[Remote] Revenue Operations Manager

Note: The job is a remote job and is open to candidates in USA. The Washington Post is seeking a Revenue Operations Manager to design and operationalize the infrastructure that powers their go-to-market organization. This role involves architecting frameworks and implementing operational models to enhance revenue team efficiency and accountability.

Responsibilities

• Design and evolve the go-to-market operational model, including ICP definition, market segmentation, competitive positioning, and GTM motion design
• Operationalize territory assignments, account routing rules, and pipeline hygiene cadences directly in CRM
• Translate executive business objectives into specific operational blueprints, processes, and measurable execution plans
• Lead the development of an AI-first GTM operating model — identifying where AI agents, automation, and predictive intelligence can replace or augment manual RevOps workflows across every domain
• Evaluate, recommend, and implement AI-native GTM tools for pipeline intelligence, lead scoring, forecasting, and conversation analytics (e.g. Clari, Clay, 6sense, Gong Forecast)
• Build and document AI-assisted workflows for common RevOps tasks — territory modeling, QBR prep, comp modeling, pipeline inspection — to drive speed and consistency across the team
• Use AI tools (e.g. Claude, ChatGPT, Copilot, Notion AI) to accelerate your own output and serve as the internal subject matter expert on emerging AI capabilities relevant to revenue operations
• Track AI tool ROI across the revenue org; partner with GTM Enablement to train and enable the revenue team on approved AI workflows
• Design and own the lead lifecycle model, including MQL, SAL, and SQL definitions, handoff rules, and SLA standards between Marketing and Sales
• Define lead scoring methodology, segmentation logic, and attribution modeling strategy (first-touch and multi-touch) in partnership with Marketing and Finance
• Administer and optimize the marketing automation platform (MAP), including workflows, nurture sequences, campaign operations, and MAP-to-CRM data hygiene
• Build and deliver campaign performance reporting, funnel conversion dashboards, and channel ROI analysis
• Design and own the deal desk framework, including approval tiers, escalation paths, authority matrices, and SLA standards for non-standard deal review
• Develop deal structuring guidelines covering discounting thresholds, multi-year pricing, bundling, and non-standard commercial terms, in partnership with Finance and Legal
• Serve as the primary deal desk point of contact for AEs — reviewing, approving, and structuring complex deals within defined governance parameters
• Manage deal approval workflows end-to-end: from AE request through Legal redline to closed-won booking and post-close reconciliation
• Track deal exceptions and discount patterns; produce monthly deal desk reporting for revenue leadership
• Design comp plans aligned to business outcomes and growth stage, including incentive structures, accelerators, SPIFFs, and quota frameworks
• Model plan cost and efficiency in partnership with Finance; manage the annual and mid-year comp plan rollout process
• Run weekly forecasting operations and maintain forecast accuracy tracking across segments and sales teams
• Build and manage dashboards for pipeline health, rep performance, conversion trends, and revenue metrics that support executive decision-making
• Deliver QBR analytics including win/loss analysis, pipeline cohort reporting, and full-funnel performance reviews
• Own annual and H2 revenue planning cycles, including capacity modeling, headcount planning, territory design, and coverage model development
• Lead QBR preparation, facilitation, and follow-through across the revenue leadership team
• Develop and maintain quota frameworks and compensation models in partnership with Finance
• Build and maintain Salesforce workflows, fields, automations, and integrations that improve operational efficiency, data integrity, and seller productivity
• Manage the broader GTM tech stack — evaluating integration health, monitoring automation performance, and enforcing data hygiene standards
• Own the systems and data foundation required to support AI-driven GTM motions, including clean data pipelines, unified customer records, and model-ready CRM architecture
• Architect sales stage definitions, exit criteria, qualification frameworks (e.g. MEDDIC), and handoff protocols between Marketing, SDR, AE, and Customer Success
• Define and enforce pipeline management standards, deal governance, and cross-functional rules of engagement
• Establish and run a Quarterly → Monthly → Weekly operational cadence across the revenue organization

Skills

• 4–7 years of experience in Revenue Operations, Sales Operations, GTM Strategy, or a related operational role within a B2B SaaS or high-growth organization
• Demonstrated experience designing and implementing operational frameworks, processes, and systems that support revenue growth and organizational scalability
• Strong Salesforce expertise including workflow automation, reporting, CRM administration, and process optimization
• Experience owning or supporting forecasting processes, territory planning, pipeline management, and revenue analytics
• Advanced proficiency in Excel or Google Sheets; experience building dashboards in BI tools such as Tableau, Looker, or equivalent platforms
• Experience collaborating cross-functionally with Sales, Marketing, Finance, Customer Success, and Legal teams
• Experience evaluating or implementing AI-native GTM tools and translating their output into operational decisions
• Bachelor's degree or equivalent combination of education and practical experience
• Salesforce Administrator certification or equivalent CRM administration experience
• Experience working with GTM platforms such as HubSpot, Marketo, Gong, Outreach, Clari, Clay, 6sense, ZoomInfo, or CPQ tools
• Experience owning compensation design, quota planning, or capacity modeling end-to-end
• Hands-on deal desk experience including non-standard deal structuring, CPQ configuration, and approval governance
• Experience with marketing operations, attribution modeling, funnel analytics, or MAP administration
• Experience in a RevOps consulting or advisory capacity — you have seen multiple GTM environments and can pattern-match quickly
• Familiarity with PLG or hybrid PLG + Sales motions
• SQL, Python, or advanced data analysis capabilities for deeper analytical work
• Experience building AI-assisted workflows or prompt libraries for a revenue or GTM team
• Familiarity with no-code automation tools (e.g. Zapier, Make, n8n) applied to RevOps workflows

Benefits

• Competitive medical, dental and vision coverage
• Company-paid pension and 401(k) match
• Three weeks of vacation and up to three weeks of paid sick leave
• Nine paid holidays and two personal days
• 20 weeks paid parental leave for any new parent
• Robust mental health resources
• Backup care and caregiver concierge services
• Gender affirming services
• Pet insurance
• Free Post digital subscription
• Leadership and career development program
• Benefits may vary based on the job, full-time or part-time schedule, location, and collectively bargained status
• This position may be eligible for a bonus or incentive program, and a member of the Talent Acquisition team will discuss bonus payment terms and conditions during the interview process.

Company Overview

Company H1B Sponsorship