Revenue Operations

• Lead the company’s revenue reporting, forecasting, and analysis to support strategic top-line performance decisions
• Partner with Commercial, Commercial Operations, Market Access, Marketing, and Accounting
• Generate reporting and analytics supporting commercial execution
• Communicate revenue findings across all organizational levels
• Own monthly, quarterly, and annual revenue reporting processes
• Develop and maintain executive revenue dashboards, KPI scorecards, and performance reporting packages
• Analyze revenue trends, pricing performance, volume drivers, channel performance, and market dynamics
• Report actual results against forecast, budget, and prior-year performance
• Identify business drivers, risks, opportunities, and revenue variances
• Lead quarterly revenue updates, annual budgets, and long-range planning
• Develop and maintain forecasting methodologies and financial models
• Evaluate demand, pricing, conversion-rate, market-growth, and commercial-initiative assumptions
• Partner with stakeholders to refine forecasts and improve prediction accuracy
• Serve as a strategic finance partner to Commercial, Sales, Marketing, and Market Access
• Provide financial insights and recommendations for business decisions and growth initiatives
• Support pricing strategies, contract opportunities, and revenue optimization initiatives
• Present analyses and recommendations to leadership teams

Senior Manager, Revenue FP&A

• Own the strategy, data model, architecture, and roadmap for revenue systems, including the AI-native GTM platform, CRM, and data enrichment platform
• Own systems design for consumption, usage-based rating, minimum commitments, true-ups, and proration
• Redesign the end-to-end deal approval process, including approval matrix, discount thresholds, escalation paths, and exception handling
• Own contract design and operationalization of new products and SKUs
• Direct and prioritize work for the third-party Salesforce administration team
• Translate business requirements into executable technical specifications
• Evaluate and implement automation and agentic tools to reduce manual deal desk and administrative workload
• Partner with Finance and Legal on contract structuring, billing-system integration, pricing strategy, and revenue-recognition policies
• Define reporting and forecasting requirements for new pricing models
• Maintain and enhance Salesforce flows, processes, and integrations
• Direct the Salesforce administration team’s day-to-day execution
• Report to the Head of Revenue Operations and partner with GTM leaders
• Serve as a strategic operations leader and builder across GTM

Senior Revenue Operations Manager

• Own and operate core GTM systems, including Salesforce, sales engagement, marketing automation, and BI tools
• Translate GTM requirements into scalable workflows, automations, and processes across Sales, Marketing, Partnerships, and Account Management
• Maintain and optimize lead routing, account assignment, opportunity stages, and forecasting frameworks
• Build dashboards and analytics covering pipeline health, funnel conversion, rep productivity, bookings, and forecast accuracy
• Identify underperformance and whitespace opportunities and provide recommendations
• Provide GTM reporting for leadership, investors, and the Board
• Support forecasting cadences, quarterly planning, and coverage modeling for two segments
• Support Enterprise AEs with deal support, pricing workflows, approval routing, and data accuracy
• Build and refine segmentation, territory models, and capacity planning frameworks
• Lead programs for pipeline generation, pricing strategy, sales productivity, and stage conversion improvements
• Evaluate and implement GTM tools
• Own data accuracy across accounts, contacts, opportunities, and forecasting artifacts
• Implement standards, documentation, and processes to keep GTM systems clean, reliable, and audit-ready
• Troubleshoot issues and refine workflows to minimize friction for field teams
• Work with Data and Analytics to build and deploy AI solutions improving efficiency, productivity, and resource optimization

Revenue Operations Manager

• Lead revenue operations initiatives to optimize scaled services, enablement, and support functions
• Collaborate with cross-functional teams to align operational strategies with business objectives
• Manage stakeholder relationships across departments
• Oversee program management activities and drive operational excellence and continuous improvement
• Analyze business metrics and operational data to support decision-making and revenue growth
• Facilitate customer enablement efforts to improve service delivery and satisfaction
• Provide strategic guidance and operational support for scalable and efficient processes
• Act as a link between customers and cross-functional groups
• Manage the support lifecycle and maintain continuous feedback loops
• Provide actionable insights to guide product and platform development

Manager, Revenue Operations – Scaled Services, Enablement and Support

• Manage the claims process, including codes, modifiers, patient and insurance information, and providers on claims
• Build pre-submission checks to catch claims errors
• Own the denials process end to end, including workflow, prioritization, and escalation
• Trace denial patterns to coding rules, system settings, provider enrollment gaps, or skipped eligibility checks and fix root causes
• Track insurer implementation of the cervical cancer testing 2027 coverage requirement
• Use coverage implementation findings in appeals and escalate contracting patterns to the Principal, Revenue
• Own and explain net collection rate, denial rate, clean claim rate, days in accounts receivable, and cash collected by insurer, state, and month
• Manage aging balances and cash flow by deciding when to appeal, rebill, or stop working claims
• Own the weekly revenue cycle dashboard and denial reporting
• Partner with the data team to source metrics directly from systems
• Provide evidence for insurance negotiations and identify patients better served by self-pay at intake
• Work with Product and Engineering on insurance verification, data capture, and automated routing improvements
• Report to the Principal, Revenue Strategy & Operations

