Senior Manager, Revenue Operations

Who You Are

You are a AI-driven builder who is equally comfortable in the data and in front of leadership. You get energy from ambiguous, fast-moving environments where nobody has written the playbook yet, and you would rather ship a good answer this week than a perfect one next quarter. You lead by developing people, so your team can run the function without you in the room.

• You dive into the details and aren't satisfied until you understand the root cause of a funnel metric.
• You take ownership of the outcome, not just the analysis, and see a routing change through from design to monitoring.
• You can disagree with a sales leader in a way that builds trust: direct, respectful, and grounded in evidence.

What You'll Do

• Partner with Expansion business owners, Sales leadership, PDE, and Finance to define priorities, align on strategy, and translate analysis into operational decisions. Contribute a point of view on how the Expansion function should evolve and how to structure go-to-market motions when selling multiple products to the same customer.
• Design and implement scalable processes and playbooks across the full Expansion sales motion, from lead routing and scoring to rep workflow, handoff design, and post-sale coordination.
• Design and ship lead scoring models and value-based routing frameworks using product signals, behavioral data, and firmographic inputs from Salesforce, Gong, and Clay.
• Build AI-driven analytical workflows, such as automated closed-loss analysis, Gong transcript classification, distribution QA, and account segmentation, that run without manual intervention.
• Run the Expansion funnel analytics cadence: connect rate diagnostics, close rate analysis, ICP development, and rep performance benchmarking.
• Present in WBRs, MBRs, and executive forums, representing Expansion Revenue Operations with clarity and confidence.
• Hire, coach, and develop a team that executes scoped projects independently and can cover the function when you are out.

What You've Done

• Led a revenue operations or GTM analytics pod, and developed team members who grew in scope.
• Turned complex data from a CRM and BI stack into recommendations that changed how a sales team operated, with measurable results.
• Used AI tools to build agentic workflows and automate analysis and can explain what worked, what didn't, and where human judgment still matters.
• Designed lead routing, distribution, or scoring logic and owned it in production, including monitoring and iteration.
• Worked across Sales, Finance, Product, and executive stakeholders, and influenced decisions without relying on formal authority.
• Presented regularly to senior leaders, including defending a recommendation under challenge.

What Sets You Apart

• You have designed rules of engagement between competing sales teams or products, and can explain what you would get right before outreach begins.
• You have shipped AI-native workflows into production, not just prototypes, and have a clear view on how to keep them reliable.
• You move fluidly between a detailed funnel diagnosis and a one-minute executive summary.
• You have built a team that runs independently, with ICs who own scoped projects without daily oversight.

Technology

Salesforce, Claude and other AI tools, and a modern BI and warehouse stack (Sigma, Tableau, Snowflake, or similar).

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