Revenue-Operations-Manager, Sales-Operations-Manager, Revenue-Operations-Analyst Jobs

What You’ll Do
In this role, you will be responsible for leading and tracking strategic and operational programs to improve our Sales, Sales Development and Channel Partnership team’s ability to deliver on revenue & Customer health goals.

Your main objective will be to optimize Sales, Sales Development, and Channel Partnership processes, leveraging sales analytics to provide actionable insights, drive data-informed decision-making, and measure the impact of initiatives. You will use technology and automation to increase efficiency, ensure data integrity across systems, and create scalable, repeatable processes. You will work closely with team members to define goals, strategies, and tactics, while translating analytics into concrete actions that enhance sales performance and revenue outcomes.

• Configure and manage business tools to optimize their use in our team’s workflows, ensuring they are aligned with our process improvement goals.
• Leverage technology to automate processes where possible, enhancing efficiency and enabling the teams to focus on closing deals and delivering value.
• Continuously evaluate, assess, and implement new technologies (including system integrators and AI-driven platforms) into sales operations frameworks to drive innovation and scalability
• Collaborate with stakeholders to identify bottlenecks and opportunities for process improvements.
• Lead key initiatives to implement new processes and refine existing ones, ensuring they are streamlined and integrated across all revenue functions.
• Develop and maintain dashboards and reporting tools to provide insights into key performance indicators and operational metrics.
• Utilize data analytics to gain insights into customer behavior and success metrics, providing actionable recommendations for continuous improvement.
• Work with leadership to develop and execute the overall customer success strategy, aligning it with the company's vision and goals to drive customer retention, expansion, and advocacy.
• Understand customer journeys and pain points to identify areas for process improvement and customer engagement optimization.
• Leverage data outputs to create early signs of at-risk accounts and create workflows enabling teams to action proactively.
• Analyze sales pipeline trends, conversion metrics, and forecast accuracy to strengthen pipeline health and revenue predictability.
• Use sales analytics to uncover productivity drivers and deal cycle bottlenecks, providing actionable insights to improve sales execution.
• Partner with Sales leadership to turn data into strategic recommendations that improve territory planning, quota setting, and overall sales performance.

What You’ll Bring

• 5+ years of professional experience in an advanced analytics or Customer operations role; prior experience with SaaS a plus
• Experience developing strategies to scale revenue teams to meet the needs of our customers.
• Strong analytical skills with proficiency in data analysis and reporting tools (e.g. Google Sheets, Excel, Tableau, Looker) preferred
• Experience with CRM systems (e.g., HubSpot, Salesforce) and customer success platforms (e.g., ChurnZero, Zendesk, Gainsight) preferred
• Excellent communication and interpersonal skills, with the ability to collaborate effectively across teams and influence stakeholders at all levels
• Hands-on experience analyzing sales funnel metrics and identifying opportunities to improve conversion and pipeline efficiency.
• Detail-oriented with a strong focus on accuracy and quality
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively
• Demonstrate a passion for designing scalable, repeatable processes and programs.
• Proven experience in sales analytics, with the ability to extract insights from data to drive sales performance and strategy.

Originally posted on Himalayas

An overview of this role

As a Senior Revenue Operations Manager at GitLab, you'll own work the whole go-to-market organization relies on: the policies and processes that govern how we sell and book deals, our global forecasting process, and the Chief Revenue Officer (CRO) operating cadence. You'll report to the Senior Manager, Sales Operations, and work closely with sales leadership, other Revenue Strategy & Operations teams, Finance, Deal Desk, Product, and Data.

This is a senior individual contributor role. You'll bring experience running a forecast process day to day and a practical understanding of how a sales organization works. You'll work independently to take a problem from "something looks off in the numbers" to a fix that sticks.

GitLab is all-remote, and most of our work happens in writing. Clear, concise documentation is a big part of this job.

What you’ll do

• Own the policies that define how deals are booked, credited, and forecasted, including bookings rules, opportunity netting, and sales stages and exit criteria. Write them, get them approved, and make sure the field understands what changed and why.
• Identify process problems before they affect the numbers. Validate and size the problem with data, find the root cause, and drive the fix with the right team, whether that's Revenue Systems, Deal Desk, Enablement, or compensation.
• Partner with Revenue Systems to build policy into system rules, validations, and alerts, reducing manual reviews and after-the-fact corrections.
• Improve forecast methodology by tracking actual results against the forecast, explaining variances, and changing processes that aren't working. Partner with Finance and Revenue Analytics to reconcile the field forecast with the finance outlook.
• Own the weekly forecast readout for the CRO and sales leadership, keeping it short and focused on decisions. Bring the forecasting and policy perspective into annual planning.
• Coordinate the CRO organization's weekly, monthly, and quarterly reviews, metrics, and follow-ups. Measure their impact on pipeline hygiene, data quality, forecast accuracy, and bookings, and change the cadence where it isn't working.
• Work with other Revenue Strategy & Operations teams, Finance, Product, Data, and Enablement to deliver changes from the first draft through field adoption. Keep cadence documentation current so the organization knows what happens when, who owns it, and what's expected.
• Mentor others on the team and improve how we document and run our processes.

What you’ll bring

• Experience in Sales Operations, Revenue Operations, management consulting, or a similar role, including running a forecast process day to day in a business-to-business (B2B) subscription business.
• A practical understanding of how a sales organization runs, including pipeline stages, deal bookings and crediting, bookings and annual recurring revenue (ARR) definitions, and how compensation influences sales representative behavior.
• Strong data and analysis skills. You're highly proficient in Excel or Google Sheets, can build a model from scratch, and check your own numbers before sharing them.
• The ability to work independently, identify what needs to be done, and work with stakeholders to get it done. You involve your manager when you need a decision or hit a blocker.
• Clear, concise writing. You can turn a complex issue into a short document or Slack message that a senior leader will read and act on.
• Comfort working with senior leaders, including taking feedback from a CRO and turning it into a better process or a more useful readout.
• Systems thinking and the ability to learn new tools and domains quickly. You understand how customer relationship management (CRM), quoting, billing, and compensation systems connect, and how a change in one affects the others. How you think matters more to us than which forecasting tool you've used.
• Helpful, but not required: experience rolling out bookings, crediting, or deal policies; forecasting consumption or usage-based revenue; using tools such as Clari and Salesforce reporting; or a consulting, strategy, or structured problem-solving background.

About the team

The Sales Strategy & Operations team sits within Revenue Strategy & Operations at GitLab. We're a small team working closely with Finance, Deal Desk, Revenue Systems, Revenue Analytics, and sales leadership. We work asynchronously first, keep our documents short, and focus on practical solutions that make the field's job easier.

Originally posted on Himalayas