Revenue Operations Manager

Overview

You're the RevOps function for a 1,000+ person SaaS company selling an AI-powered learning management system. You'll spend most of your time in Salesforce and BI tools, building reports for sales leadership, fixing data quality issues, and managing tech stack integrations. You report into the broader RevOps team led by Corey Marcel.

Role Snapshot

Company Context

Stage: Public company (NASDAQ: DCBO)

Size: 1,019 employees

Growth: Posting says they're "smashing sales records" and hiring multiple RevOps roles, suggesting continued expansion

Market Position: Established player in the crowded LMS space, competing against Cornerstone, SAP SuccessFactors, LinkedIn Learning, and others. They differentiate with AI features and multi-audience capabilities.

What You'll Actually Do

Time Breakdown

Salesforce Admin (35%) | Analytics/Reporting (30%) | Process Projects (20%) | Meetings/Firefighting (15%)

Key Activities

• Salesforce Management: Field requests, page layouts, validation rules, workflow automation. AEs will ping you when fields break or data doesn't sync. You're fixing picklists, updating stage definitions, managing user permissions.
• Dashboard Building: Sales leadership wants visibility into pipeline health, conversion rates, rep performance. You're in Tableau or Looker building executive dashboards and troubleshooting why the numbers don't match what Finance says.
• Data Hygiene: Run reports to find duplicate accounts, incomplete opportunity data, missing contact info. Chase reps to clean up their mess. Build validation rules to prevent future issues.
• Tech Stack Integration: Manage connections between Salesforce, Outreach, Gong, ZoomInfo, and whatever else they've purchased. When integrations break, you're triaging with support teams.
• Sales Process Optimization: Document current workflows, identify bottlenecks, propose changes. Most changes require getting buy-in from sales managers who don't want to change how they work.
• Territory & Quota Planning: Support annual planning cycles. Build models for territory assignments and quota distribution. Field complaints from AEs who think their territories are unfair.
• Enablement Support: Create training materials when you roll out new tools or processes. Most reps won't read them.

The Honest Reality

What's Hard

• You're a service function: Sales teams treat you like IT support. Requests come in constantly, often urgent, and your project work gets interrupted. You're expected to be responsive even when you're trying to focus on strategic initiatives.
• Data quality is a constant battle: Reps don't fill out fields correctly. Data gets duplicated. Integrations create mismatches. You spend a lot of time cleaning up messes instead of building new things.
• Politics and competing priorities: Sales wants speed and flexibility. Finance wants controls and accuracy. Marketing wants attribution. You're caught in the middle trying to make everyone happy.
• Change management is slow: Getting sales teams to adopt new processes or tools takes months of communication, training, and follow-up. Even good ideas face resistance.
• Scope creep: You'll get pulled into Marketing Ops, CS Ops, and Finance projects because you "understand the systems." Saying no is hard when everyone's short-staffed.

What Success Looks Like

• Sales leadership can answer "how's the business doing" questions without waiting days for you to pull reports
• Forecast accuracy improves because opportunity data is cleaner and more consistent
• Time-to-productivity for new AEs decreases because onboarding workflows are smoother
• Sales team complains less about broken tools and missing data
• You ship one or two meaningful process improvements per quarter that actually get adopted

Who You Support

Primary Stakeholders:

• VP/RVP of Sales (your reports go to them weekly)
• AE team (20-50+ reps who need your systems to work)
• SDR/BDR team (if they exist, they need different views and workflows)
• Finance team (reconciling revenue recognition and bookings)
• CS/AM team (overlapping account ownership and handoffs)

What They Care About:

• Sales Leaders: Accurate forecasts, pipeline visibility, performance metrics, productivity improvements
• Reps: Tools that don't slow them down, easy access to data, fair territory assignments
• Finance: Clean data for revenue reporting, compliance with rev rec rules, audit trails
• CS: Smooth handoffs from sales, renewal/expansion tracking, account health scores

The LMS Market Context

What Docebo Sells: An AI-powered learning platform for employee training, customer education, and partner enablement. Typical deals are $50K-$500K+ ACV depending on user counts and modules.

Buyers: CHROs, L&D Directors, Training Managers at enterprise and mid-market companies. Long evaluation cycles (3-6 months) with multiple stakeholders.

Competitive Landscape: Crowded space with established players (Cornerstone, SAP SuccessFactors) and nimble challengers (360Learning, TalentLMS). Docebo differentiates on AI features, multi-audience support, and integrations.

Sales Motion: Likely a mix of inbound (marketing-generated demos) and outbound (SDRs prospecting into target accounts). AEs run consultative sales cycles with demos, POCs, and procurement negotiations.

RevOps Implication: You're supporting a complex sale with multiple stakeholders, long cycles, and high ACVs. That means detailed activity tracking, pipeline stage rigor, and forecasting accuracy are critical.

Requirements

• 3-5 years in RevOps, Sales Ops, or similar analytical role in B2B SaaS
• Deep Salesforce expertise (admin certification helpful but not always required)
• Experience with BI tools (Tableau, Looker, or similar)
• SQL or data analysis skills to pull and manipulate large datasets
• Familiarity with sales engagement platforms (Outreach, Salesloft)
• Understanding of SaaS metrics (ARR, pipeline coverage, win rates, sales velocity)
• Strong communication skills—you'll explain technical concepts to non-technical stakeholders constantly
• Project management ability to juggle multiple workstreams
• Comfort with ambiguity and changing priorities in a fast-moving environment