Revenue Operations Manager, Downmarket Job at Dialpad (Tempe)

Job Description

The Revenue Operations Manager– Downmarket and Sales Development drives scale and efficiency across high-volume Commercial and Small Business sales motions. This role focuses on velocity, conversion optimization, and forecasting discipline in shorter-cycle environments. This is a revenue execution role — not reporting support and not an embedded business partner. This position reports to our Director of Business Operations and is hybrid, based in our Austin or Tempe office.

Job Responsibility

Define and enforce opportunity stage entry and exit criteria
Establish deal inspection frameworks by segment and deal size
Identify and eliminate: Poorly qualified pipeline, Stalled or aging deals, Inflated close dates and optimistic forecasts
Create clear standards for when deals advance, reset, or exit the pipeline
Own forecast methodology and call discipline across segments
Standardize forecast categories (Commit, Best Case, Pipeline, etc.)
Lead or co-lead weekly forecast calls with Sales leadership
Track and surface forecast bias, slippage patterns, and risk signals
Improve forecast accuracy, confidence, and consistency over time
Design and run pipeline councils by segment
Ensure pipeline reviews are: Forward-looking, Decision-oriented, Action-driven
Equip Sales leaders with consistent inspection views that drive accountability
Make pipeline hygiene a management habit, not a Rev Ops cleanup task
Partner closely with Revenue Intelligence & Analytics, Systems and Data teams
Translate execution issues into Process improvements, System enforcement, Clear operating guidance
Provide structured feedback into GTM strategy and planning
Define and own the core pipeline and forecast KPIs
Hold the organization accountable to Stage-to-stage conversion, Deal aging, Forecast accuracy
Ensure leaders understand why deals slip — not just that they did

Requirements

7–10 years of total professional experience
4–6+ years in Sales Operations, Revenue Operations, or GTM Strategy
Experience supporting Direct Sales Teams and/or Channel organizations
SaaS experience strongly preferred
Strong analytical mindset with the ability to turn data into decisions
Comfortable working with ambiguity and building structure where none exists
Excellent executive communication — written, verbal, and storytelling
Ability to influence senior stakeholders without formal authority
High ownership mentality: you see problems and fix them
Detail-oriented but able to zoom out to the bigger picture
Strong experience with Salesforce, Tableau, Outreach, Clay, Scratchpad, and ZoomInfo
Familiarity working alongside tools like Anaplan, routing platforms (Leandata), or forecasting tools (Clari)
Ability to partner effectively with Business systems and analytics teams

What we offer

Competitive salary, comprehensive benefits, and real opportunities for growth
Cutting-edge AI tools
Robust training program
Inclusive office environment
Great Place to Work recognition

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Revenue Operations Manager, Downmarket

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