revenue business owner for Microsoft Dynamics 365, defining field requirements, stage definitions, forecast categories, workflows, and data-quality standards.
• Partner with the CRM Administrator and Business Operations to prioritize and implement system enhancements.
• Translate sales process and reporting needs into clear functional requirements.
• Own strategy and vendor management for the GTM technology stack, including Gong, LinkedIn Sales Navigator, DocuSign, RFP tools, Copilot agents, and related platforms.
• Manage renewals, licensing, utilization, ROI analysis, and platform-consolidation decisions.
• Maintain the GTM Tech Stack Licensing Overview as the source of truth for ownership, licensing, and renewals.

AI, Automation & Agent Enablement

• Champion AI and automation opportunities that improve seller productivity, forecasting, pipeline visibility, and operational efficiency.
• Own the Revenue Operations AI agent portfolio, including contract, RFP, resource, and workflow-assistance agents.
• Drive adoption, measure business impact, and partner with IT, Product, Business Operations, and CRM Administration on continuous improvement.
• Embed Copilot, agentic workflows, and AI-generated insights into D365, Gong, Power BI, SharePoint, Confluence, and other seller tools.
• Evaluate emerging AI capabilities and recommend build, buy, or partnership approaches based on revenue outcomes.
• Establish responsible-use, governance, security, and data-quality standards with IT, InfoSec, and Legal.
• Deliver measurable productivity gains by reducing manual reporting, accelerating RFP and contract cycles, and improving forecast accuracy and win rates.

Sales Process & Methodology

• Operationalize Same Side Selling within CRM fields, opportunity stages, exit criteria, workflows, and reporting.
• Reinforce Issues, Impact and Importance, Others Involved, and Results through systems and process.
• Identify and report non-compliance related to methodology, qualification, opportunity hygiene, stage progression, and CRM data quality.
• Build scorecards showing compliance at the representative, manager, region, and business-unit levels.
• Partner with the CRM Administrator to implement methodology-related fields, validation rules, workflows, and stage requirements.
• Track new-hire ramp performance and enablement outcomes to help sales leaders target coaching.
• Support the operational execution of Sales Kickoff, GTM offsites, and regional sales meetings, including logistics, action tracking, and follow-through.

Territory, Quota & Compensation Support

• Support annual territory design, account assignments, and rules-of-engagement documentation.
• Partner with Finance and the CRO on quota-setting models, compensation-plan design, SPIF governance, and attainment tracking.

Contract & RFP Governance

• Own the end-to-end RFP, RFI, and RFQ process, including intake, qualification, assignment, timelines, subject-matter-expert coordination, and submission readiness.
• Coordinate pre-sales contract intake, triage, and routing to KO Legal, escalating issues when appropriate.
• Maintain response trackers, content libraries, and reusable templates.
• Partner with InfoSec on security assessments, vendor questionnaires, due diligence requests, tracking, and deadlines.

Cross-Functional Revenue Alignment

• Partner with Marketing on lead-handoff SLAs, MQL and SQL definitions, conversion tracking, and campaign-influence reporting.
• Support Sales-to-Customer Success handoffs, NRR and GRR visibility, and customer-reference operations.
• Align with Finance on bookings, billings, ARR reconciliation, and revenue-reporting integrity.
• Partner with Business Operations on Power BI development, data-model requirements, and analytics priorities.
• Partner with CRM Administration and IT on integrations, workflow automation, system enhancements, and roadmap priorities.
• Support Partner and Channel operations, including deal-registration governance, pipeline reporting, and partner-sourced attribution.

Programs & Knowledge Management

• Govern the Elevate Customer Reference Program, including roster health, utilization, and rotation.
• Maintain the Revenue Resource Library and sales content within the Directions intranet, ensuring resources are current, discoverable, and aligned with SharePoint.
• Establish and maintain the sales operating rhythm, including meeting cadences, agendas, action tracking, and follow-through.

Growth Opportunity

• Receive direct mentorship from the CRO in sales methodology, forecasting, executive communication, and revenue leadership.
• Gain exposure to executive- and board-level reporting from day one.
• Build toward a Director of Revenue Operations role within 18–24 months based on demonstrated performance and impact.
• Own a broad Revenue Operations portfolio spanning forecasting, pipeline management, CRM strategy, AI, GTM technology, RFPs, and contract governance

Required Skills and Experience

• Three to five years of progressive experience in Revenue Operations, Sales Operations, Sales Analytics, or GTM Strategy within a B2B SaaS or software company.
• Demonstrated ownership of forecasting, pipeline reporting, sales analytics, CRM operations, or related responsibilities.
• Working knowledge of CRM platforms; Microsoft Dynamics 365 is strongly preferred, although Salesforce or HubSpot experience is acceptable.
• Strong Excel modeling skills and the ability to translate data into clear business insights.
• Experience defining reporting requirements and partnering with BI or analytics teams; Power BI experience is strongly preferred.
• Active use of Copilot, ChatGPT, or similar AI tools, with an interest in building and deploying revenue-focused AI agents.
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