Revenue Operations Manager

Accountabilities

• Own the operating cadence for forecasting, pipeline hygiene, deal inspection, coverage, and conversion, proactively identifying risks, gaps, and opportunities before they impact revenue performance.


• Build and maintain executive dashboards and key performance indicators (KPIs), including weekly operating metrics, quarterly business reviews (QBRs), and go-to-market reporting for executive and Board-level meetings.


• Translate the revenue plan into an actionable operating model covering capacity and headcount planning, territories, quotas, pipeline requirements, compensation design, and productivity analysis.


• Act as the go-to-market coordinator for Master Service Agreements (MSAs), Data Processing Agreements (DPAs), Non-Disclosure Agreements (NDAs), amendments, procurement processes, and customer redlines.


• Coordinate with legal counsel and internal stakeholders throughout contracting workflows, maintaining playbooks and processes that help move deals efficiently while serving as the process owner rather than providing legal advice.


• Support commercial deal structuring, including pricing, discount approvals, order forms, and non-standard commercial terms, and drive opportunities through the commercial process to signature.


• Partner with Marketing and other stakeholders on Salesforce, HubSpot, Clari, and the broader go-to-market technology stack.


• Maintain high standards of data integrity and establish reliable sources of truth for pipeline, bookings, Annual Recurring Revenue (ARR), and customer data.


• Connect Sales with Marketing, Customer Success, Finance, Product, and Legal to ensure effective coordination across the revenue lifecycle.


• Expand operational ownership over time to include pipeline attribution, renewals and expansion, commissions, customer handoffs, and other revenue processes.


• Continuously improve processes, systems, reporting, and operating practices to increase revenue visibility, efficiency, and scalability.

• 5+ years of experience in Revenue Operations, Sales Operations, or Deal Desk within a B2B Software-as-a-Service (SaaS) organization.


• Experience supporting security, cybersecurity, enterprise technology, or other technically complex B2B sales environments is strongly preferred.


• Proven ability to own forecasting and pipeline processes end-to-end, with strong analytical discipline and the ability to identify commercial risks before they appear in reported results.


• Hands-on experience structuring commercial deals and managing Deal Desk processes, including pricing, discounting, order forms, and non-standard terms.


• Strong understanding of legal and contracting workflows, including MSAs, DPAs, NDAs, customer redlines, and procurement processes, with the ability to coordinate counsel and stakeholders effectively.


• Strong working knowledge of Salesforce or HubSpot, Clari, and broader go-to-market technology platforms.


• Data-driven mindset with a strong focus on data integrity, reporting accuracy, process consistency, and operational scalability.


• Experience developing executive-facing dashboards and reporting and translating revenue strategies into operating models covering capacity, territories, quotas, compensation, and productivity.


• Strong project management, communication, stakeholder management, and problem-solving skills.


• Ability to operate independently, take ownership of processes, and balance strategic priorities with detailed operational execution.


• Comfortable collaborating asynchronously with distributed teams and working effectively in a fast-paced, early-stage environment.

• High-visibility role with exposure across Sales, Marketing, Customer Success, Finance, and Legal.


• Direct involvement in executive and Board-level reporting and revenue planning.


• Opportunity to build the Revenue Operations function, systems, playbooks, and processes from an early stage.


• Significant influence over forecasting, planning, commercial operations, and the way the revenue organization executes.


• Direct collaboration with senior sales leadership and the opportunity to shape how the business plans, forecasts, and closes deals.


• Exposure to modern go-to-market technologies, including Salesforce, HubSpot, Clari, and related revenue systems.


• Opportunity to work across the full revenue lifecycle, from pipeline generation through renewals and expansion.


• Competitive compensation and equity participation.


• High degree of autonomy, ownership, and professional growth in a fast-moving technology environment.


• Opportunity to contribute to the development of scalable processes within a growing cybersecurity-focused SaaS business.

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