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Staff Revenue Operations Manager
Horizon3.aiSales Operations Manager driving organizational growth and efficiency in a fast-growing cybersecurity company. Partnering with sales leadership to optimize operations for Enterprise and MSP segments.
Tech Stack
Tools & technologiesAWS
About the role
Key responsibilities & impact- Serve as the primary sales operations partner to AMER Enterprise Sales and AMER Channel & MSP leadership, supporting the respective VPs and their teams across both end-user and partner motions
- Own the forecasting process for both ENT and MSP/MSSP, including weekly pipeline reviews, call preparation, and executive-level reporting with clear, actionable narratives
- Monitor pipeline health, coverage ratios, stage conversion, and deal velocity across the Enterprise (5,000+ employee accounts) and MSP/MSSP segments
- Analyze funnel performance, win rates, and rep productivity (pipeline per rep, attainment, conversion) to surface risks and opportunities for leadership across both motions
- Drive CRM hygiene and opportunity data quality standards across ENT AEs and MSP AEs, including proper model-type tagging, partner attribution, and forecast exclusion flagging for co-sell deals
- Operationalize and enforce the MSP/MSSP Rules of Engagement (ROE), including co-sell workflows, dual-credit scenarios, opportunity exclusion logic, and end-user engagement documentation requirements
- Partner with Partner Operations and Channel teams on MSP program mechanics, deal registrations, Pax8 attribution, and AWS Marketplace workflows
- Act as a strategic partner to the Director of Global Sales Operations in shaping the AMER ENT and MSP/MSSP operating model, covering how the business is structured, measured, and scaled
- Lead capacity and headcount planning for both segments, helping to model coverage needs, ramp assumptions, and rep productivity expectations as the AMER team grows
- Own quota design and annual planning processes for ENT and MSP/MSSP, partnering with Finance and RevOps to ensure plans are aligned to company targets and drive the right selling behaviors
- Develop and maintain compensation strategy inputs for ENT AEs and MSP AEs, including co-sell crediting models and Everstage crediting accuracy for dual-credit scenarios
- Serve as a key contributor to Rules of Engagement design and updates, advising on account ownership policies, expansion windows, and ENT/MSP co-sell governance as the business evolves
- Support territory design and account segmentation as the ENT and MSP teams scale, ensuring coverage models are efficient and equitable
- Contribute to executive and board-level reporting, translating ENT and MSP performance data into clear operating narratives
- Partner with RevOps Systems teams to ensure Salesforce workflows, routing logic, and reporting infrastructure accurately reflect both the ENT and MSP/MSSP motions
Requirements
What you’ll need- 8+ years of experience in Sales Operations or Revenue Operations, with demonstrated progression in scope and complexity
- Experience supporting Enterprise sales teams or large-deal, complex-cycle selling environments
- Experience with partner, channel, or MSP/MSSP sales operations, including co-sell models, dual-credit compensation, and partner program mechanics
- Deep fluency in Salesforce, covering opportunity management, pipeline reporting, territory logic, and data governance
- Strong command of forecasting methodologies and pipeline inspection frameworks
- Experience with quota design, capacity planning, and territory optimization at the Enterprise segment level
- Ability to operate across two distinct business motions simultaneously, managing competing priorities with rigor and stakeholder alignment
- Experience with tools such as Gong, DealHub, Everstage, and ZoomInfo is a strong plus
- Clear, data-driven communication style with the ability to translate complex operational data into executive-ready insights
- Recognized organizational influence with the ability to shape how the business defines, measures, and improves its go-to-market operations across multiple teams
- Ability to diagnose systemic issues and drive structural improvements, not just execute within existing frameworks
- A track record of working directly with senior sales leadership as a trusted planning and strategy partner, not just an operational support function.
Benefits
Comp & perks- Health, vision & dental insurance for you and your family
- Flexible vacation policy
- Generous parental leave
- Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive.
- Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities.
- Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking.
- Hybrid & Remote Work: We embrace a mix of remote and hybrid work models depending on role and location.
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Sales OperationsRevenue OperationsForecasting MethodologiesPipeline ManagementQuota DesignCapacity PlanningTerritory OptimizationData GovernanceOpportunity ManagementPerformance Analysis
Soft Skills
Data-Driven CommunicationOrganizational InfluenceStakeholder AlignmentProblem DiagnosisStrategic Partnership