Manager Revenue Operations

Job description

**This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Manager, Revenue Operations based in the United States.** We are seeking a technically proficient, data-driven Revenue Operations leader to strengthen and scale the operational engine behind a growing defense technology organization. In this role, you will oversee the systems, processes, and analytics that support the full revenue lifecycle, from pipeline development and forecasting to bookings, renewals, and expansion. You will partner with Sales, Finance, Marketing, and customer delivery leaders to improve revenue predictability, maintain financial accuracy, and establish consistent go-to-market operations across commercial, federal, and international markets. You will also shape the technology roadmap, strengthen deal governance, and translate complex data into actionable business insights. As a player-coach, you will lead and develop a Revenue Operations Analyst while building scalable processes that support continued growth. This remote opportunity combines strategic influence with hands-on execution in a mission-driven, compliance-focused environment. ### Accountabilities - Own revenue forecasting: Build and maintain predictive forecasting models using pipeline coverage, conversion rates, and sales velocity. Lead weekly forecast reviews and quarterly pipeline assessments across new business, renewals, and expansion opportunities. - Protect revenue integrity: Partner with Finance to align bookings, billing, contract terms, and revenue recognition inputs. Reconcile data across CRM, CPQ, and financial systems, supporting monthly close processes and executive and board-level reporting. - Lead planning and compensation operations: Collaborate with Sales leadership, Finance, and other stakeholders on territory design, capacity planning, quota allocation, and sales incentive plans. Maintain compensation documentation, crediting rules, and payout accuracy. - Maintain end-to-end pipeline governance: Ensure Salesforce data is accurate, complete, and reliable across commercial and federal opportunities. Track factors affecting complex government deals, including contract vehicles, funding timelines, government fiscal-year cycles, and accreditation milestones. - Translate data into business insights: Develop dashboards, performance metrics, and analytical reports that give leadership a clear view of revenue performance, target attainment, investment priorities, and growth opportunities. - Standardize the deal lifecycle: Establish qualification criteria, opportunity stage definitions, and disciplined deal review processes. Ensure opportunities progress smoothly from initial pipeline through contracting and customer handoff, with relevant terms, accreditation requirements, and go-live timelines documented. - Align commercial commitments with delivery: Connect sales targets, pricing, contractual commitments, and customer success requirements with delivery capacity to support timely implementation and sustainable profitability. - Optimize the go-to-market technology stack: Define priorities for Salesforce, DealHub, and connected platforms. Work with the Senior Salesforce Solutions Architect to scope, implement, and roll out system improvements while driving adoption across teams. - Lead and develop the Revenue Operations team: Manage and coach the Revenue Operations Analyst, establish priorities and quality standards, review deliverables, and support professional growth. - Build scalable operating processes: Develop documentation, playbooks, and repeatable operating rhythms that strengthen accountability, improve efficiency, and support the organization's evolving revenue operations needs. - Drive cross-functional execution: Influence stakeholders across Sales, Finance, Marketing, and customer delivery without relying on formal authority, using clear communication, reliable data, and measurable outcomes to drive change. ## Requirements - Relevant professional experience: At least five years of experience in Revenue Operations, Sales Operations, Business Operations, or Strategy and Operations, ideally within a high-growth B2B software organization. - Leadership experience: At least two years of people management experience or demonstrated success leading cross-functional programs in a player-coach capacity. - Forecasting expertise: Proven experience developing forecasting models and pipeline governance processes that improve forecast accuracy and revenue predictability. - Salesforce proficiency: Strong hands-on Salesforce expertise, including data architecture, reporting, data governance, and CRM process optimization. - CPQ and quote-to-cash knowledge: Experience with configure-price-quote platforms and the processes connecting sales opportunities, contracts, billing, and revenue operations. - Financial acumen: Ability to collaborate effectively with Finance on bookings, billing, revenue recognition inputs, and financial data reconciliation across systems. - Analytical capabilities: Advanced Excel or Google Sheets skills, working proficiency in SQL and business intelligence tools, and the ability to turn large datasets into clear, actionable recommendations. - Stakeholder management: Strong communication and collaboration skills, with the ability to influence cross-functional teams, manage competing priorities, and lead change without formal authority. - Process development: Demonstrated ability to build, document, and improve operational processes in a growing organization where priorities and requirements may evolve. - Complex sales experience: Familiarity with long-cycle, multi-stakeholder sales environments, such as enterprise software, government contracting, or regulated industries. - Preferred technology experience: Hands-on experience with Salesforce, DealHub, and related go-to-market systems is an advantage. - Sales compensation expertise: Experience designing, administering, or improving sales and customer success compensation plans is preferred. - Government and defense sector knowledge: Experience in GovTech, defense, or public-sector software, including familiarity with federal contract vehicles, option-year structures, government fiscal cycles, and accreditation requirements, is beneficial. - Ownership and adaptability: A proactive, solutions-oriented mindset, strong personal accountability, and a bias toward action and measurable results. - Location eligibility: Candidates must reside in one of the approved US hiring hubs: the DC/Maryland/Virginia region; Raleigh, Durham, or Chapel Hill, North Carolina; Denver or Colorado Springs, Colorado; or Dallas/Fort Worth, Texas. ## Benefits - Competitive base salary: Annual base salary ranging from $155,000 to $165,000, with final compensation determined by professional background, technical expertise, seniority, and regional cost factors. - Potential additional compensation: Eligibility for equity awards and discretionary bonuses. - Comprehensive healthcare: 100% employer-paid medical, dental, and vision coverage for employees and their dependents. - Retirement savings: Access to a 401(k) plan with a 3% company contribution. - Wellness support: Comprehensive wellness resources, including a One Medical membership, mental health support, family planning resources, and additional wellness benefits. - Equity incentives: Participation in an equity incentive plan, subject to applicable eligibility terms. - Remote work flexibility: Flexible remote work arrangements within the approved hiring locations. - Paid time off: Flexible paid time off in addition to all federal holidays. - Parental leave: Generous parental leave to support employees and their families. - Home office and technology support: A new-hire technology package and home office stipend. - Professional development: An annual stipend to support learning, skills development, and career growth. - Employee referral program: Access to an employee referral bonus program. - Meaningful mission: The opportunity to strengthen secure software delivery across government and regulated environments, contributing to work focused on national security and technological innovation. - Leadership and career growth: The chance to shape revenue strategy, develop team capabilities, and build scalable operating systems within a growing organization.