Revenue Operations Manager and Business Systems Team Lead

United StatesRemoteFull-timelead

SalesRevenue Operations Manager

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Quick Summary

Requirements Summary

The ideal candidate combines extensive revenue operations experience with strong technical expertise in Salesforce, CPQ, business systems integration, and SaaS revenue analytics.

Technical Tools

SalesRevenue Operations Manager

Lead the strategy, optimization, and day-to-day management of revenue operations and business systems in a fully remote B2B SaaS environment. In this role, you will connect Sales, Marketing, Finance, Customer Success, and other teams through scalable processes, reliable data, and integrated technology. You will own critical systems architecture, including Salesforce and CPQ, while improving forecasting, pipeline visibility, renewals, and revenue performance. As a hands-on team lead, you will manage and mentor two direct reports while balancing strategic planning with technical execution. You will also drive automation, data governance, and cross-functional projects that improve operational efficiency and customer outcomes. This is an opportunity to shape business systems, influence go-to-market strategy, and contribute to the growth of a company operating in the risk and compliance technology space.

Lead revenue operations and business systems strategy, serving as a trusted partner to business leaders while ensuring that systems, data, and workflows support revenue growth and operational efficiency. Balance hands-on platform administration with team leadership, project delivery, and continuous improvement across the go-to-market ecosystem.

Partner with Sales, Marketing, Finance, and Customer Success leadership to translate business priorities into revenue strategies, process improvements, territory planning, capacity insights, and go-to-market execution.
Own revenue operations processes, including renewal and expansion forecasting, weekly pipeline hygiene, net revenue retention (NRR) reporting, gross revenue retention (GRR) tracking, and churn analysis.
Manage Deal Desk operations, order form templates, custom SKU controls, and monthly Salesforce-to-Maxio reconciliations to maintain quote-to-cash accuracy.
Conduct quarterly pricing and discounting analyses with Finance and Product Marketing to evaluate historical trends and assess margin impact.
Serve as the primary architect and hands-on administrator for Salesforce and Nue CPQ, maintaining system reliability, complex workflow logic, product catalogs, pricebooks, and data integrity.
Co-own the business systems roadmap with the operations leadership team, managing intake, prioritization, trade-off assessments, and release calendars.
Manage integrations across go-to-market tools, including the bidirectional Planhat-to-Salesforce data flow for customer health scores, renewal milestones, and product usage information.
Oversee user provisioning, security configuration reviews, license management, vendor contracts, renewals, invoice approvals, and systems budget allocations.
Lead, mentor, and support two direct reports, establishing clear priorities, sprint assignments, technical reviews, and development opportunities.
Establish structured request intake, prioritization processes, and sprint cadences for revenue operations and business systems initiatives.
Maintain technical documentation, architecture diagrams, field libraries, change logs, data governance standards, and user training materials.
Use AI-enabled tools and automation to streamline workflows, enrich CRM data, reduce manual effort, and improve operational output.
Deliver measurable improvements to quote cycle times, CPQ order accuracy, renewal tracking, lead routing, and cross-system data quality.
Contribute to internal knowledge-sharing, professional development, and cross-functional operational projects as needed.

Requirements

~2 min read

The ideal candidate combines extensive revenue operations experience with strong technical expertise in Salesforce, CPQ, business systems integration, and SaaS revenue analytics. You should be comfortable moving between strategic planning and hands-on execution, leading a small technical team, and working collaboratively with stakeholders across the organization.

At least 6 years of progressive experience in Revenue Operations, Sales Operations, or Business Systems within a B2B SaaS environment.
At least 2 years of experience as a team lead or people manager, including delegating work, prioritizing sprints, conducting technical reviews, and mentoring direct reports.
Advanced Salesforce expertise, including platform strategy, architecture, complex Flows, administration, and system integration patterns.
Direct experience administering a CPQ platform; Nue CPQ experience is preferred.
Hands-on experience with Customer Success platforms such as Planhat, Gainsight, or ChurnZero, particularly when integrated with CRM systems.
Strong understanding of B2B SaaS financial and revenue metrics, including annual recurring revenue (ARR), NRR, GRR, customer retention, quote-to-cash processes, and sales capacity modeling.
Advanced reporting, dashboard development, data modeling, and financial reconciliation skills, including Salesforce-to-billing-system reconciliation.
Experience designing and maintaining integrations across multiple go-to-market and revenue technology platforms.
Understanding of data governance, system documentation, data quality controls, access management, and change management.
Experience leading complex systems projects from requirements gathering and vendor evaluation through testing, deployment, and adoption.
Strong analytical thinking, project management, communication, and stakeholder-management skills.
Ability to balance strategic priorities with hands-on technical work in a remote, cross-functional environment.
Bachelor's degree in Business, Information Systems, Finance, or a related field, or equivalent practical experience.

CRM and core systems: Salesforce Sales Cloud, Service Cloud, and Experience Cloud.
CPQ and finance: Nue CPQ and Maxio.
Customer Success and engagement: Planhat and Intercom.
Marketing and sales engagement: Pardot, Outreach, ChiliPiper, and LeanData.
Intelligence and analytics: ZoomInfo, LinkedIn Sales Navigator, Chorus.ai, Gong, 6Sense, and Highspot.
Collaboration: Slack, Microsoft Teams, and Zoom.