Senior Manager, Revenue Cycle Management

• Build the analytical and AI infrastructure for funnel, revenue, and GTM decision-making
• Lead a lean RevOps function supporting Sales, Marketing, Customer Success, and Finance
• Lead and develop the RevOps team, including the Deal Desk Manager and Salesforce Administrator
• Inspect pipeline creation, lead flow, funnel conversion, and rep-level productivity weekly
• Diagnose funnel breakdowns and identify successful practices to scale
• Assess opportunity and pipeline quality
• Use AI to inspect pipeline quality, deal risk, and forecast credibility
• Build AI-driven workflows for account prioritization, buying-signal detection, and weekly GTM inspection
• Partner with GTM Engineering and functional leaders on AI use cases
• Deliver full-funnel visibility from lead generation through new business, onboarding, retention, expansion, and churn
• Analyze conversion, velocity, pipeline health, cohorts, segments, revenue leakage, GRR, NRR, churn, and expansion
• Own GTM capacity planning and model returns from incremental headcount, programs, and channels with Finance
• Pressure-test forecast assumptions and surface leading indicators
• Own the GTM performance narrative for executive leadership and the Board
• Set priorities for GTM systems, data architecture, reporting, metrics, definitions, and data quality

Director, Revenue Strategy – Operations

• Own and evolve scalable global enablement programs that improve productivity, field readiness, and front line manager effectiveness
• Build practical AI-forward enablement to help the Revenue organization understand and adopt emerging AI capabilities
• Translate Ironclad’s AI and product strategy into field sales plays, messaging, and reinforcement
• Partner with Revenue leaders to identify business priorities, surface field gaps, and focus enablement on high-value opportunities
• Reinforce discovery, value-based selling, platform pitch quality, and manager coaching through programs, workshops, and certifications
• Equip the field with stronger AI-era narratives, competitive differentiation, and business-value storytelling
• Partner cross-functionally with Product, Product Marketing, Sales Ops, Legal, Customer Outcomes, and Enablement peers
• Use data, manager feedback, and field signals to identify seller challenges and design targeted performance-improvement programs
• Define and operationalize success metrics connecting enablement work to meaningful business outcomes

Senior Manager, Revenue Enablement

• Lead high-impact, cross-functional programs that drive operational excellence and key business outcomes
• Partner with leaders to prioritize and execute strategic initiatives with clear milestones and success metrics
• Establish governance, reporting, and communication structures that ensure transparency and accountability
• Use data-driven insights to inform decisions, measure impact, and optimize performance
• Facilitate cross-functional collaboration to accelerate delivery and proactively manage risks
• Drive continuous improvement through structured problem solving and process optimization
• Lead organizational change to ensure successful adoption and long-term sustainability
• Champion scalable frameworks and best practices that improve efficiency, execution, and stakeholder engagement across the organization
• Develop strategic plans and drive programs from planning through execution
• Manage risks, dependencies, stakeholder engagement, and data-driven decision-making across Walmart Connect initiatives

Senior Manager, Revenue Program Management

• Lead the Revenue Operations team and systems supporting sales, account management, and marketing
• Manage and develop 3 direct reports across sales analytics/operations, sales GTM systems, and marketing operations
• Set shared priorities and standards across team-owned platforms
• Remove roadblocks and maintain a consistent operating rhythm
• Own GMV and revenue forecasting, pipeline management, and capacity planning across new logo sales and account management
• Partner with sales and marketing leadership on new logo acquisition and existing-account expansion strategies
• Design and maintain commission plans for BDR, AE, and AM revenue functions
• Oversee customer-facing contract processes for accuracy and compliance
• Ensure the GTM systems ecosystem is integrated, accurate, and free of technical blockers
• Liaise with Product, Engineering, and Data teams on GTM data needs
• Build reporting that generates insights and improves revenue performance across the funnel
• Implement AI-enabled tools for lead enrichment, routing, forecasting, and reporting
• Champion modern AI-native GTM tools
• Identify and close process gaps across core and incubating lines of business

Senior Manager, Revenue Operations

• Lead and develop the RevOps team, set priorities, coach team members, and build investment cases for people and tools
• Translate growth targets into operating plans covering headcount, capacity modeling, segmentation, territories, and rules of engagement
• Build and improve revenue systems using Salesforce and connected tools, including data structures, integrations, routing, onboarding, and automation
• Identify and deploy practical AI workflows for account research, data enrichment, pipeline inspection, and analysis
• Establish consistent revenue metric definitions, reconcile system discrepancies, and build actionable customer-lifecycle reporting
• Support pipeline inspection, forecasting, quarterly business reviews, and board reporting
• Partner on quota setting, compensation planning, quoting, approvals, and deal desk workflows
• Improve sales, partnership, customer success, renewal, and expansion operations and handoffs
• Report to the VP of Sales
• Collaborate with Sales, Marketing, Customer Success, Partnerships, and Finance