Torchora
Back to Home

Key Responsibilities and Required Skills for a Revenue Operations Manager

💰 $95,000 - $160,000

OperationsSalesBusiness StrategyMarketing

🎯 Role Definition

The Revenue Operations Manager is the strategic and operational backbone of the go-to-market (GTM) organization. This role acts as the connective tissue between Sales, Marketing, and Customer Success, focusing on optimizing processes, leveraging technology, and analyzing data to drive efficiency and predictable revenue growth. More than just a support function, the RevOps Manager is a strategic partner to leadership, responsible for building a scalable revenue engine and ensuring the entire GTM team has the tools, data, and processes needed to succeed.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Operations Analyst / Specialist
  • Marketing Operations Specialist
  • Senior Sales or Business Development Representative (with a strong technical/analytical aptitude)
  • Business Analyst

Advancement To:

  • Senior Revenue Operations Manager
  • Director of Revenue Operations
  • Head of Go-to-Market Operations
  • VP of Operations

Lateral Moves:

  • Sales Enablement Manager
  • Business Intelligence Manager
  • Director of Sales Strategy

Core Responsibilities

Primary Functions

  • Manage and continuously optimize the end-to-end lead-to-revenue process, identifying and rectifying bottlenecks across marketing, sales, and customer success to improve pipeline velocity and conversion rates.
  • Act as the primary administrator and subject matter expert for the entire Go-to-Market (GTM) technology stack, including the CRM (e.g., Salesforce), marketing automation (e.g., HubSpot, Marketo), and sales engagement tools (e.g., Outreach, SalesLoft).
  • Spearhead the design, implementation, and ongoing refinement of sales processes, rules of engagement, and operational policies to drive efficiency, consistency, and scalability across the entire sales organization.
  • Develop and maintain complex sales forecasting models, pipeline analysis reports, and performance dashboards to provide the leadership team with actionable, real-time insights into business health and revenue predictability.
  • Partner directly with Sales and Finance leadership to design, model, and administer sales compensation plans, ensuring they are motivating, equitable, and tightly aligned with company revenue goals.
  • Lead the annual and quarterly territory planning and account allocation process, utilizing in-depth data analysis to ensure balanced, equitable, and opportunity-rich territories for the sales team.
  • Serve as a strategic business partner to sales leadership, providing data-driven recommendations on GTM strategy, headcount planning, and resource allocation to accelerate sustainable growth.
  • Own the integrity and accuracy of all GTM data, establishing and enforcing robust data governance policies and hygiene processes within the CRM and all other connected systems.
  • Translate complex business requirements from sales, marketing, and customer success stakeholders into clear technical specifications for system enhancements and process improvement projects.
  • Create and manage a comprehensive suite of business intelligence reports and dashboards (using tools like Tableau, Power BI, or Looker) to track key performance indicators (KPIs) across the entire customer lifecycle.
  • Drive the evaluation, selection, and implementation of new technologies for the GTM stack, managing vendor relationships and ensuring a high return on all technology investments.
  • Collaborate closely with the Sales Enablement team to provide substantive training and clear documentation on new processes, tools, and best practices, ensuring high adoption and effective utilization by the GTM teams.
  • Often manages a "deal desk" function, providing critical guidance on complex deal structuring, non-standard pricing, and internal approvals to help sales reps close strategic business efficiently.
  • Conduct in-depth analysis of sales performance, win/loss reasons, and customer segmentation to uncover hidden trends and identify tangible opportunities for strategic improvement.
  • Oversee and systematically streamline the lead management process, including lead scoring models, automated routing logic, and service-level agreement (SLA) tracking between marketing and sales.
  • Support the customer success organization by providing critical data and insights on customer health scores, renewal forecasting, and potential upsell/cross-sell opportunities.
  • Lead high-impact, cross-functional projects aimed at improving operational efficiency, from initial scoping and planning through execution, change management, and post-launch analysis.
  • Develop and maintain a clear system of record and documentation for all GTM processes, policies, and system configurations to serve as a central source of truth for the organization.
  • Analyze the performance of marketing campaigns and their direct contribution to the sales pipeline, providing a crucial feedback loop to the marketing team to optimize spend and strategy.
  • Manage the operational aspects of sales team onboarding and offboarding, including system access provisioning, territory assignment, and quota allocation.
  • Continuously monitor and report on the health of the sales pipeline, proactively identifying risks and opportunities in pipeline generation, maturation, and overall coverage.
  • Act as the primary operational liaison between GTM teams and other key departments like Finance, Legal, and Product to ensure smooth, cross-functional execution of all revenue-generating activities.

Secondary Functions

  • Support ad-hoc data requests and exploratory data analysis for various business units.
  • Contribute to the organization's broader data strategy and technology roadmap.
  • Collaborate with business units to translate data needs into engineering requirements.
  • Participate in sprint planning and agile ceremonies within a broader operations or data team.

Required Skills & Competencies

Hard Skills (Technical)

  • Salesforce Administration: Deep, hands-on expertise in Salesforce (or a comparable enterprise CRM), including custom objects, workflows, Process Builder/Flows, validation rules, and advanced data management.
  • Marketing Automation Platforms: High proficiency with tools like HubSpot, Marketo, or Pardot, specifically regarding lead lifecycle management, scoring, and seamless integration with the CRM.
  • Data Analysis & Visualization: Advanced skills in Excel/Google Sheets (pivot tables, complex formulas) and significant experience with BI tools like Tableau, Power BI, or Looker to build insightful, executive-ready dashboards.
  • Sales Engagement Tools: Familiarity with the administration and strategic use of platforms such as Outreach, SalesLoft, or Gong to optimize seller activity and effectiveness.
  • SQL (Structured Query Language): The ability to write and execute queries to extract, join, and manipulate data from company databases for complex, ad-hoc analysis that goes beyond standard reporting.
  • CPQ (Configure, Price, Quote) Systems: Experience with CPQ tools (like Salesforce CPQ or DealHub) is a significant advantage for managing complex deal structures and product catalogs.

Soft Skills

  • Strategic & Analytical Mindset: A strong capacity for breaking down ambiguous, complex business problems, using data to find the root cause, and recommending a clear, data-driven path forward.
  • Process Improvement & Design: A keen eye for identifying inefficiencies in existing processes and the ability to design and implement more effective, scalable solutions from the ground up.
  • Stakeholder Management & Influence: Exceptional communication and interpersonal skills to build strong relationships, manage expectations, and confidently influence decision-making with senior leaders across the organization.
  • Project Management: Proven ability to manage multiple complex, cross-functional projects from inception to completion, often using Agile or similar methodologies to deliver on time.
  • Business & Financial Acumen: A solid understanding of key SaaS metrics (e.g., ARR, LTV, CAC, Churn), sales compensation principles, and general business operations that drive a company.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree or equivalent practical experience.

Preferred Education:

  • Bachelor's Degree in a quantitative or business-related field.

Relevant Fields of Study:

  • Business Administration
  • Finance or Economics
  • Data Science or Analytics
  • Information Systems

Experience Requirements

Typical Experience Range:

  • 3-7 years of experience in a Sales Operations, Marketing Operations, or Revenue Operations role.

Preferred:

  • Experience in a high-growth B2B SaaS or technology-focused company is highly preferred.
Explore More Careers