Senior Revenue Operations Manager

GitLab

. Own policies defining how deals are booked, credited, and forecasted, including bookings rules, opportunity netting, and sales stages and exit criteria .

Posted 10/9/2026full-timeRemote • United States, CanadaSenior💰 $104,800 - $176,400 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in Sales Operations and Revenue Operations, with a strong focus on forecasting processes, data analysis, and policy implementation. Proficient in collaborating with cross-functional teams and communicating effectively with senior leadership.

Highest-signal resume keywords

Sales Operations ExperienceForecast Process ManagementData Analysis SkillsExcel ProficiencyCRM Systems Understanding

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Forecasting MethodologyRoot-Cause AnalysisPipeline Stages KnowledgeBookings Rules DefinitionModel BuildingData ValidationProcess DocumentationMetrics CoordinationOpportunity NettingSales Stages Management

Soft Skills

Clear Writing SkillsIndependent Work AbilityCollaboration SkillsMentoring AbilityComfort with Senior Leaders

Tools & Technologies

ExcelGoogle SheetsClariSalesforce

Industry Keywords

B2B Subscription BusinessRevenue ForecastingDeal PoliciesCompensation EffectsPipeline Hygiene

About the role

Key responsibilities & impact

Own policies defining how deals are booked, credited, and forecasted, including bookings rules, opportunity netting, and sales stages and exit criteria
Write policies, obtain approval, and ensure the field understands changes and rationale
Identify, validate, size, and resolve process problems using data and root-cause analysis
Partner with Revenue Systems to implement policies through system rules, validations, and alerts
Improve forecast methodology by comparing actual results with forecasts, explaining variances, and changing ineffective processes
Reconcile field forecasts with the finance outlook alongside Finance and Revenue Analytics
Own the weekly forecast readout for the CRO and sales leadership
Bring forecasting and policy perspectives into annual planning
Coordinate the CRO organization’s weekly, monthly, and quarterly reviews, metrics, and follow-ups
Measure impacts on pipeline hygiene, data quality, forecast accuracy, and bookings
Collaborate with Revenue Strategy & Operations, Finance, Product, Data, and Enablement through field adoption
Maintain cadence documentation
Mentor team members and improve process documentation and execution

Requirements

What you’ll need

Experience in Sales Operations, Revenue Operations, management consulting, or a similar role, including running a forecast process day to day in a B2B subscription business
Practical understanding of pipeline stages, deal bookings and crediting, bookings and ARR definitions, and compensation effects on sales representative behavior
Strong data and analysis skills
Highly proficient in Excel or Google Sheets
Ability to build models from scratch and validate numbers
Ability to work independently and collaborate with stakeholders
Clear, concise writing skills
Comfort working with senior leaders, including a CRO
Systems thinking and ability to learn new tools and domains quickly
Understanding of connections among CRM, quoting, billing, and compensation systems
Helpful, but not required: experience with bookings, crediting, or deal policies; consumption or usage-based revenue forecasting; Clari; Salesforce reporting; consulting, strategy, or structured problem-solving

Benefits

Comp & perks

Benefits to support your health, finances, and well-being
Flexible Paid Time Off
Team Member Resource Groups
Equity Compensation & Employee Stock Purchase Plan
Growth and Development Fund
Parental Leave
Incentive pay targeted at up to 100% of offered base salary for sales roles