Manager, Revenue Process Management

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The Manager, Revenue Process Management owns end-to-end stewardship of revenue-critical processes enabled by the revenue technology stack—from lead generation and routing through opportunity management, quoting, contracting, onboarding, and renewal. This leader defines process standards, SLAs, and quality metrics to ensure consistent, efficient, and compliant execution across all business units and channels. Reporting to the Head of Revenue Tools and Technology, this role partners with GTM Strategy Operations, GTM Planning, GTM Analytics, Architecture & Design, and Platform Management to drive operational excellence, reduce cycle times, and improve forecast accuracy and seller productivity.

• End-to-End Process Design & Stewardship

  Own definition and governance of core revenue processes:
  Lead Management, Opportunity Management, Quoting & Contracting, Onboarding, and Renewal Management.
  Document current-state workflows, pain points, decision rights (RAPIDs), and handoffs across Sales, Marketing, Customer Success, Legal, Finance, and Operations.
  Design future-state processes with clear roles, responsibilities, SLAs, and success criteria aligned to GTM strategy and business objectives.
  Maintain authoritative process repository, playbooks, and decision frameworks accessible to all stakeholders.

• SLA Definition & Performance Management

  Establish and govern SLAs for each stage of the revenue lifecycle (e.g., lead routing within 5 minutes, quote turnaround within 24 hours, contract approval within 48 hours).
  Define process quality metrics: completion rates, error rates, cycle times, handoff efficiency, and compliance adherence.
  Monitor performance dashboards partnering with GTM Analytics;
  ** escalate
  * * systemic issues and drive root-cause resolution.
  Run quarterly process health reviews with RT2 leadership, GTM Strategy Ops, and business unit leaders.

• Cross-Functional Process Optimization

  Identify automation, AI, and workflow improvement opportunities partnering with Architecture & Design and Platform Management.
  Lead process optimization initiatives (e.g., reduce quote-to-contract cycle time by 30%, improve lead acceptance rate by 15%).
  Facilitate working sessions with Sales, Marketing, Customer Success, and Operations to align on process changes and adoption plans.
  Partner with Technology Enablement to ensure process changes are clearly communicated, trained, and embedded in tools.

• Data Integrity & Governance

  Define data quality standards for revenue processes (required fields, stage criteria, next steps discipline, forecast categorization).
  Partner with Architecture & Design to enforce data governance through validation rules, automation, and workflow guardrails.
  Monitor CRM hygiene metrics and coach field teams on process adherence.
  Ensure compliance with legal, financial, and regulatory requirements (e.g., CPQ approval thresholds, contract redlines).

• Team Leadership & Stakeholder Engagement

  Build and lead a team of 8-10 FTEs focused on process design, documentation, SLA monitoring, and continuous improvement.
  Set OKRs, develop talent, and foster a culture of operational rigor and customer-centricity.
  Serve as primary RT2 liaison to GTM Strategy Ops Leads and Sales leadership for process-related intake and escalations.
  Represent RT2 in Rev Ops leadership forums, QBRs, and cross-functional process governance councils.

• Bachelor's Degree in Business / Operations Management / Industrial Engineering / Related Field –…