Revenue Operations Manager, Upmarket

Your role
The Revenue Operations Manager – Upmarket owns operational execution, forecast integrity, and deal governance across Enterprise, Mid-Market, and Client Sales (expansion within existing customers).

This role supports complex, high-ARR sales cycles and expansion motions where precision in pipeline management, deal inspection, and forecasting directly impacts revenue outcomes.

This is a revenue execution role—not reporting support or an embedded business partner.

This position reports to our Director of Business Operations and has the opportunity to be based in our Austin or Tempe offices.

What you’ll do

• Define and enforce opportunity stage entry and exit criteria.
• Establish deal inspection frameworks by segment and deal size.
• Identify and eliminate:
  • Poorly qualified pipeline.
  • Stalled or aging deals.
  • Inflated close dates and optimistic forecasts.
• Create clear standards for when deals advance, reset, or exit the pipeline.
• Own forecast methodology and call discipline across segments.
• Standardize forecast categories (Commit, Best Case, Pipeline, etc.).
• Lead or co-lead weekly forecast calls with Sales leadership.
• Track and surface forecast bias, slippage patterns, and risk signals.
• Improve forecast accuracy, confidence, and consistency over time.
• Design and run pipeline councils by segment.
• Ensure pipeline reviews are:
  • Forward-looking.
  • Decision-oriented.
  • Action-driven.
• Equip Sales leaders with consistent inspection views that drive accountability.
• Make pipeline hygiene a management habit, not a Rev Ops cleanup task.
• Partner closely with:
  • Revenue Intelligence & Analytics.
  • Systems and Data teams.
• Translate execution issues into:
  • Process improvements.
  • System enforcement.
  • Clear operating guidance.
• Provide structured feedback into GTM strategy and planning.
• Define and own the core pipeline and forecast KPIs.
• Hold the organization accountable to:
  • Stage-to-stage conversion.
  • Deal aging.
  • Forecast accuracy.
• Ensure leaders understand why deals slip — not just that they did.

Skills you’ll bring

• 7–10 years of total professional experience.
• 4–6+ years in Sales Operations, Revenue Operations, or GTM Strategy.
• Experience supporting Direct Sales Teams and/or Channel organizations.
• SaaS experience strongly preferred.
• Strong analytical mindset with the ability to turn data into decisions.
• Comfortable working with ambiguity and building structure where none exists.
• Excellent executive communication — written, verbal, and storytelling.
• Ability to influence senior stakeholders without formal authority.
• High ownership mentality: you see problems and fix them.
• Detail-oriented but able to zoom out to the bigger picture.
• Strong experience with Salesforce, Tableau, Outreach, Clay, Scratchpad, ZoomInfo.
• Familiarity working alongside tools like Anaplan, routing platforms (Leandata), or forecasting tools (Clari).
• Ability to partner effectively with Business systems and analytics teams.