Revenue Operations Manager

What You'll Do

Reporting to the Sr. Director of Revenue Operations, the Revenue Operations Manager is the operational engine of Samba Safety’s go‑to‑market organization. This role is responsible for the day‑to‑day health of revenue operations — owning CPQ, billing, deal desk, territory and capacity planning, quota and compensation, finance alignment, and the cross‑functional processes that keep the revenue org running. The Revenue Operations Manager manages two direct reports (Deal Desk Analyst and Sales Operations Coordinator) and works as a trusted partner to Finance, IT, Customer Success, and Sales leadership.

• Manage, develop, and coach two direct reports:
  Deal Desk Analyst and Sales Admin. Own their career development, performance, and day‑to‑day prioritization.
• Support new hire onboarding for Sales‑facing roles.

• Own the deal desk function – serve as the escalation path for deal desk questions, billing conflicts, and operational exceptions that exceed direct report authority.
• Lead CPQ UAT, ticketing, and prioritization – collaborate with IT on business requirements for system changes, test deployments, and change management for CPQ updates that affect the sales floor.
• Serve as trusted advisor to the Sales team on creative deal structuring and contracting options.

• Oversee billing issue resolution: collaborate with Deal Desk and Billing to resolve billing disputes, CPQ bugs, and invoice discrepancies.
• Align with Finance Operations – month‑end bookings close, approval workflow alignment, and commission payments.
• Deliver comprehensive insights into the customer journey through dynamic reports focused on conversion rates, churn and retention metrics, and customer segmentation across the revenue org.
• Build and maintain executive‑level reporting on deal metrics, revenue KPIs, and operational performance – translating data into clear recommendations leadership can act on.
• Monitor forecast accuracy and pipeline health on a recurring basis; flag risks and opportunities to Sales and Finance leadership proactively.
• Partner with Sales leadership on annual capacity planning – modeling rep ramp, attrition assumptions, and headcount needs to ensure quota coverage across all segments.

• Share ownership of territory management for Sales – including fairness, rep departure/reassignment routing, and channel partner segmentation.
• Own RFP coordination for government and commercial RFPs – submission coordination with Contracts and Legal, portal management. Currently co‑managed with Deal Desk Analyst; this role owns the process and escalation path.
• Proactively identify areas where processes need to be automated or streamlined – lead process improvement initiatives and demonstrate thought leadership around sales processes and operations. Coordinate with the AI & Tech Stack function for systems implementation.
• Supervise the Jira ticket taxonomy and Rev Ops systems queue: ticket type definitions, prioritization framework, and sprint oversight for the Rev Ops Jira space.
• Partner with Sales leadership on annual capacity planning – modeling rep ramp, attrition assumptions, and headcount needs to ensure quota coverage across all segments.
• Analyze sales and pipeline data to identify trends, risks, and opportunities – surface actionable recommendations to Sales and Revenue leadership on a regular cadence.
• Act as a single point of contact for revenue operations queries – resolve operational issues promptly and ensure sellers spend less time on admin and more time selling.

• Work closely with Go‑To‑Market leadership and other corporate functions (Finance, IT, Product) to improve major KPIs and reduce friction across the bowtie.
• Maintain compliance with internal policies and ensure audit readiness for revenue activities – including deal approvals, discount documentation, and contract amendment records.

• A people leader first. You develop your direct reports, protect their capacity, and give them the context and authority to execute independently.
• Operationally rigorous and strategic thinker with an…