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About the Role
As Revenue Operations Manager for Enterprise GTM, you will own the measurement layer of our go-to-market engine, providing key insights into pipeline performance and conversion. You will serve enterprise new logo and expansion teams across various industries, treating go-to-market as an engineered system. This individual contributor role offers significant exposure and ownership of critical numbers reported to executive leadership and the board.
Responsibilities
- Own the enterprise reporting layer, building and maintaining dashboards for real-time visibility into pipeline health, sales velocity, and attainment.
- Establish and defend single, agreed-upon definitions for core metrics.
- Report bookings, recognized revenue, and consumption distinctly, making the bridge between them clear.
- Run the operating cadence, including weekly pipeline reviews, forecast calls, MBRs, QBRs, and board reporting.
- Build self-serve views for vertical leaders, sales development, and partnerships.
- Turn data into insights by answering 'why' questions and identifying trends.
- Build leading indicators and early-warning triggers for coverage and velocity issues.
- Pressure-test the forecast with an independent bottoms-up call.
- Diagnose and recommend reallocation of capacity, headcount, and pipeline generation efforts.
- Produce analysis supporting strategic bets like segmentation changes and territory restructuring.
- Own top-of-funnel reporting for Sales Development, including lead conversion and pipeline influence.
- Champion CRM data integrity by setting and enforcing completeness standards.
- Work hands-on with the GTM stack including Salesforce, Clari, Outreach, ZoomInfo, LinkedIn Sales Navigator, and Clay.
- Partner with GTM Engineering to automate reporting, enrichment, and leverage AI for analysis.
- Support annual and quarterly planning, including capacity modeling and quota setting.
- Partner with Finance and Legal on commission plan design and modeling, and track plan effectiveness.
Requirements
- 8+ years in revenue operations, sales operations, GTM strategy, or a quantitative business operations role at a high-growth B2B SaaS, PaaS, or AI infrastructure company.
- Experience in management consulting, investment banking, or PE counts when paired with in-house operating experience.
- Analytically hands-on with deep Salesforce reporting fluency.
- Strong command of at least one BI layer (Looker, Hex, Tableau, Sigma).
- Comfort writing SQL against a warehouse (Snowflake, BigQuery, Databricks).
- Enterprise sales fluency, including pipeline coverage math and stage-gate qualification frameworks (e.g., MEDDIC).
- Track record of building widely-used reporting and dashboards that influence decisions.
- Ability to structure ambiguous problems, find root causes, and build systems to prevent recurrence.
- Commercially and technically curious, able to speak credibly about AI products and buyer objections.
- Persuasive with executives, able to challenge forecasts with data while maintaining relationships.
- Genuinely interested in using AI to improve job functions.
Skills
- Salesforce reporting
- BI tools (Looker, Hex, Tableau, Sigma)
- SQL
- Data warehousing (Snowflake, BigQuery, Databricks)
- Pipeline management
- Forecasting
- Data analysis
- Dashboard creation
- CRM data integrity
- GTM technology stack (Clari, Outreach, ZoomInfo, LinkedIn Sales Navigator, Clay)
- AI for analysis
Location
- San Francisco
- New York
- Seattle
Work Type
- Full-time
Experience Level
- 8+ years
Salary/Compensations
- $207,200—$259,000 USD
Benefits
- Comprehensive health, dental and vision coverage
- Retirement benefits
- Learning and development stipend
- Generous PTO
- Commuter stipend (potential)
About the Company
- At Scale, our mission is to develop reliable AI systems for the world's most important decisions.
- Our products provide high-quality data and full-stack technologies powering leading AI models and helping enterprises and governments build, deploy, and oversee AI applications.
- We work with industry leaders like Meta, Ernst & Young, Mayo Clinic, Time Inc., the Government of Qatar, and U.S. government agencies.
- We are expanding our team to accelerate the development of AI applications.
Equal Opportunity
- We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an inclusive and equal opportunity workplace.
- We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status.
- We are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities.
- We comply with the United States Department of Labor's Pay Transparency provision.