Commercial Operations Manager I

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The Revenue Operations Manager is a senior individual contributor and operational leader responsible for the design, execution, and continuous improvement of revenue-generating systems across the full customer lifecycle from lead to close to retention and expansion. This role sits at the intersection of Sales, Account Management, Marketing, Finance, and Product, serving as the connective tissue that enables scalable, data-driven revenue growth.

You will own the revenue operations strategy and infrastructure, not just support it. This means leading cross-functional initiatives, shaping tooling decisions, and influencing how the business measures and optimizes commercial performance.

Revenue Strategy & Performance Intelligence

Own end-to-end revenue performance reporting across the full funnel: pipeline generation, conversion, merchant onboarding, retention, and expansion revenue.
Design and maintain executive-level dashboards and reporting frameworks that surface actionable insights for senior leadership and the Board.
Lead quarterly and annual revenue planning cycles, including capacity modeling, pipeline coverage analysis, and forecast accuracy reviews.
Proactively identify revenue risks, trends, and growth opportunities through structured analysis, and make strategic recommendations to leadership.
Define and govern the company's revenue metrics taxonomy, ensuring consistent definitions and reporting standards across BD, AM, Finance, and Product.

Go-to-Market Operations

Own the operational design and continuous improvement of go-to-market processes across Business Development and Account Management functions.
Lead the development and rollout of scalable playbooks, SOPs, and operational frameworks that improve team efficiency and performance consistency.
Partner with BD and AM leadership to identify structural bottlenecks, design solutions, and drive implementation across teams.
Oversee lead allocation strategy, routing logic, and pipeline governance, ensuring optimal coverage, speed-to-contact, and conversion across all channels (inbound, channel partnerships, referrals, and internal transfers).
Lead territory design, segmentation strategy, and capacity planning in partnership with BD leadership.

Account Management Operations

Define and govern operational standards across the Account Management function, including performance tracking frameworks, health scoring, and renewal/expansion pipeline visibility.
Lead operational initiatives that improve AM efficiency, client retention outcomes, and expansion revenue performance.
Own bandwidth management and internal transfer processes to ensure optimal resource allocation across AM teams.
Partner with AM leadership to build structured QBR and performance review cadences.

CRM & Revenue Tech Stack Ownership

Own the strategy, governance, and ongoing optimization of the CRM and broader revenue tech stack.
Lead CRM architecture decisions including workflow automation, pipeline configuration, data modeling, and integration with adjacent tools (marketing automation, BI, finance systems).
Define and enforce data quality standards, field governance, and pipeline hygiene requirements across all revenue teams.
Evaluate, onboard, and embed new revenue tooling, managing vendor relationships and change management internally.
Drive adoption across BD and AM through structured enablement programs and accountability frameworks.

Cross-Functional Leadership

Serve as the primary RevOps stakeholder in cross-functional initiatives involving Product, Finance, Risk, Marketing, and Partnerships.
Lead the operational design for new channel partnerships, product launches, and market expansions, translating strategic intent into executable operational plans.
Represent Revenue Operations in leadership forums, contributing to company-wide planning and prioritization decisions.
Manage operational dependencies across merchant onboarding, product integrations, and partner go-lives, ensuring timely and high-quality execution.

Team & Capability Development

Mentor and develop junior members of the Revenue Operations function, building team capability and operational maturity over time.
Champion a culture of structured problem-solving, data-driven decision making, and continuous improvement across commercial teams.
Contribute to the long-term build-out of the RevOps function, including headcount planning, process maturity roadmaps, and tooling strategy.

4 to 8 years of progressive experience in Revenue Operations, Sales Operations, or Commercial Strategy roles, with at least 2 years in a senior or lead capacity
Demonstrated ownership of CRM platforms at an administrative or architectural level (Salesforce, Pipedrive, HubSpot, or equivalent)
Strong command of revenue analytics including pipeline modeling, forecasting, funnel analysis, and cohort reporting
Experience partnering directly with VP/C-suite stakeholders and translating business strategy into operational execution
Advanced proficiency in data tools: Google Sheets/Excel at a minimum; SQL and BI tools (Looker, Tableau, Metabase, or similar) strongly preferred
Proven ability to lead cross-functional projects with multiple senior stakeholders
Exceptional analytical thinking, structured communication, and executive-level presentation skills

Experience in fintech, payments, BNPL, lending, or marketplace business models
Hands-on experience with CRM automation, workflow logic, and API integrations
Background in revenue forecasting, quota setting, or incentive compensation design
Experience building or scaling a RevOps function from an early stage
Exposure to GTM strategy, market expansion, or channel partnership operations