Sr. Manager, Revenue Operations

Overview

Description SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. We foster a collaborative and inclusive work environment where innovation and continuous improvement are highly valued. Join SPS Commerce and be part of a dynamic team that's transforming the global retail supply chain!

Position Summary The Sr Manager, Revenue Operations owns the end-to-end revenue operations engine, ensuring predictable growth through strong forecasting, clean data, scalable processes, and tight go-to-market alignment. The role partners cross-functionally with Sales, Marketing, Customer Success, Finance, and Product to translate growth goals into actionable plans, operating metrics, and systems that scale. By optimizing pipeline health, territory and quota design, pricing and deal execution, and the customer lifecycle, this leader provides the insights, governance, and infrastructure needed to drive efficient ARR growth, improve productivity, and support long-term expansion.

• Own Revenue Planning & Forecasting
• Build and maintain the end-to-end revenue model (ARR, churn, expansion, pipeline, and productivity).
• Partner with Sales, Marketing, CS, and Finance to deliver accurate, bottoms-up forecasts.
• Run weekly and monthly forecasting rhythms and monitor leading indicators to stay ahead of risk.
• Drive Funnel Performance & Insights
• Own reporting and dashboards across the full funnel—from demand generation through renewal and expansion.
• Define and standardize core revenue metrics and data definitions.
• Identify performance gaps and provide insights that guide hiring, targets, and investment decisions.
• Design & Scale GTM Processes
• Design, document, and optimize sales and customer lifecycle processes, including lead flow, qualification, handoffs, and deal execution.
• Build scalable, repeatable motions that support growth without adding operational complexity.
• Establish and enforce SLAs across Marketing, Sales, and Customer Success.
• Partner Across the Business on Revenue Systems & Tech Stack
• Partner with Sales, Marketing, CS, Product, Finance, and IT to support and evolve the revenue tech stack.
• Influence system design to ensure clean data, scalable workflows, and automation.
• Help define integration requirements and reporting standards to maintain a single source of truth.
• Identify gaps and recommend tools that improve forecasting, analytics, and operational efficiency.
• Enable GTM Alignment & Execution
• Act as the operational bridge across Sales, Marketing, CS, Product, and Finance.
• Translate company growth goals into operating plans, capacity models, and KPIs.
• Support quarterly planning, readiness reviews, and ongoing accountability.
• Lead Annual Planning, Territories & Quotas
• Design data-driven territory and quota models aligned to capacity and growth goals.
• Partner with Finance on annual planning for headcount, bookings, and pipeline coverage.
• Ensure incentive plans reinforce the right GTM behaviors.
• Support Pricing & Deal Strategy
• Provide deal support, approvals, and pricing guardrails to Sales leadership.
• Use data to inform discounting strategy, pricing experiments, and packaging decisions.
• Partner with Product and Finance on value metrics and packaging evolution.
• Support Customer Lifecycle & Expansion Operations
• Support renewal and expansion operations, including forecasting and health scoring.
• Align Sales and Customer Success to improve retention and net revenue expansion.
• Build visibility into upsell, cross-sell, and usage-based growth opportunities.
• Ensure Data Quality & Operational Rigor
• Maintain CRM data quality and enforce governance across lifecycle stages and fields.
• Ensure data accuracy for forecasting, leadership reviews, and board reporting.
• Continuously raise operational standards as the company scales toward $100M+ ARR.

• Minimum of 5 years of experience in Sales or Revenue Operations
• Experience leading, developing, and scaling teams

Hybrid work model, with primary office locations in Minneapolis, MN;
Rogers, AR; or Toronto, ON.

At SPS Commerce, we are committed to…