Senior Manager: Revenue Operations

Location:

South Africa

Department:
Enterprise Sales:
Africa (South Africa)

Location:

South Africa

As the Senior Manager:
Revenue Operations, you will translate Clickatell's commercial priorities into coordinated go-to-market plans, operating rhythms and measurable execution. You will lead alignment, governance and operational discipline across Marketing, Sales, Customer Success, Customer Growth and Product-Led Growth, with a primary focus on the sales and revenue acquisition engine. You will support capacity, coverage and territory planning; govern funnel performance and cross-functional handoffs;

coordinate priority go-to-market initiatives; and establish consistent reporting, forecasting and performance measurement across the revenue organisation. Reporting directly to the VP:
Revenue Acquisition and Operations, you will provide the operating frameworks, insights and performance visibility required to improve execution and support sustainable business growth.

• Coordination of Clickatell's GTM operating model through a Sales lense, ensuring alignment across Marketing, Sales, Customer Success, Customer Growth, Product-Led Growth.
• Track & coordinate the GTM operating rhythm, including strategic and annual planning cycles, pipeline and forecast reviews, account inspections and handovers, growth reviews, cross-functional GTM initiative tracking and executive reporting forums, in coordination with Sales, Customer Growth and Customer Success leaders.
• Identify operational bottlenecks and process gaps impacting growth performance and implement scalable improvements.
• Coordinate customer facing team enablement programs in partnership with HR.

• Govern end-to-end lead management process from lead creation by Sales & Marketing through qualification, acceptance, conversion and revenue realization.
• Design and optimize inbound and outbound lead management processes, ensuring effective handoffs between Marketing, SDRs, Sales and Customer Growth teams as PLG motions mature.
• Define/Optimise lead routing rules, qualification criteria and service level agreements across all customer acquisition channels.
• Monitor conversion performance and lead leakage, driving continuous improvement of funnel effectiveness.

• Maintain strategic account lists and account assignment processes to ensure alignment across Sales, Marketing, Customer Success and Partnerships.
• Track account engagement, penetration and opportunity progression across key strategic accounts.

• Coordinate customer growth motions across Customer Success, Customer Growth and Marketing to improve expansion visibility, retention focus and net revenue growth.
• Develop lifecycle management frameworks that improve visibility into acquisition, onboarding, adoption, expansion and retention activities.
• Ensure expansion opportunities are identified, tracked and executed consistently across the customer base in the CRM.

• Define GTM performance metrics and reporting frameworks across acquisition, pipeline generation, customer growth and partner contribution. (in conjunction with Commercial finance)
• Ensure accurate CRM governance and operational discipline
• Provide executive visibility into GTM performance, highlighting trends, opportunities, risks and recommended actions.
• Own GTM analytics and executive reporting, using insights to improve execution effectiveness and investment decisions.

• Act as the primary coordination point across GTM teams, facilitating alignment and execution against company growth priorities.
• Build and…