Revenue Strategy & Operations Manager

Overview

This role serves as the anchor connecting go-to-market (GTM) operations with business strategy by translating strategic priorities into execution and synthesizing operational insights into proactive recommendations. Responsibilities include contributing to revenue growth through strategic planning, process improvements, and proactive analytics, working closely with teams across the GTM organization and Finance.

Responsibilities

Sales GTM Strategy & Planning

• Set and drive GTM strategy and operations for GTM leadership, owning GTM weekly business reviews, New Logo + Usage forecasting, and annual planning.
• Own RevOp’s analytics suite and continuously assess operational performance.
• Serve as a strategic thought partner to senior leaders, providing data-driven recommendations and tradeoffs to inform decision-making.
• Own implementation of GTM workstreams.
• Design incentive plans that align company goals to GTM reality.
• Connect revenue targets to GTM headcount expenditure to ensure alignment with business outcomes.

Analytics & Insights

• Translate complex analyses into performance narratives and actionable recommendations that influence leadership decisions.
• Own GTM analytics infrastructure, partnering with Finance to define KPIs, build datasets, and create scalable dashboards that balance administration and insights.
• Analyze sales funnel data and market data to diagnose performance gaps, workshop initiatives to improve GTM productivity and attainment, and implement these changes.

Cross-Functional Execution & Project Management

• Act as cross-functional GTM lead, partnering closely with Product, Finance, and Operations to deliver analytical insight and strategy.
• Translate large, multi-quarter strategic outcomes into projects and execution, managing the roadmap in collaboration with leadership and cross-functional partners.

Requirements

• Strong business acumen; proven ability to develop and execute strategies that drive scalable, high-quality operations in ambiguous, fast-paced environments.
• Excellent communication and stakeholder management skills; experience leading and working across functions from a position of soft influence to execute initiatives and drive a GTM point of view.
• Previous experience designing and administering compensation plans across a variety of go-to-market organizations, including Sales and Customer Success, connecting fairness and company targets.
• Ability to identify operational inefficiencies and design scalable processes, systems, and operating models that account for long-term considerations.
• Strong analytical skills to synthesize quantitative and qualitative insights into clear recommendations and decisions.
• Excellent project management skills; ability to independently manage complex projects and workstreams, assess timeline needs, and own delivery.
• 4–6 years of experience in revenue operations, GTM strategy, business operations, strategy consulting; ideally within SaaS, FinTech, or a high-growth company.
• Hands-on experience with CRM, BI, and data warehouse tools (e.g. Salesforce, Looker, Tableau, Omni, or equivalents), including ability to pull data, translate it into insights, and make it useful for Sales leaders.
• Experience with SQL is a plus.
• Understanding of common go-to-market metrics (e.g. NRR, GRR, LTV:CAC, Pipeline Coverage, CAC Payback, Rule of 40), including calculations and nuances between metrics.

Compensation & Benefits

Compensation consists of base salary, variable compensation, and RSUs.

• Annual Salary Band: $125,000.00 - $145,000.00
• Variable: $12,500.00 - $15,000.00

The organization’s salary ranges are based on market data, relative to size, industry, and stage of growth. Salary is one part of total compensation, which also includes equity, perks, and competitive benefits. Salary decisions are based on geographic location, qualifications for the role, skillset, proficiency, and experience level. The organization reasonably expects to pay candidates offered roles within the provided salary ranges.

Location

Remote working opportunities in: AZ, CA, CO, DC, FL, GA, IA, IL, MA, MD, MI, MN, MT, NE, NC, NH, NJ, NV, NY, OH, OR, PA, RI, TN, TX, UT, and WA, unless specified otherwise in the job description above.

Equal Opportunity

This employer is an equal opportunity employer and promotes an environment of understanding and greater impact through diverse backgrounds and perspectives. Under-represented groups are encouraged to apply. The employer does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or criminal history in accordance with local, state, and/or federal laws, including San Francisco’s Fair Chance Ordinance.