Revenue Operations Manager
About Mimecast
The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted. Work Protected.
Overview
As a Revenue Operations Manager at Mimecast, you'll be the day-to-day Field Sales Operations partner to one or more Sales VPs. You'll help sales leaders understand their business, make decisions backed by data, and translate company strategy into operational programs the field can execute.
Field Sales Operations is part of Global Go-To-Market Operations. Reporting to the Senior Director, Revenue Operations, you'll run the forecast cadence for your assigned segment, maintain territory assignments, analyze sales performance, and coordinate initiatives across Sales, RevOps, Finance, Marketing, and Enablement.
This role sits between strategy and execution. You won't own the CRM or the broader RevOps technology stack, but you'll be a sophisticated user of both, responsible for the business logic that makes their data and processes useful to the field.
Success in this role means accurate forecasts and high-quality weekly submissions; trusted partnerships with your assigned sales leaders; strong pipeline hygiene and data quality; and on-time delivery of planning, reporting, and process rollouts. You'll also be measured on accurate attainment tracking, timely resolution of compensation discrepancies, and effective coordination that reduces friction between field sales, RevOps, Finance, and Enablement.
What You'll Do
- Own your segment's weekly forecast cadence, turning pipeline and deal reviews into a clear narrative of risks and opportunities that feeds accurately into the broader organizational forecast.
- Analyze pipeline health, quota attainment, win/loss trends, deal velocity, and rep activity, delivering actionable recommendations to sales leaders.
- Build and maintain dashboards and reporting frameworks that give leaders real-time visibility without manual data pulls.
- Maintain territory assignments with RevOps and the CRM team, manage exceptions and account escalations, and coordinate new hire setups and coverage changes within defined service-level agreements.
- Translate sales processes, plays, and methodology changes into field-ready documentation, coordinated training, and adoption tracking; reinforce pipeline hygiene through clear standards and regular reviews.
- Be the primary operational contact for reps and managers, resolving business logic questions and routing systems issues to RevOps.
- Monitor quota attainment, partner with Finance to resolve compensation discrepancies and quota disputes, and track sales incentive program participation and outcomes.
- Contribute field-level input on territory design, quota setting, and coverage models to annual planning, and own your segment's data validation, stakeholder communication, and rollout coordination.
- Connect Sales with Finance, Marketing, Enablement, and the broader GTM team, representing field needs in system and process decisions.
What You'll Bring
- Experience in sales operations, revenue operations, or a closely related business operations function in B2B SaaS, with the ability to independently run a segment's operational cadence, manage competing workstreams, and turn sales data into recommendations for senior leaders.
- Experience supporting a field sales team and an understanding of what sales managers need to run their business.
- Strong analytical skills: you can turn raw data into clear insights and actionable recommendations.
- Advanced Excel proficiency and experience with at least one BI or forecasting tool, such as Tableau, Power BI, Clari, or an equivalent.
- Working knowledge of Salesforce or an equivalent CRM, with the ability to query, validate, and interpret data confidently.
- Communication and stakeholder management skills, including presenting findings and recommendations to VP-level sales leaders.
- The ability to manage multiple workstreams, prioritize competing demands, and deliver on time.
- Comfort working through ambiguity and adapting as priorities and processes change.
- Nice to have: experience in cybersecurity or enterprise SaaS with a multi-segment or multi-region sales organization.
- Nice to have: exposure to sales compensation plan design and quota-setting methodology.
- Nice to have: experience in a structured Revenue Operations team where systems and field operations are separate functions.
- Nice to have: experience managing or mentoring junior operations team members.
- Nice to have: familiarity with sales methodologies such as MEDDIC, MEDDPICC, or Challenger.
The base salary range for this position is 104,000−156,000 USD plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
Belonging at Mimecast
Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.
We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.
We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.
If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing [email protected].
Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.
Skills Required
- Experience in sales operations, revenue operations, or a closely related business operations function in B2B SaaS
- Ability to independently run an operational cadence and manage competing workstreams
- Experience supporting a field sales team
- Strong analytical skills and ability to turn sales data into actionable recommendations
- Advanced Excel proficiency
- Experience with at least one BI or forecasting tool such as Tableau, Power BI, Clari, or equivalent
- Working knowledge of Salesforce or an equivalent CRM
- Communication and stakeholder management skills, including presenting to VP-level sales leaders
- Ability to manage multiple workstreams, prioritize competing demands, and deliver on time
- Comfort working through ambiguity and adapting to changing priorities and processes
- Experience in cybersecurity or enterprise SaaS with a multi-segment or multi-region sales organization
- Exposure to sales compensation plan design and quota-setting methodology
- Experience in a structured Revenue Operations team with separate systems and field operations functions
- Experience managing or mentoring junior operations team members
- Familiarity with MEDDIC, MEDDPICC, or Challenger sales methodologies
Mimecast Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Mimecast and has not been reviewed or approved by Mimecast.
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Fair & Transparent Compensation — Pay is characterized as solid and competitive relative to similar companies, with a wide range of role-based salary outcomes. Compensation satisfaction is reinforced by frequent references to pay feeling fair for the work in multiple contexts.
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Healthcare Strength — Health insurance is repeatedly described as a strong part of the package, often paired with other core benefits. The overall benefits bundle is framed as comprehensive and supportive of employee and family health needs.
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Wellbeing & Lifestyle Benefits — Workplace perks such as flexible hours, hybrid/remote options, free meals, and on-site fitness amenities are consistently presented as meaningful additions to total rewards. These perks appear to materially improve day-to-day employee experience beyond base pay.
Mimecast Insights
What We Do
Relentless protection. Resilient world. Mimecast (NASDAQ: MIME) was born in 2003 with a focus on delivering relentless protection. Each day, we take on cyber disruption for our tens of thousands of customers around the globe; always putting them first, and never giving up on tackling their biggest security challenges together. We are the company that built an intentional and scalable design ideology that solves the number one cyberattack vector – email. We continuously invest to thoughtfully integrate brand protection, security awareness training, web security, compliance and other essential capabilities. Mimecast is here to help protect large and small organizations from malicious activity, human error and technology failure; and to lead the movement toward building a more resilient world. Learn more about us at www.mimecast.com.
