Senior Revenue Operations Manager

Overview

Senior individual contributor role owning the policies that govern how deals are booked, credited and forecast, the global forecasting process, and the CRO operating cadence, reporting to the Senior Manager, Sales Operations.

What you'll do

• Own the policies that define how deals are booked, credited, and forecasted, including bookings rules, opportunity netting, and sales stages and exit criteria; write them, get them approved, and make sure the field understands what changed and why.
• Identify process problems before they affect the numbers: validate and size the problem with data, find the root cause, and drive the fix with the right team.
• Partner with Revenue Systems to build policy into system rules, validations, and alerts, reducing manual reviews and after-the-fact corrections.
• Improve forecast methodology by tracking actual results against the forecast, explaining variances, and changing processes that aren't working.
• Partner with Finance and Revenue Analytics to reconcile the field forecast with the finance outlook.
• Own the weekly forecast readout for the CRO and sales leadership, keeping it short and focused on decisions.
• Bring the forecasting and policy perspective into annual planning.
• Coordinate the CRO organization's weekly, monthly, and quarterly reviews, metrics, and follow-ups; measure their impact on pipeline hygiene, data quality, forecast accuracy, and bookings, and change the cadence where it isn't working.
• Work with Revenue Strategy & Operations teams, Finance, Product, Data, and Enablement to deliver changes from first draft through field adoption.
• Keep cadence documentation current so the organization knows what happens when, who owns it, and what's expected.
• Mentor others on the team and improve how processes are documented and run.

What you'll need

• Experience in Sales Operations, Revenue Operations, management consulting, or a similar role, including running a forecast process day to day in a B2B subscription business.
• A practical understanding of how a sales organization runs, including pipeline stages, deal bookings and crediting, bookings and ARR definitions, and how compensation influences sales representative behavior.
• Strong data and analysis skills; highly proficient in Excel or Google Sheets, able to build a model from scratch and check your own numbers before sharing them.
• The ability to work independently, identify what needs to be done, and work with stakeholders to get it done; involve your manager when you need a decision or hit a blocker.
• Clear, concise writing: can turn a complex issue into a short document or Slack message that a senior leader will read and act on.
• Comfort working with senior leaders, including taking feedback from a CRO and turning it into a better process or a more useful readout.
• Systems thinking and the ability to learn new tools and domains quickly; understands how CRM, quoting, billing, and compensation systems connect.

Nice to have

• Experience rolling out bookings, crediting, or deal policies.
• Forecasting consumption or usage-based revenue.
• Using tools such as Clari and Salesforce reporting.
• A consulting, strategy, or structured problem-solving background.

Details

• All-remote role; locations listed as Remote, Canada and Remote, United States.
• Most work happens in writing; clear, concise documentation is a big part of the job.
• Base salary range for US residents: $104,800 to $176,400 USD, excluding bonuses, equity, and benefits.
• Sales roles are eligible for incentive pay targeted at up to 100% of offered base salary.
• Some roles may carry specific location-based eligibility requirements.