Revenue Operations Manager

About This Role

Role Overview

We are looking for a Revenue Operations Manager to own how revenue flows through the business from first marketing touch to renewal and ARR reporting. This role is responsible for making sure our systems across Marketing, Sales, Customer Success, and Finance actually work together, reconcile to our financials, and scale as we grow.

This is a hands on role for someone who can design systems, enforce process discipline, and develop junior team members into reliable operators.

Why This Role Matters

This role directly impacts

• Gross revenue retention and renewals
• Forecast accuracy and pipeline visibility
• Data integrity between Salesforce and Sage Intacct
• Marketing to sales conversion performance
• Board and diligence readiness in a PE environment
• Strong execution here improves predictability, efficiency, and valuation

Core Responsibilities

Revenue Systems

• Design and maintain the full revenue lifecycle in Salesforce from lead through contract, renewal, forecast, and ARR
• Ensure Salesforce data cleanly reconciles to Sage Intacct
• Own system of record rules across Finance, Marketing, Sales, and Customer Success
• Build scalable data models and enforce field and object governance

Marketing and Sales Pipeline

• Own HubSpot and Salesloft integrations into Salesforce
• Define and enforce lead routing, MQL and SQL definitions, and campaign attribution
• Ensure visibility from first touch through closed won and renewal
• Build reporting for funnel conversion, pipeline coverage, velocity, and campaign performance

Renewals and Retention

• Implement structured renewal workflows with clear timelines
• Build health scoring tied to ARR, risk, and contract structure
• Deliver clear churn risk and renewal reporting for leadership

Salesforce Ownership

• Build and maintain Flows, validation rules, custom objects, and reporting
• Partner with Sales Ops and CS Ops to enforce consistent process across the customer lifecycle

Financial Alignment

• Partner closely with Finance to ensure bookings, ARR, renewals, and churn reconcile to Sage
• Build variance and exception reporting
• Support audits, QoE work, and diligence requests

Team Leadership

• Manage and mentor junior Sales Ops and CS Ops team members
• Define ownership, SOPs, and performance expectations across the revenue lifecycle

Executive and Board Reporting

• Deliver GRR and NRR reporting
• Funnel and forecast analysis
• ARR by cohort and segment
• Churn and retention analysis
• Document revenue system design for investor and buyer diligence

Experience and Skills

• 4 to 7 plus years in Revenue Ops, Sales Ops, or RevOps
• Direct ownership of Salesforce system design
• Experience with marketing automation and CRM integrations
• Experience building renewal and retention workflows in SaaS
• ERP integration experience such as Sage Intacct or NetSuite
• Track record improving forecast accuracy, GRR, or funnel performance

Technical

• Strong Salesforce skills including Flows, validation rules, custom objects, and reporting
• Solid understanding of ARR, bookings, revenue, renewals, expansions, and churn
• Clear grasp of marketing attribution and funnel mechanics

Leadership

• Experience managing and developing junior operators
• Comfortable working across Marketing, Sales, CS, Product, and Finance
• Strong communicator who can explain data and tradeoffs clearly
• Comfortable in a PE backed, metrics driven environment

Preferred

• Salesforce Advanced Admin or Architect certification
• EdTech or vertical SaaS experience
• Exposure to Revenue Cloud or CPQ
• Experience supporting M\&A or system integrations

Success Looks Like

• Improved GRR year over year
• Renewal forecast variance under 5 percent
• Salesforce and Sage contract alignment above 98 percent
• Measurable improvement in funnel conversion
• Board ready reporting delivered within 48 hours
• Clear documentation of revenue systems and governance