Senior Revenue Operations Manager

Details

At WooCommerce / Automattic, we’re scaling our B2B merchant acquisition efforts and building a Revenue Operations function largely from the ground up. This senior individual contributor role partners closely with Sales and Customer Success leadership to design systems, processes, and data foundations that enable clear decision-making, effective execution, and predictable growth. The role is fully remote and global.

Responsibilities

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

Systems & Data Foundation

• Own vendor relationships, tools, and integrations (examples called out: Salesforce, Gong, ChiliPiper).
• Establish data quality standards, access controls, and governance practices.
• Build durable dashboards and ad hoc reporting that answer “where are we vs. target?”
• Perform ongoing process and data gap analysis and prioritize practical improvements while keeping long-term scalability in mind.
• Evaluate and implement technology or process improvements to support revenue growth.

CS & Sales Enablement

• Operationalize CS function: customer health, churn prediction, renewal workflows, escalation paths, expansion playbooks.
• Create rules of engagement between Sales and CS for complex go-to-market models.
• Build enablement function infrastructure (topics/process/schedule—not training delivery).

Strategic Revenue Support

• Build tracking for strategic/payment partner merchants critical to Net Revenue Retention (NRR).
• Analyze performance trends to guide strategy: win/loss, deal cycle length, seasonality, retention, segmentation and customer bands.
• Create capacity planning models based on pipeline velocity and customer growth.
• Territory planning, quota setting, and compensation administration.
• Support pricing and packaging changes with data and tracking.
• Support mid-funnel pipeline reviews and Sales/CS QBRs.
• Identify and surface GTM and CS inefficiencies through data analysis.
• Build merchant health scoring, expansion potential tracking, and red-to-green workflows.
• Design reporting for executives, managers, and reps—from pipeline health to forecasting accuracy.

Requirements

• 6–8+ years of experience, including at least one 0→1 RevOps build or major foundation reset.
• Deeply data-driven; able to identify missing data and design how to capture it.
• Comfortable speaking truth to power and using data to surface trade-offs and inform decisions.
• Practical experience applying AI in real examples (not just theory).
• Hands-on technical experience with Salesforce (flows, integrations) and working with data (SQL or Python).
• Strong knowledge of the RevOps tooling landscape and good judgment about what scales.
• Pragmatic, intentional approach balancing short-term fixes with longer-term system design.
• Ability to partner as an equal with revenue leaders and communicate data-backed insights to executive stakeholders.

What Good Looks Like

• Quickly answer “where are we vs. Sales and CS targets?” using trusted data.
• Executives rely on ELT-ready dashboards that communicate complex business simply.
• Core metrics (NRR, CAC, LTV, ASP, time to close, close rates) are clearly defined with documented data sources.

Benefits & Compensation

• Salary range: $140,000 - $200,000 USD (global range; paid in local currency where applicable).
• Fully remote company with an open vacation policy.
• Additional benefits and country-specific benefit details available on the company Benefits Page. Links provided in the original posting for compensation philosophy, benefits, hiring process, and accessibility accommodations.

About Automattic

Automattic is a distributed company (20+ years) behind WordPress.com, WooCommerce, Tumblr, and other products. The company emphasizes open source, diversity, inclusion, and accessibility. Automattic participates in E-Verify in certain locations and provides accommodations for applicants with disabilities.