Torchora
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Key Responsibilities and Required Skills for Revenue Manager

💰 $90,000 - $140,000

FinanceRevenue OperationsSales OperationsStrategy

🎯 Role Definition

We are searching for a highly analytical and strategic Revenue Manager to join our dynamic team. In this critical role, you will be the architect of our revenue strategy, responsible for maximizing profitability through sophisticated pricing, inventory management, and demand forecasting. You will serve as a key partner to Sales, Marketing, and Finance, ensuring our go-to-market strategies are aligned with financial goals and executed flawlessly. If you are a data-driven leader passionate about uncovering growth opportunities and building scalable revenue processes, we encourage you to apply.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Revenue Analyst
  • Senior Financial Analyst
  • Sales Operations Analyst

Advancement To:

  • Director of Revenue Management
  • Head of Revenue Operations
  • VP of Finance / Strategy

Lateral Moves:

  • FP&A Manager
  • Sales Operations Manager

Core Responsibilities

Primary Functions

  • Develop, implement, and continuously refine dynamic pricing strategies across all product lines and market segments to maximize revenue and market share.
  • Conduct in-depth market analysis, including competitor pricing research, customer segmentation studies, and demand trends, to inform strategic business decisions.
  • Manage and oversee the end-to-end quote-to-cash (QTC) process, ensuring accuracy, compliance, and efficiency from initial deal structuring to final revenue recognition.
  • Lead the monthly, quarterly, and annual revenue forecasting process, collaborating with Sales and Finance leaders to produce accurate and reliable projections.
  • Analyze the sales pipeline, historical booking data, and market indicators to proactively identify risks and opportunities relative to the revenue plan.
  • Partner directly with the Sales team to structure complex, non-standard deals, providing guidance on pricing, discounting, and commercial terms to maximize long-term value.
  • Ensure all revenue-generating activities and contracts are compliant with relevant revenue recognition standards, primarily ASC 606, and document positions accordingly.
  • Develop, maintain, and report on key performance indicators (KPIs) and dashboards to monitor revenue performance, pricing effectiveness, and sales cycle efficiency.
  • Provide regular, insightful reporting on revenue metrics to the executive leadership team, highlighting key trends, performance against budget, and actionable recommendations.
  • Oversee inventory and yield management strategies to maximize revenue from perishable or capacity-constrained assets.
  • Drive the annual revenue planning and budgeting process, working in close collaboration with finance and departmental leaders to set ambitious but achievable targets.
  • Identify and model new revenue streams and monetization opportunities through rigorous data analysis and business case development.
  • Collaborate with Product and Marketing teams to model the financial impact of new product introductions, feature changes, and promotional campaigns.
  • Manage and govern the company's discounting framework and deal approval matrix, ensuring it aligns with strategic goals and profitability targets.
  • Lead and contribute to cross-functional projects aimed at improving revenue-related systems, including CRM, ERP, and billing platforms.
  • Perform detailed variance analysis of actual revenue versus forecast and budget, providing clear, concise explanations for any discrepancies.
  • Develop and deliver training materials to the Sales organization on pricing policies, deal structuring best practices, and the quote-to-cash process.
  • Evaluate and manage relationships with third-party data providers and technology vendors that support the revenue management function.
  • Support potential M&A activities by conducting due diligence on the revenue streams, contracts, and processes of target companies.
  • Champion a data-driven culture within the go-to-market organization, using analytics to challenge assumptions and drive strategic conversations about revenue growth.
  • Streamline and automate revenue reporting and analysis processes to improve efficiency and enable faster, more agile decision-making across the business.
  • Partner with legal and finance teams to review and approve non-standard contract terms, assessing their downstream impact on revenue recognition and business risk.

Secondary Functions

  • Support ad-hoc data requests and exploratory data analysis from executive leadership.
  • Contribute to the organization's data governance strategy and roadmap.
  • Collaborate with business units to translate revenue strategy needs into engineering and system requirements.
  • Participate in sprint planning and agile ceremonies for projects involving revenue-generating systems.
  • Mentor junior analysts within the finance and revenue operations teams.

Required Skills & Competencies

Hard Skills (Technical)

  • Advanced proficiency in Microsoft Excel, including complex formulas, pivot tables, and data modeling.
  • Expertise in financial modeling, revenue forecasting, and quantitative analysis.
  • Deep understanding of US GAAP and revenue recognition principles, specifically ASC 606.
  • Hands-on experience with CRM platforms, particularly Salesforce (SFDC) and its reporting/dashboarding capabilities.
  • Proficiency with data visualization tools such as Tableau, Power BI, or Looker.
  • Working knowledge of SQL for querying and extracting data from relational databases.
  • Experience with enterprise resource planning (ERP) systems like NetSuite, SAP, or Oracle.
  • Familiarity with billing and subscription management platforms (e.g., Zuora, Stripe Billing, Chargebee).
  • Strong command of the full Quote-to-Cash (QTC) lifecycle and associated systems.
  • Experience with statistical analysis methods and their application to business problems.
  • Knowledge of pricing and yield management systems and software.

Soft Skills

  • Exceptional analytical and problem-solving abilities.
  • Strong written and verbal communication skills, with the ability to convey complex data to non-technical stakeholders.
  • Meticulous attention to detail and an unwavering commitment to accuracy.
  • Superior strategic thinking and business acumen.
  • Proven ability to influence and lead cross-functional teams without direct authority.
  • Strong negotiation and conflict resolution skills.
  • High degree of adaptability and comfort with ambiguity in a fast-paced environment.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree

Preferred Education:

  • Master of Business Administration (MBA) or a Master's degree in a quantitative field.

Relevant Fields of Study:

  • Finance
  • Accounting
  • Business Administration
  • Economics
  • Statistics

Experience Requirements

Typical Experience Range:

  • 5-8 years of progressive experience in revenue management, revenue operations, corporate finance, or a related analytical role.

Preferred:

  • Experience in a SaaS/subscription-based business model is highly preferred.
  • Experience in industries with dynamic pricing (e.g., hospitality, airlines, media) is also a plus.
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