Revenue Operations Manager

About the role

You will own the end-to-end performance of the revenue operations function at Sentry, driving alignment between analytics, GTM technology, and deal desk execution. In this role, you will act as the central nervous system for revenue operations, ensuring that data flows seamlessly and that operational processes are robust, scalable, and transparent. You will partner with cross-functional leaders to translate business objectives into measurable operational outcomes and remove blockers that prevent teams from performing at their best. Your work will focus on building a repeatable and intelligent operating model that supports the company's rapid growth while maintaining rigorous standards for accuracy and accountability. You will be responsible for designing the metrics that matter, challenging assumptions behind targets, and fostering a culture where insights lead to action. If you are motivated by turning complexity into clarity and you want to shape how revenue operations evolve in an AI-native era, this is your opportunity to make a lasting impact.

Key facts

What you'll do

• Define and own the end-to-end revenue operations strategy, aligning analytics, GTM technology, and deal desk workflows to support scalable growth.
• Partner with Sales, Customer Success, and Product to translate business objectives into operational metrics, ensuring goals, forecasts, and pipeline health are consistently measured and improved.
• Lead the design, implementation, and optimization of Salesforce and CPQ configurations, ensuring that data structures, fields, and automation support accurate forecasting and efficient deal execution.
• Build and maintain dashboards, reports, and data models that provide real-time visibility into pipeline, conversion rates, deal velocity, and win rates, enabling leaders to make fast, evidence-based decisions.
• Drive standardization of deal desk processes, creating playbooks, approval matrices, and documentation that reduce variability and enable consistent execution across all sales motions.
• Own the governance of pricing, discounting, and quoting workflows, ensuring changes are accurately reflected in CPQ and that downstream impacts on revenue and operations are proactively managed.
• Analyze patterns in deal data, including approval rates, exceptions, and cycle times, to identify inefficiencies and recommend process or policy improvements that increase velocity and predictability.
• Serve as the primary liaison between the deal desk, sales teams, and GTM technology, facilitating cross-functional collaboration to resolve blockers and streamline workflows.
• Implement guardrails and automation that enable self-service capabilities for sales teams, reducing manual intervention and freeing up capacity for high-impact activities.
• Leverage AI tools such as Copilot and ChatGPT to accelerate deal review, summarization, and exception routing, enhancing the efficiency and accuracy of operations.
• Develop and maintain strong documentation for processes, configurations, and data definitions, ensuring continuity and enabling scalable onboarding and training.
• Partner with finance to ensure that revenue recognition, billing, and forecast accuracy are aligned with operational data and system configurations.
• Continuously monitor system performance and data quality, identifying gaps and driving improvements that increase reliability and user trust in the tools.
• Act as a systems thinker, connecting day-to-day operational tasks to long-term strategic objectives and advocating for investments that strengthen the foundation of revenue operations.

Requirements

• 5+ years of experience in Deal Desk, Sales Operations, Revenue Operations, or a closely related function at a B2B SaaS company.
• Hands-on experience with CPQ tools (Dealhub, Salesforce CPQ, MonetizeNow or similar) and a clear understanding of how quoting logic, product catalogs, and approval workflows are configured.
• Comfortable in Salesforce; you know your way around objects, fields, and reports, and you can have a productive conversation with a Salesforce admin about what needs to change.
• Experience handling the full deal lifecycle: quoting, redlines, order forms, and booking.
• Strong analytical instincts, you can build a model or a report to answer a question, and you know which questions are worth asking.
• A demonstrated habit of improving the processes you inherit, not just executing them.
• Experience using AI tooling (Copilot, ChatGPT, or purpose-built RevOps tools) to accelerate deal review, summarization, or exception routing.
• Comfortable working in a fast-paced environment where priorities shift and ambiguity is common, yet you maintain rigor and clarity.

Nice to have

• Familiarity with SaaS pricing models including usage-based, ramped, or multi-product structures.
• Experience supporting both new business and renewal motions with an understanding of why clean separation of roles matters.

Practical notes

Full-time role based in San Francisco, California. This role requires availability during standard business hours for collaboration with cross-functional teams across time zones. Travel is not required for this position. The role is not eligible for visa sponsorship.