Senior Revenue Operations Manager

Role Overview

• Own pipeline stage governance and CRM data hygiene end-to-end: define stage definitions and entry/exit criteria, build enforcement mechanisms in Salesforce, and drive toward 95% hygiene adherence. Define and maintain rules of engagement for lead ownership, nurture policies, and routing logic in partnership with sales leadership
• Lead new tool assessments with a focus on AI-native GTM solutions: evaluate the landscape, build and test AI-native workflows and agents, make structured recommendations, and implement what gets approved
• Own the GTM analytics layer for the sales motion: build and maintain pipeline and win rate analysis (SQO-to-close conversion by AE, segment, and period), real-time revenue dashboards with ARR and deal metrics, and ad hoc analyses for sales leadership and RevOps. Contribute to WBR and QBR data preparation
• Maintain and iterate on the lead scoring model and list management for SDRs, support SDR capacity modeling, and partner with marketing ops on the lead enrichment pipeline (Clay, Fintrix, SignalHire) and routing SLAs
• Partner with sales management on call coaching: maintain the SDR/AE call transcription and rubric scoring system, surface patterns and insights that help managers identify coaching opportunities
• Own territory design and maintenance as the AE team scales from 10 to 30+: model geographic coverage, define account carving and pod structure, resolve conflicts, and keep territory aligned with the growth plan. Collaborate with Finance on compensation calculations and attainment tracking
• Own Salesforce configuration and administration for the sales org: field architecture, flows, page layouts, validation rules, and process automation. Maintain data integrity across connected systems (HubSpot, Savvy CRM, PandaDoc, BigQuery, Zapier) and own the roadmap for what gets built and in what order

Requirements

• 5+ years in Revenue Operations, Sales Operations, or a closely related function at a high-growth tech company
• Strong track record of partnering with sales teams: you've built trust with AEs and sales leadership, you understand the motion from the rep's perspective, and you know how to get process changes adopted without creating friction
• Hands-on Salesforce experience: you've built flows, validation rules, and field architecture, not just pulled reports. You understand how design decisions compound over time
• Strong analytical instincts: you find data quality problems before they become business problems, and you build dashboards and models that sales leaders can actually use
• Experience with territory design and a track record of maintaining clean, enforced data standards
• Clear communicator who can translate ops complexity into something a sales rep or exec can act on

Tech Stack

• BigQuery

Benefits

• Competitive salary and equity package
• Unlimited PTO + paid company holidays
• Access to holistic medical, dental, and vision plans
• Company 401(k), Commuter, and HSA/FSA plans
• NYC office in the heart of Manhattan
• Lunch and snacks provided in the office
• Access to virtual mental health care (Spring Health), vision related benefits (XP Health), and health concierge (Rightway) to help you find the right care
• Access to counseling for stress management, dependent care, nutrition, fitness, legal, and financial issues (Guardian WorkLifeMatters EAP)