Note: The job is a remote job and is open to candidates in USA. Experlogix is a global leader in Configure, Price, Quote (CPQ) and Document Automation technology. The Senior Manager of Revenue Operations will lead the revenue operations function, focusing on forecasting, pipeline management, and sales analytics while collaborating closely with the Chief Revenue Officer.
Responsibilities
- Co-own the weekly forecast and commit process with the CRO across CPQ, Document Automation, and Services, including data preparation, roll-ups, variance analysis, accountability, and executive summaries
- Define reporting requirements and partner with Business Operations on Power BI dashboards covering pipeline health, coverage, stage aging, slippage, conversion, win/loss trends, sales velocity, average selling price, cycle time, and quota attainment
- Produce analytics for weekly forecast meetings, pipeline reviews, monthly business reviews, QBRs, and board reporting
- Track and improve forecast accuracy by representative, region, and business unit
- Serve as the revenue organization’s business lead for reporting priorities and enhancements
- Serve as the revenue business owner for Microsoft Dynamics 365, defining field requirements, stage definitions, forecast categories, workflows, and data-quality standards
- Partner with the CRM Administrator and Business Operations to prioritize and implement system enhancements
- Translate sales process and reporting needs into clear functional requirements
- Own strategy and vendor management for the GTM technology stack, including Gong, LinkedIn Sales Navigator, DocuSign, RFP tools, Copilot agents, and related platforms
- Manage renewals, licensing, utilization, ROI analysis, and platform-consolidation decisions
- Maintain the GTM Tech Stack Licensing Overview as the source of truth for ownership, licensing, and renewals
- Champion AI and automation opportunities that improve seller productivity, forecasting, pipeline visibility, and operational efficiency
- Own the Revenue Operations AI agent portfolio, including contract, RFP, resource, and workflow-assistance agents
- Drive adoption, measure business impact, and partner with IT, Product, Business Operations, and CRM Administration on continuous improvement
- Embed Copilot, agentic workflows, and AI-generated insights into D365, Gong, Power BI, SharePoint, Confluence, and other seller tools
- Evaluate emerging AI capabilities and recommend build, buy, or partnership approaches based on revenue outcomes
- Establish responsible-use, governance, security, and data-quality standards with IT, InfoSec, and Legal
- Deliver measurable productivity gains by reducing manual reporting, accelerating RFP and contract cycles, and improving forecast accuracy and win rates
- Operationalize Same Side Selling within CRM fields, opportunity stages, exit criteria, workflows, and reporting
- Reinforce Issues, Impact and Importance, Others Involved, and Results through systems and process
- Identify and report non-compliance related to methodology, qualification, opportunity hygiene, stage progression, and CRM data quality
- Build scorecards showing compliance at the representative, manager, region, and business-unit levels
- Partner with the CRM Administrator to implement methodology-related fields, validation rules, workflows, and stage requirements
- Track new-hire ramp performance and enablement outcomes to help sales leaders target coaching
- Support the operational execution of Sales Kickoff, GTM offsites, and regional sales meetings, including logistics, action tracking, and follow-through
- Support annual territory design, account assignments, and rules-of-engagement documentation
- Partner with Finance and the CRO on quota-setting models, compensation-plan design, SPIF governance, and attainment tracking
- Own the end-to-end RFP, RFI, and RFQ process, including intake, qualification, assignment, timelines, subject-matter-expert coordination, and submission readiness
- Coordinate pre-sales contract intake, triage, and routing to KO Legal, escalating issues when appropriate
- Maintain response trackers, content libraries, and reusable templates
- Partner with InfoSec on security assessments, vendor questionnaires, due diligence requests, tracking, and deadlines
- Partner with Marketing on lead-handoff SLAs, MQL and SQL definitions, conversion tracking, and campaign-influence reporting
- Support Sales-to-Customer Success handoffs, NRR and GRR visibility, and customer-reference operations
- Align with Finance on bookings, billings, ARR reconciliation, and revenue-reporting integrity
- Partner with Business Operations on Power BI development, data-model requirements, and analytics priorities
- Partner with CRM Administration and IT on integrations, workflow automation, system enhancements, and roadmap priorities
- Support Partner and Channel operations, including deal-registration governance, pipeline reporting, and partner-sourced attribution
- Govern the Elevate Customer Reference Program, including roster health, utilization, and rotation
- Maintain the Revenue Resource Library and sales content within the Directions intranet, ensuring resources are current, discoverable, and aligned with SharePoint
- Establish and maintain the sales operating rhythm, including meeting cadences, agendas, action tracking, and follow-through
- Receive direct mentorship from the CRO in sales methodology, forecasting, executive communication, and revenue leadership
- Gain exposure to executive- and board-level reporting from day one
- Build toward a Director of Revenue Operations role within 18–24 months based on demonstrated performance and impact
- Own a broad Revenue Operations portfolio spanning forecasting, pipeline management, CRM strategy, AI, GTM technology, RFPs, and contract governance
Skills
- Three to five years of progressive experience in Revenue Operations, Sales Operations, Sales Analytics, or GTM Strategy within a B2B SaaS or software company
- Demonstrated ownership of forecasting, pipeline reporting, sales analytics, CRM operations, or related responsibilities
- Working knowledge of CRM platforms; Microsoft Dynamics 365 is strongly preferred, although Salesforce or HubSpot experience is acceptable
- Strong Excel modeling skills and the ability to translate data into clear business insights
- Experience defining reporting requirements and partnering with BI or analytics teams; Power BI experience is strongly preferred
- Active use of Copilot, ChatGPT, or similar AI tools, with an interest in building and deploying revenue-focused AI agents
- Strong ownership, follow-through, resourcefulness, and comfort working through ambiguity
- Coachability, intellectual curiosity, and a desire to grow into a revenue leadership role
- Strong written and verbal communication skills, including the ability to translate business needs into system and reporting requirements
- Ability to build trusted relationships across Sales, Marketing, Customer Success, Finance, Business Operations, IT, and CRM Administration
- Hands-on, roll-up-your-sleeves working style
- Bachelor's degree in Business, Finance, Analytics, or a related field
- Experience in CPQ, Document Automation, or adjacent B2B SaaS categories
- Experience supporting RFP, RFI, or RFQ processes
- Experience building or deploying custom AI agents or Copilot Studio agents
- Familiarity with Same Side Selling, MEDDIC, Challenger, or another structured sales methodology
- Experience partnering directly with a CRO, VP of Sales, or another executive stakeholder
- Experience supporting Sales Kickoff, GTM offsites, or large-scale sales events
Benefits
- Competitive base salary with variable commission plan
- Medical, Dental, and Vision insurance
- Company Stock/Equity Plan
- Life Insurance
- Short Term/Long Term Disability Insurance
- HSA/FSA accounts
- 401(k) with company match
- Teledoc virtual health
- Health advocate Employee Assistance Program
- Paid holidays and PTO. We encourage you to "use it and enjoy it!"
Company Overview