Manager of Revenue Operations

Charlotte, North Carolina, United States

We are seeking a highly motivated and experienced Manager of Revenue Operations to join our Revenue Operations team. The Manager of Revenue Operations will lead a team of four — three Revenue Operations Analysts and a Sales Compensation Analyst. This is a hands-on, player-coach role overseeing the Revenue Operations function focused on GTM planning and execution, and full-funnel analytics spanning Marketing, Customer Success, and Sales.

You will personally own the annual GTM planning cycle, quota setting, and capacity modeling, and partner with your Sales Compensation Analyst on incentive plan design and administration. Your team owns Power BI reporting for the Revenue and Marketing organizations and the unified data model behind it. You will partner closely with Sales, Marketing, Customer Success, Strategic Partnerships, Finance, and the Rev Ops Systems team to keep our planning and reporting aligned to the GTM strategy.

We are looking for someone who can hold both sides of this role — the planning rigor and the analytical depth — and bring a team along with them.

• Project manage the annual GTM planning cycle end to end — sequencing inputs from Sales, Marketing, Customer Success, Finance, and Talent, holding milestones and decision deadlines, and keeping stakeholders aligned from kickoff through rollout.
• Own quota-setting methodology across Sales and Customer Success, cascading revenue targets down to individual rep and team quotas.
• Build and maintain bottoms-up capacity models tied to headcount, ramp, and productivity assumptions across the revenue-facing teams, including Customer Success.
• Partner with the Territory & CRM Data team to ensure territory design and account assignment align with quota and capacity models.
• Monitor quota attainment throughout the year and flag coverage or capacity risk early.
• Oversee design, documentation, and administration of incentive compensation plans across sales and sales-adjacent roles, partnering with Sales & Marketing leadership, Finance, and Talent.
• Direct the Sales Compensation Analyst’s commission calculations, plan administration, and dispute resolution.
• Run compensation plan effectiveness analysis and recommend design changes to improve motivation and ROI.
• Own the reporting and data layer behind the revenue forecast — pipeline coverage, velocity, stage-to-stage conversion, and win rates — so Sales leadership forecasts from numbers they trust.
• Measure and report forecast accuracy over time, surfacing where and why the call diverges from the result.
• Deliver proactive pipeline health analysis — aging, slippage, and coverage risk — early enough for leadership to act on it.
• Partner with Sales leadership and Finance on the forecast cadence; the forecast call remains theirs, the evidence behind it is yours.

• Own a unified GTM data model spanning sales, marketing, and customer success — shared metrics, consistent definitions, and a single source of truth for funnel and revenue reporting.
• Own the clarity and consistency of funnel definitions — lifecycle stages, MQL/SQL/opportunity criteria, and the sales-to-customer-success handoff. Process design sits with the business owners; the definitions and their consistent application are yours.
• Lead the team that owns Power BI dashboards for the Revenue and Marketing organizations — from requirements through build, QA, and adoption — ensuring they are accurate, performant, and fit the decisions the business is making.
• Raise the bar on visualization craft — advanced visuals, clear narrative structure, and insight framing that moves leaders from “what happened” to “so what.”
• Deliver the recurring…