The Revenue Operations Manager is responsible for optimizing the end-to-end revenue engine across Sales, Marketing, Customer Success, and Partnerships. This role drives operational excellence through CRM governance, pipeline management, data integrity, technology stack ownership, and performance management frameworks. The ideal candidate combines strategic thinking with hands-on individual contributor execution to improve revenue predictability, increase operational efficiency, and align go-to-market teams around shared business objectives.

This leader serves as a key partner to Sales Leadership, Marketing Operations, Finance, Customer Success, and Product teams to ensure scalable processes, reliable reporting, and consistent execution across the entire revenue lifecycle.

What You'll Be Doing:

Revenue Operations Strategy

• Develop and execute the Revenue Operations strategy to support company growth objectives.

• Drive alignment across Sales, Marketing, Customer Success, and Finance teams.

• Establish scalable processes that improve efficiency and support rapid business growth.

• Serve as a trusted advisor to executive leadership on revenue performance and operational effectiveness.

Pipeline Health & Forecasting

• Own pipeline governance standards and pipeline inspection processes.

• Monitor pipeline quality, coverage ratios, conversion rates, aging, velocity, and stage progression.

• Identify pipeline risks, bottlenecks, and growth opportunities through proactive analysis.

• Partner with Sales Leaders to improve forecast accuracy and pipeline predictability.

• Manages leading indicators and health metrics that support revenue attainment.

CRM Governance

• Own governance and administration standards for CRM platforms (Salesforce and Hub Spot preferred).

• Enforce data quality, validation rules, workflow standards, and user adoption processes.

• Develop policies for account ownership, lead management, opportunity management, and territory alignment.

• Lead CRM audits and data hygiene initiatives.

Technology Stack Governance

• Serve as the business owner for the Revenue Technology ecosystem.

• Evaluate, implement, optimize, and govern revenue-related platforms and integrations.

• Maintain a strategic roadmap for sales, marketing, customer success, and analytics technologies.

• Ensure system scalability, security, integration integrity, and stakeholder adoption.

• Partner with IT, Marketing Operations, and Data Analytics teams to maximize technology investments and eliminate redundant tools.

OKR Framework & Performance Tracking

• Manage the Revenue Organization OKR framework.

• Develop KPI dashboards and executive scorecards that measure organizational success.

• Monitor progress against strategic initiatives and provide ongoing performance insights.

Sales & Marketing Operations Alignment

• Align Sales Operations initiatives with Marketing Operations strategies and objectives.

• Establish common definitions, processes, and performance metrics across the lead-to-revenue funnel, including familiarity with the revenue Fly Wheel methodology.

• Partner with Marketing Operations to improve lead management, scoring, routing, attribution, and campaign effectiveness.

• Optimize conversion across the buyer journey through improved data, process, and technology alignment.

• Ensure consistent reporting and visibility across all revenue-generating functions.

Reporting & Analytics

• Deliver executive-level reporting and actionable business insights.

• Build dashboards, scorecards, and forecasting models that support strategic decision-making.

• Analyze revenue trends, funnel performance, rep productivity, and campaign effectiveness.

• Partner with Business Intelligence teams to advance predictive and prescriptive analytics capabilities.

Process Optimization

• Identify operational inefficiencies and lead continuous improvement initiatives.

• Standardize and document critical revenue processes and governance models.

• Drive change management and user adoption for new systems and processes.

• Establish scalable operating procedures that support company growth.

What We Are Looking For:

• Bachelor's degree in Business, Finance, Operations, Engineering, or related field.

• 8+ years of Revenue Operations, Sales Operations, Business Operations, or related SaaS experience.

• 3+ years leading cross-functional operational initiatives.

• Deep expertise with Salesforce CRM and revenue technology ecosystems.

• Strong analytical, problem-solving, and strategic planning skills.

• Experience managing executive dashboards, forecasting, and KPI frameworks.

• Proven ability to influence senior stakeholders and drive organizational alignment.

• Advanced Excel, BI, or analytical reporting experience.

Preferred Qualifications

• Salesforce Administrator certification is a plus

• Experienced on HubSpot’s Marketing / Sales Hub

• Experience with SaaS metrics including ARR, MRR, NRR, CAC, Pipeline Coverage, Win Rates, and Forecast Accuracy.

• Hands-on experience with tools such as Marketo, Gong, Clari, LeanData, Outreach, Salesloft, Tableau, Power BI, or similar platforms.

• Experience implementing OKR methodologies at scale.

Work Arrangement:

If located in Colorado, Hybrid: Tuesday, Wednesday, Thursday required office days for Panorama Office site; Monday, Friday-work from home.

If located in Florida, Fully Remote: Must be able to travel to an Arrow office location as requested by Arrow leadership.

What’s In It For You?

At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That’s why we offer competitive financial compensation, including various compensation plans, and a solid benefits package. 

• Medical, Dental, Vision Insurance

• 401k, With Matching Contributions

• Short-Term/Long-Term Disability Insurance

• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options

• Paid Time Off (including sick, holiday, vacation, etc.)

• Tuition Reimbursement

• Growth Opportunities

• And more!