Revenue Operations Manager

Role Overview

We’re looking for a fractional Revenue Operations Manager who can own the strategy, systems, and analytics behind our revenue motions. This person will work closely with leadership (Sales, Operations, and Finance) to design compensation plans, standardize reporting, and make sure our CRM and billing tools accurately reflect reality.

You’ll start as a fractional/part-time partner with the potential to grow your involvement as we scale.

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Key Responsibilities

Compensation & Incentive Design

• Design and maintain complex compensation and commission structures for sales, account management, and other revenue-impacting roles.
• Model different comp scenarios and their impact on margin, ARR/MRR, and profitability.
• Create clear documentation, one-pagers, and calculators so team members understand exactly how they’re paid.
• Set up processes for monthly/quarterly commission calculation, review, and approvals.

Revenue Systems & Data

• Own the RevOps tech stack across CRM, billing, and reporting tools (e.g., HubSpot, Chargebee/payment processor, spreadsheets, etc.).
• Ensure data integrity across systems: deal stages, ARR, active seats, churn, discounts, and credits.
• Build and maintain dashboards for leadership (pipeline, bookings, active VAs, churn, expansion, and margins).

Process & Workflow Design

• Map the full lead → opportunity → client → billing workflow and identify gaps, leaks, and bottlenecks.
• Standardize handoffs between Sales, Operations, Finance, and Account Management.
• Implement playbooks for pricing approvals, discounts, rate changes, and buyout scenarios.

Revenue Analytics & Forecasting

• Build and maintain bookings and revenue forecasts by client, role, and segment.
• Analyze performance vs targets (e.g., win rates, time-to-close, ramp, churn, retention, LTV).
• Provide insights and recommendations to leadership on where to optimize pricing, comp plans, and headcount.

Advisory & Stakeholder Collaboration

• Act as a strategic advisor to leadership on how comp plans and processes should evolve as we add new offerings and pricing models.
• Partner closely with Operations to ensure our policies and client agreements align with our revenue models.
• Train internal teams on new processes, dashboards, and incentive structures.

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Requirements

• 4+ years in Revenue Operations / Sales Operations / Finance / Strategy in a B2B services or SaaS-type environment.
• Demonstrated experience building or managing complex compensation plans (tiered commissions, spiffs, accelerators, base + variable, etc.).
• Strong command of CRM tools (preferably HubSpot) and comfort working across billing/payment platforms and spreadsheets.
• Advanced Excel/Google Sheets skills (index/match or VLOOKUP, pivot tables, scenario modeling).
• Ability to translate messy, real-world processes into clear workflows, SOPs, and dashboards.
• Strong business acumen: understands margin, CAC, LTV, ARR/MRR, and unit economics.
• Comfortable working in a fractional/consultant capacity, setting priorities, and driving outcomes with limited oversight.

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Nice-to-Have

• Experience with outsourcing / staffing / agency business models.
• Background supporting US-based sales teams with remote/ offshore delivery teams.
• Experience designing or implementing buyout structures, referral/affiliate commissions, or partner programs.

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How to Apply

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