Revenue Operations Manager, Downmarket

About the role

This role drives efficiency and scale across high-volume commercial and small business sales motions. You will focus on improving velocity, optimizing conversion rates, and maintaining forecasting discipline within short-cycle sales environments.

Key facts

What you'll do

• Establish and enforce criteria for entering and exiting opportunity stages.
• Create frameworks for inspecting deals based on segment and size.
• Clean up pipeline by addressing stalled deals, poorly qualified leads, and unrealistic close dates.
• Manage forecasting methodology and ensure call discipline across segments.
• Standardize categories like Commit, Best Case, and Pipeline.
• Facilitate weekly forecast meetings with sales leadership to track risk, slippage, and bias.
• Organize pipeline councils to ensure reviews are actionable and forward-looking.
• Provide sales managers with consistent views to drive accountability.
• Collaborate with Revenue Intelligence, Analytics, and Systems teams to translate execution challenges into process improvements.
• Define core pipeline and forecast KPIs, including stage-to-stage conversion and deal aging.

Requirements

• 7 to 10 years of total professional experience.
• 4 to 6 plus years in Revenue Operations, Sales Operations, or GTM Strategy.
• Experience supporting channel organizations or direct sales teams.
• Ability to influence senior stakeholders without having formal authority.
• Strong analytical skills with a focus on data-driven decision making.
• Capability to build structure within ambiguous environments.
• High ownership mindset with a focus on resolving operational issues.
• Excellent communication skills for executive-level reporting and storytelling.

Nice to have

• Experience in the SaaS industry.

Skills & tools

• Pipeline management
• Forecasting methodology
• Data analysis
• GTM strategy
• Executive communication

Practical notes

• This is a revenue execution position rather than a reporting support or embedded business partner role.