Revenue Operations Manager - Upmarket

• 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, and 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 and Systems and Data teams
• Translate execution issues into process improvements, system enforcement, and 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, and forecast accuracy
• Ensure leaders understand why deals slip - not just that they did

• 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, ZoomInfo
• Familiarity working alongside tools like Anaplan, routing platforms (Leandata), or forecasting tools (Clari)
• Ability to partner effectively with Business systems and analytics teams

SaaS experience

• Competitive benefits and perks
• Robust training program
• Inclusive office environment
• Certified Great Place to Work