Overview As Revenue Operations Manager for Enterprise GTM, you own the measurement layer of our go-to-market engine, defining one source of truth for core metrics and delivering actionable insights. You will produce real-time visibility into pipeline health and conversion, while explaining the "why" behind performance. You work closely with enterprise logo and expansion teams across multiple sectors to optimize forecasting, planning, and resource allocation. This role combines hands-on analytics with strategic influence, enabling data-driven decisions at the highest levels.
Compensation / Benefits- comprehensive health, dental and vision coverage
- retirement benefits
- learning and development stipend
- generous PTO
- commuter stipend (optional)
- equity-based compensation potential
Responsibilities- Own the enterprise reporting layer with dashboards covering pipeline health, stage conversion, sales velocity, and attainment by vertical/segment/rep
- Define and defend a single definition for core metrics (pipeline created, qualified pipeline, coverage multiple, win rate, cycle time, ACV, committed vs. consumed)
- Report bookings, recognized revenue, and consumption as distinct measures and bridge gaps for non-technical stakeholders
- Run operating cadence: weekly pipeline reviews, forecast calls (Salesforce and Clari), MBRs, QBRs, and board reporting (enterprise section)
- Build self-serve, stakeholder-specific views for vertical leaders, SDRs, and partnerships
- Diagnose why metrics change (e.g., stage drops, high-ACV motions, legal delays) and build leading indicators to flag issues early
- Forecast stress-testing and bottoms-up challenge with leadership
- Recommend capacity reallocation and strategic bets (territory, pricing, new verticals) with actionable proposals
- Instrument the funnel and GTM stack reporting for top-of-funnel metrics; champion data integrity in CRM; enforce qualification fields, next steps, close dates, and competitive tags
- Collaborate with GTM Engineering to automate reporting/enrichment and leverage AI for faster analysis (signal-based enrichment, narrative drafts)
- Support annual/quarterly planning (capacity, territory design, headcount, quota setting) and align compensation plans reporting with intended behaviors
- Partner with Finance/Legal on designs for enterprise and SDR commission plans and track outcomes
Key requirements- 8+ years in revenue operations, sales ops, GTM strategy, or quantitative business operations in high-growth B2B SaaS/PaaS/AI infrastructure
- Deep Salesforce reporting fluency and strong command of at least one BI tool (Looker, Hex, Tableau, Sigma)
- SQL proficiency against data warehouses (Snowflake, BigQuery, Databricks)
- Enterprise sales fluency; familiarity with MEDDIC and seven-figure, multi-year deals
- Proven track record of building widely-used dashboards that inform decisions
- Ability to structure ambiguous questions and build sustainable systems
- Commercial and technical curiosity about AI products, deployment, security, and data
- Strong executive-level communication and ability to challenge forecasts with data
- Genuine interest in using AI to enhance the job, not just report on it
- Analytical mindset
- Persuasive with executives
- Structured problem-solving under ambiguity
- Salesforce
- Clari
- Looker
