Senior Revenue Operations Manager

Details

This senior individual contributor role will help build WooCommerce’s Revenue Operations function largely from the ground up. The role focuses on designing scalable systems, processes, and data foundations while partnering with Sales and Customer Success leadership to support clear decision-making, effective execution, and predictable growth.

Responsibilities

Initial Priorities

• During the first 90 days, build core dashboards, identify process and data gaps, and establish remediation plans.
• During the first 180 days, create capacity and territory models, map the technology stack and integrations, and define the attribution model.
• During the first 12 months, achieve predictable forecasting within ±10% and establish a scalable enablement foundation.

Systems and Data Foundation

• Own vendor relationships, tools, and integrations, including Salesforce, Gong, and ChiliPiper.
• Establish data quality standards, access controls, and governance practices.
• Build durable dashboards and ad hoc reporting to show performance against targets.
• Perform ongoing process and data gap analysis, prioritizing practical improvements while considering long-term scalability.
• Evaluate and implement technology or process improvements that support revenue growth.

Customer Success and Sales Enablement

• Operationalize the Customer Success function, including customer health, churn prediction, renewal workflows, escalation paths, and expansion playbooks.
• Create rules of engagement between Sales and Customer Success for complex go-to-market activities.
• Build enablement function infrastructure covering topics, processes, and schedules; training delivery is not included.

Strategic Revenue Support

• Build tracking for strategic and payment-partner merchants critical to net revenue retention.
• Analyze win/loss performance, deal cycle length, seasonality, retention, segmentation bands, and customer bands to guide strategy.
• Create capacity planning models based on pipeline velocity and customer growth.
• Support territory planning, quota setting, and compensation administration.
• Support pricing and packaging changes with data and tracking.
• Support mid-funnel pipeline reviews and Sales and Customer Success quarterly business reviews.
• Identify and surface go-to-market and Customer Success inefficiencies through data analysis.
• Build merchant health scoring, expansion-potential tracking, and red-to-green workflows.
• Design reporting that gives executives visibility, managers clarity, and representatives actionable insights into pipeline health and forecasting accuracy.

Requirements

• 6–8 or more years of experience, including experience building Revenue Operations from scratch through at least one 0-to-1 build or major foundation reset.
• A deeply data-driven approach and the ability to identify ways to obtain missing data.
• Ability to use data to surface trade-offs and inform decisions, including in challenging conversations.
• Concrete experience using AI in a current role.
• Strong hands-on Salesforce experience, including flows and integrations.
• Comfort working with data using technologies such as SQL or Python.
• Knowledge of the Revenue Operations tooling landscape and sound judgment about what works at scale.
• Pragmatic and intentional approach to balancing short-term fixes with longer-term system design.
• Ability to partner effectively with revenue leaders and communicate data-backed insights clearly to executive stakeholders.

Expected Outcomes

• Quickly answer performance questions against Sales and Customer Success targets using trusted data.
• Provide executive leadership with dashboards that clearly communicate complex business information.
• Clearly define core metrics, including NRR, CAC, LTV, ASP, time to close, and close rates, with documented data sources.

Compensation and Work Arrangement

• Salary range: $140,000–$200,000 USD per year. Salary ranges are global, regardless of location, and compensation is paid in local currency.
• Fully remote company with an open vacation policy.
• Benefits vary by country.
• Automattic is a distributed company with employees across nearly every region of the world.