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Key Responsibilities and Required Skills for B2B Revenue Operations Manager

💰 $100,000 - $150,000

Revenue OperationsSales OperationsB2BRevOpsGTM

🎯 Role Definition

The B2B Revenue Operations Manager is a hands-on leader responsible for designing, implementing, and scaling the systems, processes, and data infrastructure that enable predictable revenue growth across sales, marketing, and customer success. This role blends CRM administration, analytics, GTM process design, and cross-functional program management to improve forecasting accuracy, pipeline conversion, deal velocity, and overall operational efficiency for B2B SaaS or enterprise organizations.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Operations Analyst / Sales Ops Specialist
  • Revenue Analyst / Business Operations Analyst
  • Marketing Operations Analyst

Advancement To:

  • Senior Revenue Operations Manager
  • Director of Revenue Operations / Head of RevOps
  • VP of Revenue Operations / Chief of Staff, Revenue

Lateral Moves:

  • Sales Enablement Manager
  • Customer Success Operations Manager
  • GTM Program Manager

Core Responsibilities

Primary Functions

  • Own end-to-end CRM strategy and execution (commonly Salesforce or HubSpot): design object models, customize page layouts, validation rules, flows, and automation to align CRM behavior with B2B GTM motions and ensure clean, actionable account and opportunity data.
  • Design, implement and maintain the lead-to-revenue lifecycle: define MQL/SQL criteria, lead scoring, routing rules, SLAs, and handoff processes between Marketing, Sales Development, and Account Executives to maximize conversion rates and reduce leakage.
  • Build and run a repeatable forecasting process—develop forecast rollups, commit methodology, confidence levels, and cadence for weekly pipeline reviews with Sales Leadership; establish and track forecast accuracy KPIs.
  • Architect and maintain executive and operational dashboards (Tableau, Looker, Power BI, Salesforce Reports) that surface ARR/ACV trends, funnel performance, churn drivers, bookings, and cohort analysis for leadership and GTM teams.
  • Lead the deal desk and quoting operations: support complex pricing approvals, discounting policies, CPQ configuration, contract approval workflows, and accelerate time-to-order while minimizing margin erosion.
  • Partner closely with Finance to reconcile bookings to revenue, validate ACV/ARR calculations, manage renewal recognition processes, and support month-end/quarter-end bookings closes and audits.
  • Manage and optimize the RevOps tech stack (Salesforce, Outreach/Salesloft, Marketo/Pardot, HubSpot, Gainsight, Zuora/Stripe/Chargebee, CPQ tools) — run vendor evaluations, integrations, and roadmap prioritization.
  • Create and maintain canonical revenue data models and master data governance principles: account/contact hierarchy, territory definitions, account segmentation and naming conventions to ensure single-source-of-truth analytics.
  • Drive cross-functional GTM projects end-to-end (territory realignment, quota setting, product launches, channel rollouts): build project plans, manage stakeholders, run pilots, measure impact and iterate.
  • Develop, automate and maintain repeatable reporting and SQL-based data pipelines (Snowflake, BigQuery, dbt) to reduce manual reconciliation and deliver timely insights across the funnel.
  • Own territory and quota design processes in partnership with Sales Leadership and Finance, including modeling scenarios, capacity planning, and performance impact analysis.
  • Execute regular root-cause analyses for revenue leakage, conversion drop-offs, churn, and pricing exceptions; propose and implement process or tooling fixes and measure results.
  • Lead training and enablement programs for sales managers and reps on CRM best practices, quoting tools, playbooks, and new RevOps processes to drive adoption and compliance.
  • Define and document standard sales stages, deal types, opportunity lifecycle, and closed-won criteria across CRM and billing systems to standardize reporting and analytics.
  • Build KPI frameworks and OKRs tied to revenue objectives (pipeline coverage, win rates, average sales cycle, customer expansion rate) and translate those into operational plans with measurable outcomes.
  • Run A/B tests on lead scoring, routing, and outreach cadences with SDR/BDR teams to optimize conversion velocity and measure incremental lift.
  • Administer user access, security, and compliance settings across revenue systems; ensure adherence to GDPR, CCPA and internal data privacy and retention policies.
  • Negotiate and manage vendor contracts for revenue tools, own P&L impacts for tool rationalization, and lead implementations and upgrades with minimal disruption.
  • Provide detailed analytics and decision-support for pricing, packaging, upsell motion, and quote abandonment to enable data-driven GTM pricing decisions.
  • Maintain actionable runbooks and process documentation for RevOps workflows, onboarding, and incident response to reduce single points of failure and operational risk.
  • Design and operationalize renewal and expansion playbooks in partnership with Customer Success to ensure predictable renewal and net retention outcomes.
  • Lead cross-functional postmortems after critical sales operations incidents or forecasting misses and implement preventive measures.

