UpGuard

Revenue Operations Manager

UpGuard

full-time

Posted on:

Location Type: Remote

Location: California • Colorado • United States

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Salary

💰 $120,000 - $150,000 per year

About the role

  • Proxy Leadership: Act as the primary operational decision-maker for the North American time zone. You will handle escalations, approve exceptions within policy, and provide immediate guidance to leadership without waiting for the Australian team to wake up.
  • Thought Partnership: Collaborate with Sales and Success leaders to identify risks and opportunities. Don't just report the news; make the news. If a territory is underperforming, analyze why and propose a solution.
  • Cross-Functional Orchestration: Serve as the "front door" for RevOps in the Americas. You will triage requests, determining what needs to go to the Systems team, what needs Deal Desk support, and what requires with global stakeholders.
  • Forecasting Excellence: Own the global forecasting process. Run the weekly forecast calls, pressure-test deals using our methodology (MEDDPICC), and deliver a predictable number.
  • Pipeline Hygiene: Monitor the health of the funnel. rigorous analysis of stalled deals, stage duration, and conversion rates. You will hold the team accountable to the "truth" of the data.
  • QBRs and Planning: Lead the data preparation and operational structure for Quarterly Business Reviews, ensuring discussions are grounded in fact, not opinion
  • Commission Incentives: Take full operational ownership of the sales compensation process. You will calculate monthly commissions, design plans and ensure alignment to strategy. Act as the neutral arbiter for commission disputes, resolving them with fairness and transparency in line with our "No games" value.
  • Dynamic Territory Management: Manage the allocation of patches and accounts. Use data to carve territories that ensure equitable opportunity and maximize market coverage.
  • The "Product Manager" for Ops: You will collaborate with the RevOps Systems team to request new builds. You will write the user stories, define the business requirements, and assist in User Acceptance Testing (UAT).
  • Insights & Dashboards: You will be in charge of the dashboards that drive our key roles. You will build "simple things" (reports, dashboards, list views) yourself in HubSpot/Salesforce to provide immediate value, while escalating complex architectural changes to the Systems team.
  • Change Management: Partner with the Sales Enablement team to roll out new processes and tools. You are the "Process Owner" who ensures that a new process is understood, trained, and adopted by the field.
  • Adoption Monitoring: Track the usage of our tools and processes. If the team isn't using a new workflow, find out why and fix it.
  • While Systems and Deal Desk are well-supported, you will act as a knowledgeable backup and escalation point, ensuring no bottleneck stops a deal from closing. The US is our biggest and we need well-reasoned decision making when Australian leadership is offline.

Requirements

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Benefits
  • Monthly Lifestyle subsidy: Use this for financial, physical, and mental well-being
  • WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard
  • $1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance
  • Annual leave: Generous leave days to give you time to recharge your batteries.
  • 18 weeks paid Parental Leave: Irrespective of parenting role
  • Personal Leave Allowance: This includes sick & carer’s leave
  • Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance
  • Top-spec hardware: All team members will be provided with top-spec laptops for their role
  • Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work
  • Health Insurance: Health, dental, and vision insurance
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
forecastingdata analysispipeline managementcommission calculationterritory managementuser acceptance testingreportingdashboard creationbusiness requirements definitionprocess design
Soft Skills
leadershipcollaborationproblem-solvingcommunicationdecision-makingchange managementaccountabilitynegotiationadaptabilitystrategic thinking