Revenue Strategy & Operations Manager

About the role

We're looking for a strategic, systems-minded Revenue Operations Manager to join our Revenue Operations organization, with a primary focus on Territory Operations. In this role, you'll own the design, execution, and governance of our global territory model-ensuring that our go-to-market teams are equipped to sell efficiently and effectively.

In addition to territory operations, you'll also play a key role in advancing how Sales Operations supports our go-to-market engine through AI integration and process optimization-identifying and embedding scalable automation into workflows, systems, and decision-making across the sales lifecycle.

This is a high-impact role for someone who is analytical, curious, and excited to build scalable solutions. You thrive in ambiguity, enjoy solving complex problems, and bring strong attention to detail. You build cross-functional partnerships and own projects end-to-end, connecting your work to broader business goals.

You will be based in our San Francisco, CA office, and will be required to be in office 3x/week.

What you will do

Territory Operations

• Territory Design: Design, implement, and maintain optimized sales territories aligned with market opportunity, rep capacity, and GTM strategy.
• Account Prioritization: Partner with Data Science on Account Scoring frameworks, and build robust solutions for our data enrichment needs; ensuring our Reps are focused on the best accounts at all times.
• Territory Management: Serve as the primary owner of territory governance - resolving escalations, maintaining alignment across Sales, and acting as the go-to partner for sales leaders and reps.
• Data Quality and Governance: Ensure CRM data integrity for all territory-related fields and objects; monitor and enforce strong hygiene standards across systems.
• Reporting and Insights: Develop and maintain dashboards and reporting for territory performance, rep coverage ratios, account penetration, and whitespace analysis.
• Annual Planning: Support annual and quarterly planning cycles, ensuring territories balance workload, potential, and equitable coverage.

Sales Systems, AI & Process Optimization

• AI Enablement: Identify and embed AI solutions within sales processes (e.g., lead routing, forecasting, territory optimization, and rep productivity).
• System Optimization: Partner with GTM Systems, Sales, and RevOps teams to improve how Salesforce and other tools (e.g., Snowflake, FiveTran, ZoomInfo, MixRank, Clay) support sales workflows.
• Process Innovation: Reimagine existing processes to improve automation, accuracy, and scalability; evaluate new technologies that enhance operational efficiency.
• Cross-Functional Collaboration: Work closely with Sales, Marketing Ops, and Business Systems teams to ensure seamless integration across the GTM tech stack.

What you will need

• 5+ years of experience in Sales Operations, Territory Management, or Revenue Operations within a fast-paced B2B SaaS environment.
• Strong analytical, technical, and systems experience - particularly with Salesforce, Excel/Google Sheets, and SQL.
• Experience with GTM data tools such as Snowflake, FiveTran, ZoomInfo, MixRank, or Clay is a plus.
• Familiarity with territory design, capacity planning, and sales org design.
• Curiosity and interest in applying AI to enhance operational efficiency and decision-making.
• Exceptional organizational skills, attention to detail, and ability to drive projects end-to-end.
• Strong communication and collaboration skills, with a track record of cross-functional partnership.

Additional Information

Rippling highly values having employees working in-office to foster a collaborative work environment and company culture. For office-based employees (employees who live within a defined radius of a Rippling office), Rippling considers working in the office, at least three days a week under current policy, to be an essential function of the employee's role.

Pay and benefits

This role will receive a competitive salary + benefits + equity. The salary for US-based employees will be aligned with one of the ranges below based on location; see which tier applies to your location here.

A variety of factors are considered when determining someone's compensation-including a candidate's professional background, experience, and location. Final offer amounts may vary from the amounts listed below.