Revenue Operations Manager

As Revenue Operations Manager for Enterprise GTM, you will own the measurement layer of our go-to-market engine. You will be the key to what is in the pipeline, what is converting, what is slipping, and, most importantly, why, and the . Your primary customers are our enterprise new logo and expansion teams across healthcare and life sciences, financial and professional services, TMT and energy, and public sector.

We treat go-to-market as an engineered system. Architecture and design sit with the Director you report to. Instrumentation, measurement, and diagnosis sit with you.

This is an individual contributor role with a wide mandate and real exposure. You will not manage a team. You will own numbers that go to the VP of Enterprise GTM, the executive staff, and the board.

Own the enterprise reporting layer

• Build and maintain dashboards that give real-time visibility into pipeline health, stage conversion, sales velocity, coverage ratios, and attainment against plan, cut by vertical, segment, and rep.

• Establish a single agreed definition for every core metric (pipeline created, qualified pipeline, coverage multiple, win rate, cycle time, ACV, committed vs. consumed) and defend it. One number, one source, one definition.

• Report bookings, recognized revenue, and consumption as the distinct measures they are, and make the bridge between them legible to people who do not live in the model.

• Run the operating cadence: weekly pipeline reviews, forecast calls in Salesforce and Clari, MBRs, QBRs, and the enterprise section of board reporting.

• Build stakeholder-specific, self-serve views so vertical leaders, sales development, and partnerships can answer their own routine questions without opening a ticket with you.

Turn the data into insight

• Answer the hard "why" questions, e.g., why Stage 3 conversion dropped in financial services, which sourcing motions produce the highest-ACV enterprise deals, where multi-year agreements stall in legal review.

• Build leading indicators and early-warning triggers so leadership sees a coverage or velocity problem 60 days out rather than in the last week of the quarter.

• Pressure-test the forecast. Deliver an independent bottoms-up call and be willing to disagree with the field's number in front of senior leaders.

• Diagnose where to reallocate capacity, headcount, and pipeline generation effort across verticals, and bring the recommendation, not just the chart.

• Produce the analysis behind strategic bets: segmentation changes, territory restructuring, pricing and packaging shifts, new vertical entry.

Instrument the funnel and the systems that feed it

• Own top-of-funnel reporting for Sales Development: lead conversion loops, sourced vs. influenced pipeline, meeting-to-opportunity rates, and adherence to the Sales Development Playbook.

• Champion CRM data integrity. Set and enforce completeness standards for qualification fields, next steps, close dates, and competitive tags. No insight survives a dirty pipeline.

• Work hands-on in the GTM stack: Salesforce, Clari, Outreach, ZoomInfo, LinkedIn Sales Navigator, and Clay.

• Partner with GTM Engineering to automate reporting and enrichment, and use AI aggressively to compress your own analysis cycle, e.g., signal-based enrichment, automated variance commentary, first-draft narratives for business reviews.

Support planning and compensation

• Support the Director of Enterprise GTM Architecture through annual and quarterly planning: capacity modeling, territory design, headcount planning, and quota setting.

• Partner with Finance and Legal on the design and modeling of Enterprise and Sales Development commission plans, and own the reporting that tracks whether those plans are driving