Revenue Operations Manager

Overview

You run RevOps for Breezeway, a property operations platform serving vacation rental managers, hotels, and property cleaners. The founding RevOps Manager built the systems from 0-1 - you're scaling them from 1-10. This means you inherit working Salesforce infrastructure, a tech stack that's already integrated, and established reporting dashboards. Your job is to optimize what exists, not build from scratch.

Role Snapshot

Company Context

Stage: Growth stage (208 employees suggests Series B/C)

Size: 208 employees

Growth: Hiring for critical roles, product is described as "industry leading"

Market Position: Serving a specific vertical (hospitality/property management) with an AI-powered operations platform

What You Inherited vs. What You're Building

Already Done (0-1 work):

• Salesforce instance configured and live
• Core tech stack integrated ("awesome tech stack" mentioned)
• Basic reporting dashboards operational
• Initial sales processes documented
• Foundational data hygiene standards set

Your Job (1-10 scaling):

• Improve forecast accuracy as deal volume increases
• Optimize sales stages and conversion rates
• Scale systems to support more reps/customers
• Build more sophisticated reporting and analytics
• Reduce manual work through better automation
• Fix process bottlenecks that emerge at scale

What You'll Actually Do

Time Breakdown

Systems/Data Work (40%) | Strategic Projects (30%) | Ad-hoc Requests (30%)

Key Activities

• Salesforce Administration: You're the primary admin. This means configuring new fields, fixing workflow bugs, adjusting validation rules, and managing user permissions. Sales will Slack you when something breaks or they need a new report.

• Forecast Management: You run the weekly forecast call prep - pulling pipeline data, flagging deals that look off, identifying trends in slippage. You'll build models to predict quarter-end performance and explain variance to leadership.

• Data Hygiene Projects: You audit CRM data quality, identify gaps in lead sources or contact info, and build processes to keep data clean as the team grows. This includes training reps on data entry standards and building validation rules to prevent garbage data.

• GTM Analytics: Marketing wants to know which campaigns drive pipeline. Sales wants to know win rates by segment. CS wants to know expansion opportunity sizing. You pull the data, build the dashboards, and explain what it means.

• Process Optimization: You identify where the sales process is breaking - maybe demos are getting scheduled but not happening, or deals are stalling in legal review. You work with GTM leaders to redesign workflows and measure if the changes work.

• Tool Evaluation & Management: The tech stack needs optimization. Maybe you consolidate tools to reduce costs, or you evaluate new point solutions for territory planning or commission tracking. You own vendor relationships and contract renewals.

• Territory & Quota Planning: You support leadership on territory design, quota setting, and capacity planning. This means modeling different scenarios, analyzing rep productivity, and projecting hiring needs.

The Honest Reality

What's Hard

• You're the bottleneck: Every GTM team member needs something from you - a report, a field change, a process fix. You'll have 10-15 Slack threads going at once and need to prioritize ruthlessly.

• Balancing strategic vs. tactical: Leadership wants you working on big projects (territory redesign, new comp plans), but the day-to-day admin work doesn't stop. Most days you'll get pulled into firefighting instead of strategic work.

• Imperfect data: The 0-1 phase got systems working, but data isn't perfect. You'll spend significant time cleaning historical data and convincing reps to change their lazy data entry habits.

• Cross-functional dependencies: Your projects require buy-in from sales, marketing, CS, finance, and product. Getting everyone aligned takes longer than the actual implementation work.

• Lack of context: You're inheriting systems someone else built. You'll need to reverse-engineer why certain workflows exist before you can improve them. Documentation might be sparse.

What Success Looks Like

• Forecast accuracy improves from ±20% to ±10% by quarter-end
• Sales team stops complaining about CRM usability issues
• Leadership can self-serve their own pipeline reports instead of asking you
• Deal cycle time decreases by 15-20% through process improvements
• You eliminate 10+ hours/week of manual data work through better automation

Who You're Supporting

Primary Stakeholders:

• CRO/VP Sales (your boss - wants accurate forecasts and pipeline visibility)
• Sales Managers (want territory analytics and rep performance tracking)
• AEs and CSMs (want CRM to work smoothly and not slow them down)
• Marketing (wants campaign attribution and lead quality metrics)
• Finance (wants bookings data, commission calculations, and ARR reporting)

What They Care About:

• Accurate, real-time data they can trust for decisions
• Reducing manual work so they can focus on revenue activities
• Clear visibility into what's working and what's not
• Systems that scale as the team grows
• Quick turnaround on critical requests

Requirements

• 3-5+ years in Revenue Operations, Sales Operations, or related analytics role
• Strong Salesforce administration skills (you'll be the primary admin)
• Experience scaling operations systems, not just maintaining them
• SQL and/or data analysis skills for pulling custom reports
• Excel/Google Sheets proficiency for financial modeling and analysis
• Experience with common GTM tools (outbound tools, analytics platforms, BI tools)
• Ability to translate business problems into system solutions
• Project management skills to juggle multiple initiatives
• Comfortable saying "no" or pushing back on unrealistic requests
• B2B SaaS background preferred (understanding of ARR metrics, sales stages, etc.)