Secondary Functions

  • Support ad-hoc data requests and exploratory data analysis to answer leadership and GTM team questions using SQL and BI tools.
  • Contribute to the organization's data strategy and roadmap, ensuring revenue systems are prioritized in broader data initiatives.
  • Collaborate with business units to translate data needs into engineering requirements and clearly scoped tickets for data teams.
  • Participate in sprint planning and agile ceremonies within the data engineering team to help prioritize RevOps analytics deliverables.
  • Provide ongoing support for integrations (marketing automation, billing, product telemetry) and coordinate with engineering for API and event-driven data flows.
  • Maintain a stakeholder communications cadence — monthly RevOps newsletters, bi-weekly status updates on system changes, and training schedules for new features.

Required Skills & Competencies

Hard Skills (Technical)

  • Salesforce administration and configuration (objects, flows, validation rules, permission sets), Salesforce Certified Admin strongly preferred
  • CRM + GTM stack management (Salesforce-HubSpot-Marketo integration, Outreach/Salesloft, CPQ, Gainsight, Zendesk)
  • BI & dashboarding: Looker, Tableau, Power BI, or Mode experience to design executive and operational reporting
  • SQL for data extraction, analysis and pipeline validation (Snowflake, BigQuery or Redshift experience)
  • Familiarity with data modeling tools and modern data stacks (dbt, Airflow, Snowflake)
  • Forecasting methodologies and revenue modeling (commit, best-case, pipeline coverage, ARR/ACV math)
  • CPQ and quoting tools configuration and deal desk processes
  • Analytics for funnel optimization: cohort analysis, conversion rate optimization, attribution models
  • Experience with billing & subscription platforms (Zuora, Stripe, Chargebee) and bookings-to-revenue reconciliation
  • Basic scripting/automation (Python, Salesforce Apex, or workflow automation tools) to automate repetitive tasks
  • Data governance and master data management principles for account/contact hierarchies
  • Experience running A/B tests for GTM processes and analyzing test results

Soft Skills

  • Strong cross-functional collaboration and stakeholder management across Sales, Marketing, Customer Success, Product, and Finance
  • Clear business storytelling and executive communication — translate data into actionable recommendations
  • Project management and program leadership with the ability to drive projects to completion on time
  • Detail-oriented with a bias for operational documentation and process discipline
  • Analytical problem-solving and comfort with ambiguity in scaling processes for growth
  • Change management and training skills to drive adoption of new systems or processes
  • Prioritization and decision-making in fast-paced B2B environments
  • Customer-centric mindset with the ability to balance speed and governance

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's degree in Business, Finance, Economics, Information Systems, Computer Science, Data Analytics, or related field.

Preferred Education:

  • MBA, Master's in Analytics/Information Systems, or relevant certifications (Salesforce Administrator, Tableau/Looker, Google Data Analytics).

Relevant Fields of Study:

  • Business Administration / Management
  • Data Science / Analytics / Information Systems
  • Finance / Accounting
  • Computer Science / Engineering

Experience Requirements

Typical Experience Range:

  • 3–7 years in Revenue Operations, Sales Operations, Business Operations, or Data/Analytics roles supporting B2B GTM teams.

Preferred:

  • 5+ years in RevOps or Sales Ops within B2B SaaS or enterprise software companies, including hands-on Salesforce admin and forecasting ownership; demonstrated success scaling processes and tools across sales, marketing, and customer success.
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