Revenue Operations Manager

Revenue Operations Manager

We're looking for a Revenue Operations Manager to own and scale the systems, processes, and analytics that power our go-to-market engine. You'll sit at the intersection of Business Development, Operations, and Finance - turning messy processes into clean, automated, data-driven workflows, and giving leadership the visibility they need to make good decisions.

This is a hands-on role for someone who's equally comfortable architecting a Salesforce data model, running a forecast cadence, and investing in enablement to scale our BD org. You'll partner closely with sales leadership and cross-functional stakeholders to remove friction across the revenue lifecycle - from lead to renewal.

Here are some ways you'll make an impact:

Systems & Data

• Own the CRM (Salesforce) data layer: Object model, field definitions, pipeline data integrity, and the hygiene processes that keep the data trustworthy.
• Evaluate, select, and integrate GTM tools, making thoughtful build-vs-buy decisions as the tech stack scales.
• Partner with data/analytics teams to ensure CRM data flows cleanly into downstream reporting and BI systems.

• Build and maintain reporting and dashboards that give sales and executive leadership visibility into pipeline health, conversion, and rep performance.
• Support monthly/quarterly business reviews with clear, data-backed narratives.

Process & Deal Support

• Own or support deal desk operations: Approval workflows, non-standard deal structuring, and SLA management.
• Document and continuously improve sales processes and methodology to ensure consistent execution from prospecting through close.
• Partner with Ops to ensure seamless implementations, as well as create automations to help the team proactively manage the customer lifecycle.
• Enable on-target fulfillment from Ops to the customer through detailed information management and clear communication.

Cross-Functional Partnership

• Act as the operational thought partner to Business Development, Operations, and Finance leadership, translating business needs into scalable systems and processes.
• Ensure BD is enabled, training the team on the most up to date pricing strategy, proactively creating customer facing collateral, or educating the team on the latest product SKUs.
• Communicate clearly with both technical and non-technical stakeholders, including executive audiences.

Are you the candidate we are looking for? You have:

• 4+ years of experience in Revenue Operations, Sales Operations, GTM Systems, or a closely related role, ideally in B2B SaaS or defense tech.
• Strong hands-on experience with Salesforce (administration, reporting, data model design); certification a plus.
• Solid analytical skills - comfortable working in SQL, Excel/Sheets, and BI tools (e.g., Looker, Tableau, Power BI).
• Experience owning or heavily supporting a forecasting cadence and pipeline reporting.
• Familiarity with the broader revenue tech stack (marketing automation, sales engagement, CPQ, BI, and data warehouse tools).
• A track record of turning ambiguous, messy problems into documented, scalable processes.
• Excellent written and verbal communication skills, with the ability to work cross-functionally and present to leadership.
• A builder's mindset: bias toward action, comfortable prototyping a solution rather than waiting for a perfect spec.

Nice to Have

• Experience with quote-to-cash processes (billing, order management, revenue recognition).
• Experience with compensation administration platforms.

Compensation: $150k - $180k

Our Culture & Values

• We hire excellent people, give them outsized responsibility, and trust them to execute. Every person at Cape has a proven track record of tackling hard problems and winning.
• We believe that personal privacy and national security are not at odds, and that they can be reconciled through strong technology.
• We believe companies exist to build awesome things and take care of the people who build them, so we offer top-tier healthcare, 401(k) matching, and a generous vacation policy that our team actually uses to recharge.
• We believe that a stronger company and a better product are built by people from all walks of life. We hire without regard to race, color, ancestry, religion, sex, national origin, sexual orientation, gender identity, age, marital status, disability, or Veteran status. If you are great at what you do, you belong here.