Senior Manager, Revenue Operations
13 May 2025
Sunnyvale, CA, USA
About the job
- Full Time
Role Overview:
As the Senior Manager of Revenue Operations at Rafay, you’ll lead the development and execution of strategies that align Sales, Marketing, and Sales Development. Your focus will be on optimizing processes, managing technology platforms, enabling data-driven decisions and enabling teams across all to drive growth. This role requires a strategic thinker with strong operational leadership in fast-paced environments.
Key Responsibilities:
Strategic Alignment & Process Architecture
- Define and implement business architecture that supports GTM (go-to-market) teams and aligns with company goals.
- Translate revenue and pipeline goals into scalable systems and workflows across the tech stack.
- Drive cross-functional collaboration to ensure shared objectives across teams.
- Integrate GTM systems with partner and channel operations for scalable growth.
Process Optimization & Program Management
- Lead the design and continuous improvement of customer lifecycle processes—from lead generation to renewal.
- Establish governance and change management protocols to ensure adoption and consistency.
Systems & Technology Management
- Own and manage core revenue systems, including:
- MarTech: Lead management, campaign orchestration, and marketing automation (Marketo).
- SalesTech: CRM (Salesforce), sales enablement tools, engagement platforms, forecasting, and reporting.
- Simplify the tech stack to reduce friction and increase efficiency.
- Drive automation and self-service to improve user experience across GTM teams.
Data Architecture & Analytics
- Develop a data strategy that ensures consistency, governance, and actionable insights.
- Align systems with reporting needs for Sales, Marketing, and Sales Development.
- Standardize key definitions (e.g., customer stages, ARR metrics) to support unified analytics.
Leadership & Team Development
- Foster collaboration across Sales, Marketing, and Sales Development.
- Mentor team members on best practices across the customer lifecycle.
- Promote a culture of continuous improvement and data-driven decision-making.
Qualifications:
- 7+ years in Revenue Operations, including team and project leadership.
- Deep knowledge of sales processes, marketing automation, and sales development.
- Hands-on experience with Salesforce, Marketo, and BI tools (ZoomInfo, LinkedIn Sales Navigator, etc.).
- Proven ability to build and scale GTM processes and systems.
- Strong analytical, communication, and collaboration skills.
- Bachelor’s degree in Business, Information Systems, or related field—or equivalent experience.
