Revenue Operations Manager

The Revenue Operations Manager is a dedicated leadership role supporting Sales and Marketing and serves as a key partner at the intersection of Sales, Operations, and FP&A. This position owns and drives commercial processes, CRM data integrity, KPI tracking, forecasting cadence, and revenue performance insights. The role enables field teams through sales tools, playbooks, reporting, and operating rhythms that improve efficiency and effectiveness, allowing sellers to focus on customer engagement and closing business.

By aligning strategy, data, and execution, the Revenue Operations Manager helps drive operational excellence, informed decision-making, and scalable revenue growth.

• Own UPS’s pipeline, bookings, and revenue outlook across all business units.
• Establish and enforce standard definitions for pipeline stages, probability, and forecast categories.
• Support CRM and quote log accuracy.
• Produce a 30‑60‑90-day revenue outlook to support S&OP and financial planning.
• Tracks opportunity → quote → PO → revenue conversion.
• Ensure Salesforce data accurately reflects reality.

• Serve as process owner for Salesforce and associated sales tools.
• Define required data fields, hygiene standards, and workflow logic.
• Partner with IT and Business Systems to implement improvements without disrupting field execution.
• Standardized proposal tracking and pipeline reporting currently handled in fragmented workflows.

• Run the weekly sales forecast cadence with Sales leadership.
• Consolidate monthly revenue outlooks with FP&A and Operations.
• Support quarterly bookings and revenue reviews for executives and Board visibility.
• Provide early warning signals for revenue gaps, execution risk, or capacity misalignment.

• Build and maintain sales enablement assets (playbooks, call plans, battle cards, and standard operating procedures) aligned to UPS service lines and customer segments.
• Support lead creation by partnering with Marketing and Sales to define ICP/target lists; ensure leads are captured and progressed in Salesforce.
• Enable consistent outbound activity tracking (calls, meetings, site visits) and conversion reporting.
• Provide weekly enablement reporting to Sales leadership (pipeline movement, activity, conversion, and stalled-opportunity reasons) to improve execution.

• Maintain centralized proposal/quote log, including stage, value, probability, key dates, and outcome (win/loss/no-bid).
• Track cycle time, win/loss drivers, and margin trends; share insights to improve bid selectivity and execution.
• Partner with Contracts and Finance to support pricing governance and approval workflows.

• Partner with Finance implement and administer:
  • Sales targets and quotas
  • Payout rules and payout logic
  • KPI dashboards (pipeline coverage, conversion rates, activity, win rate, margin, forecast accuracy)
• Define and publish performance measures and operating scorecards for Sales leadership (team and individual), aligned to quarterly/annual plans.
• Ensure transparency and trust in compensation outcomes through clear rules, auditability, and timely reporting.
• Provide leadership visibility into performance vs. plan and corrective actions required to close gaps.

• Act as the connective tissue between:
  • Sales
  • Operations
  • Finance / FP&A
  • Marketing
  • Business Systems / IT
• Translate commercial activity into operational and financial signals the organization can act on.
• Support integration of acquisitions into a single commercial operating model.

• Track industry events, customer activity signals, and competitive…