Business Operations Manager, L3

(united States)Remotemid

OperationsOperations Manager

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Quick Summary

Key Responsibilities

build the approval frameworks, discount guardrails,

Requirements Summary

you have managed at least one direct report and can speak specifically to how you developed them Track record of owning an ambiguous analytical problem end to end — framing it, doing the work,

Technical Tools

OperationsOperations Manager

About the Role

~1 min read

Manage, develop, and grow our Commercial Operations Lead — setting priorities, raising the bar on execution quality, and creating room for them to take on more
Own the health of our revenue systems and the data inside them; make our CRM a source of truth the sales team actually trusts
Ensure sales compensation and commission calculations are accurate, on time, and clearly explained to the reps they affect
Own deal desk as a capability, not a queue: build the approval frameworks, discount guardrails, and order-form standards that let deals move quickly without creating downstream problems

Own the forecast process end to end — the cadence, the inputs, the model, and the accuracy of the number we commit to
Build and maintain pipeline, conversion, and sales productivity analytics; find where the funnel actually leaks and quantify what fixing it is worth
Run rigorous win/loss and churn analysis, and turn the findings into changes in how we sell
Design the dashboards and metric definitions that let the leadership team see the business without asking for a pull

Analyze pricing, packaging, and discounting performance across our customer base; surface where we are leaving value on the table and where we are creating friction
Build the models that support pricing and packaging decisions, including scenario analysis on revenue and margin impact
Partner with Sales, Product, and Finance to design and test changes to how we monetize the platform
Establish and steward discount governance so pricing integrity holds as we scale

Lead cross-functional, growth-focused initiatives from problem framing through to implemented outcome — segmentation and ICP definition, territory and coverage design, expansion and land-and-expand motions, funnel experiments
Bring structure to ambiguous strategic questions: scope the problem, source the data, form a defensible recommendation, and get buy-in to act on it
Support annual and quarterly GTM planning, including capacity modeling, quota setting, and goal architecture
Identify operational inefficiencies across the commercial organization and drive the process and tooling changes that resolve them

Partner with the COO and CFO to produce the metrics package for board meetings and investor updates
Own the definitions, data lineage, and consistency of our reported KPIs so the numbers hold up under scrutiny
Build the executive narrative around the data — not just what happened, but what it means and what we should do about it
Support diligence and reporting requirements for financing and strategic processes as they arise

Requirements

~2 min read

5–8 years of experience in management consulting, business operations, revenue operations, or strategy & operations — including time inside a software company
Demonstrated people management experience: you have managed at least one direct report and can speak specifically to how you developed them
Track record of owning an ambiguous analytical problem end to end — framing it, doing the work, and driving the resulting change to completion
Expert-level financial and operational modeling in Excel or Google Sheets; you can build a model someone else can audit
Working fluency with a CRM (Salesforce or equivalent) and a BI tool (Looker, Tableau, Sigma, Power BI, or similar); comfortable reasoning about how GTM data is structured
Command of core SaaS and GTM metrics — ARR, NRR/GRR, pipeline coverage, CAC payback, LTV:CAC, win rate, sales cycle, magic number
Executive presence: you can present to a COO, a CEO, or a board and be met as a peer rather than a presenter
Superb written and verbal communication, with the ability to translate complexity into clarity
High degree of autonomy and self-management — essential in a remote-first company
Hands-on fluency with modern AI tools, and a habit of using them to compress analytical and operational work
Desire for a steep learning curve in a fast-paced, dynamic environment
Legally eligible to work in the United States

Located in US Eastern Time zone
Experience at a startup or high-growth company, particularly one where you built a function rather than inherited one
Enterprise B2B experience — long, complex, multi-stakeholder sales cycles with six- and seven-figure contracts
Prior experience at a top-tier management or strategy consulting firm
SQL proficiency and comfort querying a data warehouse directly
Hands-on experience with sales compensation design and commission administration
Experience supporting board and investor reporting at a venture-backed company
Exposure to CPQ, quote-to-cash, or revenue recognition processes
Interest in materials science, chemistry, manufacturing, or deep-tech markets — you do not need a technical background, but curiosity about what our customers do goes a long way
MBA or comparable analytical training

What We Offer

~1 min read

At Citrine, we want your path to career growth to be transparent, straightforward, fair, and easily accessible -- starting with your application and interview process. The annual salary range listed below reflects the level we are considering for this position (please note that there may be unique situations where you may fall outside of this range). Where you fall within the range will depend on how your experience and skills align with our internal leveling system as we learn more about you throughout the interview process. This role is eligible for On Target Earnings in addition to the base compensation listed below.

$110,000 USD - $160,000 USD

*Range(s) listed are for full-time employees based in the United States only.

Our Benefits (for exempt, full-time employees based within the United States)

401k with matching up to 4%

Medical, vision, dental insurance (we pay 100% of your premium and 75% of your dependents)

Company-paid Life and Disability insurance

FSA and HSA plans

Equity options within the company

12 weeks of paid parental leave

Flexible PTO on top of our 15 paid company holidays (includes your birthday!)

Free financial counseling

$600 tech allowance