Manager, Revenue Operations - Go To Market

Henry Schein One is the global leader in dental management, analytics, communication, and marketing software. The Manager, Revenue Operations, is responsible for designing, executing, and optimizing go-to-market processes while leading the Revenue Operations team and driving cross-functional execution.

Responsibilities:

• Own end-to-end GTM process design from lead through close and expansion
• Define rules of engagement, lead routing, SLAs, and cross functional handoffs
• Support pipeline reviews, forecasting calls, QBRs, territory planning, and annual GTM planning
• Partner with BI/CRM teams (Salesforce, Domo) to translate business requirements into system workflows and reporting
• Define leading indicators and deal with health signals by stage, segment, and rep
• Establish stage exit criteria, conversion benchmarks, and pipeline quality standards
• Partner with Sales leadership on playbooks and interventions for deal risk and opportunity
• Analyze win/loss, deal velocity, and pipeline trends; deliver actionable insights to leadership
• Own sales support operations and case management model
• Redesign support workflows to improve resolution time, scalability, and rep experience
• Define escalation paths, SLAs, and performance metrics
• Partner cross functionally to eliminate recurring issues at the source
• Own administration and adoption of:
• Sales engagement tools (Groove, Salesloft, or equivalent)
• Revenue forecasting platform (Clari or equivalent)
• Dialer platforms
• Configure workflows, governance, reporting, and performance analysis
• Evaluate, recommend, and onboard new GTM tools
• Ensure clean integration and data integrity with Salesforce and BI systems
• Own revenue forecasting process and accuracy
• Define and prioritize GTM dashboards and reporting
• Monitor pipeline coverage, conversion rates, cycle time, rep productivity, and support performance
• Act on financial information that contributes to business profitability
• Build capacity and scenario models for headcount and growth planning
• Manage and develop Revenue Operations team members
• Partner with Sales Enablement on training, documentation, and playbooks
• Act as a trusted advisor to Sales and CS leadership
• Lead virtual team(s) to achieve company goals in creative and effective ways
• Own preparation of recurring leadership and sales communications (QBRs, pipeline reviews, exec updates)
• Attract, retain, motivate, develop and mentor team members for high performance
• Communicate effectively with senior management
• Manage effectively outsourced relationships
• Influence, build relationships, understand organizational complexities and manage conflict

Requirements:

• Typically, 10 or more years of increasing responsibility and complexity in terms of any applicable professional experience
• Typically, 1 or more years of management experience
• Typically, a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent a plus
• Proven leadership experience in a cross-functional influence role within a matrixed organization
• Strong organizational discipline with exceptional follow-through
• Strong data driven decision-making experience
• Executive communication skills
• Strong management and leadership skills
• Outstanding verbal and written communication skills and ability to resolve disputes effectively
• Excellent presentation and public speaking skills
• Excellent independent decision making, analysis and problem-solving skills
• Excellent planning and organizational skills
• Good negotiating skills
• High ownership, operational rigor, and continuous improvement mindset