Revenue Operations Manager

The Revenue Operations Manager is a dedicated leadership role supporting Sales and Marketing and serves as a key partner at the intersection of Sales, Operations, and FP&A. This position owns and drives commercial processes, CRM data integrity, KPI tracking, forecasting cadence, and revenue performance insights. The role enables field teams through sales tools, playbooks, reporting, and operating rhythms that improve efficiency and effectiveness, allowing sellers to focus on customer engagement and closing business. By aligning strategy, data, and execution, the Revenue Operations Manager helps drive operational excellence, informed decision-making, and scalable revenue growth.

Essential Job Responsibilities:

Revenue & Pipeline Management

• Own UPS’s pipeline, bookings, and revenue outlook across all business units.
• Establish and enforce standard definitions for pipeline stages, probability, and forecast categories.
• Support CRM and quote log accuracy.
• Produce a 30‑60‑90-day revenue outlook to support S&OP and financial planning.
• Tracks opportunity → quote → PO → revenue conversion.
• Ensure Salesforce data accurately reflects reality.

Sales Process & Systems Ownership

• Serve as process owner for Salesforce and associated sales tools.
• Define required data fields, hygiene standards, and workflow logic.
• Partner with IT and Business Systems to implement improvements without disrupting field execution.
• Standardized proposal tracking and pipeline reporting currently handled in fragmented workflows.

Forecasting & Operating Cadence

• Run the weekly sales forecast cadence with Sales leadership.
• Consolidate monthly revenue outlooks with FP&A and Operations.
• Support quarterly bookings and revenue reviews for executives and Board visibility.
• Provide early warning signals for revenue gaps, execution risk, or capacity misalignment.

Sales Enablement & Lead Generation Support

• Build and maintain sales enablement assets (playbooks, call plans, battlecards, and standard operating procedures) aligned to UPS service lines and customer segments.
• Support lead creation by partnering with Marketing and Sales to define ICP/target lists; ensure leads are captured and progressed in Salesforce.
• Enable consistent outbound activity tracking (calls, meetings, site visits) and conversion reporting.
• Provide weekly enablement reporting to Sales leadership (pipeline movement, activity, conversion, and stalled-opportunity reasons) to improve execution.

Proposal Discipline

• Maintain centralized proposal/quote log, including stage, value, probability, key dates, and outcome (win/loss/no-bid).
• Track cycle time, win/loss drivers, and margin trends; share insights to improve bid selectivity and execution.
• Partner with Contracts and Finance to support pricing governance and approval workflows.

Compensation, Targets & KPI/Performance Tracking

• Partner with Finance implement and administer:
  • Sales targets and quotas
  • Payout rules and payout logic
  • KPI dashboards (pipeline coverage, conversion rates, activity, win rate, margin, forecast accuracy)
• Define and publish performance measures and operating scorecards for Sales leadership (team and individual), aligned to quarterly/annual plans.
• Ensure transparency and trust in compensation outcomes through clear rules, auditability, and timely reporting.
• Provide leadership visibility into performance vs. plan and corrective actions required to close gaps.

Cross-Functional Leadership

• Act as the connective tissue between:
  • Sales
  • Operations
  • Finance / FP&A
  • Marketing
  • Business Systems / IT
• Translate commercial activity into operational and financial signals the organization can act on.
• Support integration of acquisitions into a single commercial operating model.

Market, Industry & Customer Intelligence

• Track industry events, customer activity signals, and competitive context; translate insights into prioritized target lists and account coverage recommendations.
• Monitor customer behaviors across the funnel (inquiry patterns, buying cycles, service mix, renewal/turnaround timing) and identify whitespace opportunities.
• Produce market penetration reports (by geography, account, service line, and end market) for leaders and the supporting team to guide focus and resource allocation.

Preferred Education:

• Bachelor’s degree in Business Administration, Finance, Operations Management, Marketing, Analytics, or a related discipline.
• Experience leading cross-functional initiatives involving Sales, Operations, Finance, and Marketing.
• Advanced proficiency with CRM platforms (such as Salesforce, Microsoft Dynamics 365, or similar systems) and business intelligence/reporting tools.
• Experience developing KPI frameworks, sales enablement programs, and revenue forecasting processes.
• MBA or other advanced business degree is a plus.

Required Experience:

• 8-12+ years in Revenue Operations, Sales Operations, or Commercial Operations.
• Experience supporting complex B2B sales organizations.
• Experience leading cross-functional initiatives.

Required Skill:

• Salesforce CRM administration and reporting.
• Forecasting and pipeline management.
• Business intelligence and analytics tools (Power BI, Tableau, Salesforce reporting, etc.).
• Financial and revenue analysis.
• Process design and continuous improvement.
• Executive-level communication and presentation skills.
• Project management and change management.

Working Conditions:

• Operates in a highly collaborative, cross-functional environment that requires frequent interaction with leaders across the organization.
• Partners closely with Sales, Marketing, Operations, and Finance teams to drive revenue performance, forecasting accuracy, and operational excellence.
• Regularly analyzes and interprets business, sales, and operational data to support decision-making and performance management.
• Balances strategic planning with hands-on execution, including CRM administration, reporting, process improvement, and sales enablement activities.
• Must be comfortable managing multiple priorities, influencing stakeholders, and driving adoption of new processes and tools across the organization.

Pay: $100K – $115K DOE

Benefits offered:

• Medical/Dental/Vision
• Health Savings Account
• Short-term disability
• 100% employer paid Long-term Disability
• 100% employer paid life insurance
• 401K match
• Paid time off
• Employee Assistance Program

EEO Statement:

Universal Plant Services is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, sexual orientation, gender identity, national origin, citizenship status, protected veteran status, genetic information, or physical or mental disability.