Note: The job is a remote job and is open to candidates in USA. Second Front Systems is hiring a Manager of Revenue Operations to scale and lead the operating model behind its go-to-market organization. The role oversees forecasting, revenue integrity, planning, pipeline governance, deal lifecycle processes, GTM systems, and team development across commercial, federal, and international sales.
Responsibilities
- Own the forecast. Model pipeline coverage, conversion and velocity, and build predictive forecasts that hold up quarter to quarter and inform long-term growth plans. Run the weekly forecast cadence and quarterly pipeline reviews across new business, renewals and expansion
- Protect revenue integrity with Finance. Keep bookings, billing, contract terms and revenue recognition inputs aligned. Reconcile CRM, CPQ and financial systems so what we sell, bill and report always match, and support the monthly close and board reporting
- Run planning, quotas and incentive comp. Partner with Sales, Finance and leadership on territory and capacity planning, quota setting and incentive plan design. Own plan documentation, crediting logic and payout accuracy
- Own pipeline integrity end to end. Keep Salesforce data accurate across commercial and federal deals, and track the details that make defense deals hard to forecast, such as contract vehicles, funding timing, government fiscal-year cycles and accreditation milestones
- Turn data into decisions. Build the metrics, dashboards and analysis that give 2F leadership a clear, executive-ready view of performance, so they can make confident calls on where to invest, what to prioritize and how we're tracking against targets
- Standardize the deal lifecycle. Set stage criteria, qualification standards and deal review discipline. Make sure every deal moves cleanly from opportunity to contract to customer handoff, with deal terms, accreditation requirements and go-live timelines carried through
- Align teams on revenue and delivery. Connect sales targets, pricing and contract terms to customer success and delivery capacity, so commitments are delivered on time and stay profitable after signature
- Shape the GTM tech stack. Set priorities for Salesforce, DealHub and connected tools, partner with our Senior Salesforce Solutions Architect to scope and roll out improvements, and drive adoption so our systems reflect how we actually sell
- Lead and grow the team. Manage and coach the Revenue Operations Analyst as a player-coach: set clear priorities and quality standards, review work, and create real growth opportunities. Build the documentation, playbooks and operating rhythms that let RevOps scale as 2F grows
Skills
- Candidates must reside in our DC/Maryland/Virginia hiring hub:
- 5+ years of experience in Revenue Operations, Sales Operations, Business Operations or Strategy & Operations
- 2+ years managing people, or leading cross-functional programs as a player-coach, with measurable outcomes
- A track record of building forecasting models and pipeline governance that measurably improved forecast accuracy
- Deep hands-on Salesforce expertise across data architecture, reporting and governance, plus experience with CPQ platforms and quote-to-cash workflows
- Financial acumen to partner with Finance on bookings, billing and revenue recognition inputs, and to reconcile them across systems
- Strong analytical skills: advanced Excel or Google Sheets, working proficiency in SQL and BI tools, and experience turning large datasets into clear recommendations
- Excellent stakeholder management and the ability to lead change without formal authority, plus comfort building and documenting process in a scaling, sometimes ambiguous organization
- Experience supporting complex, long-cycle, multi-stakeholder sales, such as enterprise, government or regulated-industry deals
- Ideally at a high-growth B2B software company
- Hands-on experience with Salesforce and DealHub, plus the broader GTM stack
- Experience designing or administering sales and customer success compensation plans
- Experience in GovTech, defense or public-sector software, including familiarity with federal contract vehicles, option-year structures, government fiscal cycles and accreditation requirements
Benefits
- Potential eligibility for equity awards
- Discretionary bonuses
- 100% employer-paid medical, dental, and vision coverage for you and your dependents
- 401(k) with a 3% company contribution
- Comprehensive wellness benefits, including a One Medical membership, mental health resources, family planning support, and more
- Equity incentive plan
- New hire technology and home office stipend
- Annual professional development stipend
- Flexible paid time off, plus all federal holidays
- Generous parental leave
- Flexible remote work opportunities
- Employee referral bonus program
Company Overview