Revenue Operations Manager/Director

Overview

You manage the revenue operations function at Revenue Grid, a company that sells activity capture and revenue intelligence software to enterprises. You'll spend your time in Salesforce admin work, building reports and dashboards, troubleshooting data quality issues, and working with sales leadership to improve forecast accuracy and pipeline metrics. You're the person sales reps come to when something breaks or they need reporting.

Role Snapshot

Company Context

Stage: Established (134 employees, no recent funding data available)

Size: 134 employees

Growth: Actively hiring for RevOps, suggesting scaling phase

Market Position: Competing in revenue intelligence/activity capture space alongside Salesforce ecosystem players (likely competing against Gong, Clari, People.ai, Troops)

Product: Activity capture solution that syncs customer interactions to Salesforce for enterprise customers in financial services, consulting, and tech

What You'll Actually Do

Time Breakdown

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

Key Activities

• Salesforce Administration: Managing fields, workflows, validation rules, integrations. Revenue Grid sells a Salesforce product, so your Salesforce instance needs to be pristine. You'll spend time fixing data quality issues, updating lead routing, managing user permissions.
• Reporting & Dashboards: Building and maintaining pipeline reports, forecast dashboards, activity metrics. Sales leadership will ask for custom reports weekly. You'll be the person translating "I need to see X" into actual Salesforce reports.
• Process Optimization: Documenting and improving sales processes—lead routing, opportunity stages, approval workflows. This means sitting in on deal reviews, finding where things break down, and building solutions.
• Tools & Integrations: Managing the sales tech stack beyond Salesforce—whatever sequencing tool SDRs use, call tracking, enrichment tools. You'll evaluate new tools, manage implementations, and troubleshoot when integrations break.
• Forecasting Support: Working with sales leadership on forecast accuracy. This means cleaning pipeline data, validating close dates, identifying at-risk deals, and probably building weighted pipeline models.
• Enablement Support: Creating how-to guides for reps, running training on new processes or tools, answering "how do I do this in Salesforce" questions constantly.

The Honest Reality

What's Hard

• Data Quality Never Ends: Reps don't log activities consistently. Opportunity stages are wrong. Contact roles are missing. You'll spend significant time on data hygiene that feels like pushing a boulder uphill.
• Everyone Wants Custom Reports: Sales leadership will ask for one-off analysis constantly. "Can you show me..." becomes your most-heard phrase. Balancing strategic work with report requests is constant.
• You're the Bottleneck: When Salesforce breaks, when a dashboard is wrong, when a process doesn't work—you're the person who gets pinged. You'll have days where you don't get to your planned work because you're firefighting.
• Selling a Salesforce Product Adds Complexity: Revenue Grid's product integrates with Salesforce, so your internal Salesforce setup is also a window into the product for prospects/customers. Extra pressure to keep things clean.
• Building vs Inheriting: Depending on what exists, you might be building this function from scratch or fixing inherited messes. Either way, there's likely technical debt and poorly documented processes.

What Success Looks Like

• Forecast Accuracy Improves: Sales leadership trusts the pipeline data and forecast accuracy increases to 85%+
• Reps Stop Complaining About Systems: When you fix the annoying stuff—lead routing that doesn't work, reports that break, data that's wrong—and reps notice
• Clean Data: Opportunity data is actually accurate, contact roles are filled out, activity logging increases
• Faster Insights: You can answer "how's the pipeline looking" questions in minutes instead of hours of data cleanup

Who You're Supporting

Internal Stakeholders:

• Sales Leadership (VP Sales/CRO): Need accurate forecasts, pipeline visibility, performance metrics
• AEs: Need clean data, working processes, quick answers to Salesforce questions
• SDRs/BDRs: Need functioning sequences, clear handoff processes, activity tracking
• Finance: Need accurate commission data, revenue recognition support

What They Care About:

• Sales Leadership: Can I trust this forecast? Where are the pipeline gaps? Why did we miss the quarter?
• Reps: Why is this broken? How do I do this? Can you build me a view that shows...
• Finance: Are these revenue numbers accurate? Can you validate these commission calculations?

Requirements

• Salesforce Admin Experience: You need to actually know Salesforce—not just run reports, but build workflows, manage fields, understand the data model. Admin certification helpful.
• Sales Process Knowledge: Understanding of B2B sales—what opportunity stages mean, how pipeline works, what metrics matter. You can't optimize what you don't understand.
• SQL or Data Skills: Ability to work with data beyond Salesforce reports—likely some SQL, comfortable in Excel/Sheets, can build models.
• Project Management: Managing multiple projects simultaneously—tool implementations, process rollouts, dashboard builds—without dropping balls.
• Communication Skills: Translating between sales language and technical requirements. Explaining "no" diplomatically when someone asks for something unrealistic.
• Comfort with Ambiguity: This role likely doesn't have a clear playbook. You'll be figuring out priorities, making tradeoffs, building processes from scratch.
• B2B SaaS Experience: Understanding the revenue model, metrics, and sales motions in B2B SaaS, ideally at similar company stage/size.