Sr Revenue Operations Manager

Role Overview:

Sr. Revenue Operations Manager

Key Responsibilities:

1. Business Operating Cadence & Reporting:

• Establish and drive operational cadence across Sales, Finance, Marketing, Product, Sales Development, and Customer Success teams.
• Collaborate with leadership to ensure achievement of key performance metrics, including forecast accuracy, pipeline management, and funnel analysis.
• Develop, maintain, and manage forecasting models, dashboards, reports, and analyses to support business decision-making.
• Provide timely support for ad hoc reporting, insights, and troubleshooting for global sales teams.

2. Sales Process & Support:

• Design, implement, and optimize sales processes and policies that align with business objectives and regulatory standards.
• Drive rigor in weekly, monthly, and quarterly sales meetings and reports, ensuring comprehensive and efficient delivery.
• Serve as an escalation point to resolve sales team challenges such as deal structuring, discounting, commissions, territory mapping, and split coverage decisions.

3. Revenue Systems & Processes:

• Lead efforts to standardize and optimize revenue systems, including Salesforce.com, to ensure accurate and efficient data management.
• Work cross-functionally to identify challenges, analyse growth opportunities, and implement solutions using a data-driven approach.
• Build and maintain sophisticated analytical models to gain deeper insights into business performance.
• Document sales processes and train team members to ensure smooth onboarding and continuous improvement.

4. Revenue Planning:

• Support the strategic annual Go-To-Market (GTM) planning and execution.
• Assist in the preparation of executive-level deliverables, including Board Reviews, Executive QBRs, and other strategic reports.
• Ensure equitable quota allocation for sales teams, optimizing the assignment of quotas across all channels and resources.

5. Deal Desk & Order Management:

• Lead the Deal Desk, accelerating deals and ensuring process standardization.
• Act as the primary point of contact for all aspects of the Quoting-to-Booking process, including pricing, order status, and deal registration.
• Ensure compliance with pricing and discounting policies, maintaining hygiene in deal processes.
• Oversee the end-to-end Quote to Order Management process, including governance of the Configure Price Quote (CPQ) tool.

Key Skills & Qualifications:

• Bachelor’s degree in engineering, Business, Finance, or a related field. MBA is a plus.
• 5+ years of experience in revenue operations, sales operations, or a similar role.
• Proficiency in CRM tools (e.g., Salesforce), CPQ(Dealhub.io), and other sales/revenue management software like ZoomInfo.
• Strong analytical skills with experience building complex forecasting and analytical models.
• Excellent communication skills, with the ability to interact effectively with senior leadership and cross-functional teams.
• Proven experience in process optimization, sales support, and quota management.
• Strong problem-solving abilities with a data-driven approach.