Manager Revenue Operations

We are seeking a technically proficient, data-driven Revenue Operations leader to strengthen and scale the operational engine behind a growing defense technology organization. In this role, you will oversee the systems, processes, and analytics that support the full revenue lifecycle, from pipeline development and forecasting to bookings, renewals, and expansion. You will partner with Sales, Finance, Marketing, and customer delivery leaders to improve revenue predictability, maintain financial accuracy, and establish consistent go-to-market operations across commercial, federal, and international markets. You will also shape the technology roadmap, strengthen deal governance, and translate complex data into actionable business insights. As a player-coach, you will lead and develop a Revenue Operations Analyst while building scalable processes that support continued growth. This remote opportunity combines strategic influence with hands-on execution in a mission-driven, compliance-focused environment.

• Relevant professional experience: At least five years of experience in Revenue Operations, Sales Operations, Business Operations, or Strategy and Operations, ideally within a high-growth B2B software organization.

• Leadership experience: At least two years of people management experience or demonstrated success leading cross-functional programs in a player-coach capacity.

• Forecasting expertise: Proven experience developing forecasting models and pipeline governance processes that improve forecast accuracy and revenue predictability.

• Salesforce proficiency: Strong hands-on Salesforce expertise, including data architecture, reporting, data governance, and CRM process optimization.

• CPQ and quote-to-cash knowledge: Experience with configure-price-quote platforms and the processes connecting sales opportunities, contracts, billing, and revenue operations.

• Financial acumen: Ability to collaborate effectively with Finance on bookings, billing, revenue recognition inputs, and financial data reconciliation across systems.

• Analytical capabilities: Advanced Excel or Google Sheets skills, working proficiency in SQL and business intelligence tools, and the ability to turn large datasets into clear, actionable recommendations.

• Stakeholder management: Strong communication and collaboration skills, with the ability to influence cross-functional teams, manage competing priorities, and lead change without formal authority.

• Process development: Demonstrated ability to build, document, and improve operational processes in a growing organization where priorities and requirements may evolve.

• Complex sales experience: Familiarity with long-cycle, multi-stakeholder sales environments, such as enterprise software, government contracting, or regulated industries.

• Preferred technology experience: Hands-on experience with Salesforce, DealHub, and related go-to-market systems is an advantage.

• Sales compensation expertise: Experience designing, administering, or improving sales and customer success compensation plans is preferred.

• Government and defense sector knowledge: Experience in GovTech, defense, or public-sector software, including familiarity with federal contract vehicles, option-year structures, government fiscal cycles, and accreditation requirements, is beneficial.

• Ownership and adaptability: A proactive, solutions-oriented mindset, strong personal accountability, and a bias toward action and measurable results.

• Location eligibility: Candidates must reside in one of the approved US hiring hubs: the DC/Maryland/Virginia region; Raleigh, Durham, or Chapel Hill, North Carolina; Denver or Colorado Springs, Colorado; or Dallas/Fort Worth, Texas.