Revenue Operations Manager - Sales Excellence

As Revenue Operations Manager for Sales Excellence, you will be the strategic partner to our Sales leadership and the operational engine behind our Account Executives. Your core mission is to counteract market headwinds by optimizing our sales mechanics, critical processes, and pipeline management.

What you'll do

• Operationalize the 2026 ICP: Drive strict alignment with our new Ideal Customer Profile, focusing our AE efforts on corporate to mid-enterprise EU organizations with 500 to 5,000 employees. Equip the sales team to prioritize accounts in regulated industries (e.g., Manufacturing, Finance, Healthcare) that are driven by compliance mandates like NIS2 and DORA.
• Optimize our Buyer Journey: Tailor our Salesforce deal stages and qualification methodology to engage the right stakeholders at the right time. Specifically, build workflows that help AEs navigate the Head of IT, who acts as the primary decision-maker in our core mid-market deals.
• Pipeline & Forecasting: Manage our Clari forecasting architecture to move the sales organization from "available data" to "actionable insights." Track and optimize foundational sales metrics such as Pipeline Velocity, Average Time in Stage, and Stage Conversion. Ensure pipeline health by maintaining a target Pipeline Coverage ratio of 3-4x.
• Deal Desk & Approval Processes: Own and refine the Deal Desk and commercial approval processes within Salesforce. Create a streamlined pricing and discounting framework that protects our margins while accelerating deal velocity.
• Tech Stack Optimization: Maximize the ROI of our GTM tech stack, acting as the business owner for tools like Salesloft or Clari. Implement AI-driven intelligence and automation to improve rep productivity.
• Cross-Functional Alignment: Act as the strategic bridge between CS, Sales and Marketing leadership as well as our Product Organisation to build a friction-free customer journey.

What you'll need

• 5+ years of professional experience in Revenue Operations, Sales Operations, or Sales Strategy ideally within a high-growth B2B SaaS environment.
• Deep understanding of B2B sales methodologies (MEDDIC etc.) and knowledge of how to hardwire these frameworks directly into CRM validation rules and sales stages.
• Highly fluent in modern SaaS and sales performance metrics. Deep understanding of the mechanics of Win Rates, Sales Cycle Length, CAC Payback, Net Magic Number, and the Rule of 40.
• Advanced administration and architectural experience with Salesforce (SFDC) and a leading forecasting platform (Clari preferred).
• Proactive analysis of Pipeline Flow and Forecast vs. Actuals dashboards to identify bottlenecks and present data-backed recommendations to the CRO and Director of RevOps.

Nice to have

• Familiarity with Salesloft or similar sales engagement platforms.

What they offer

• Flexible hours and 33 vacation days.
• Access to Open Up and corporate discounts.
• Virtual events, collaborative team activities, and opportunities for local meet-ups.
• Tech equipment, referral bonuses, and dog-friendly HQ.