Senior Manager, Revenue Operations

At SmartBear, we believe building great software starts with quality—and we’re helping our customers make that happen every day. Our solution hubs—SmartBear API Hub, SmartBear Insight Hub, and SmartBear Test Hub, featuring HaloAI, bring visibility and automation to software development, making it easier for teams to deliver high-quality software faster. SmartBear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, JetBlue, FedEx, and Microsoft.

Senior Manager, Revenue Operations

We are seeking a Sr. Manager of Revenue Operations, reporting to the Vice President of Revenue Operations. This role is ideal for someone who is passionate about driving operational excellence, optimizing sales processes, and enabling a high-performing sales team. You will play a pivotal role in shaping our sales strategy, managing a talented team, and collaborating with senior leadership to deliver measurable business outcomes.

Responsibilities:

• Partner closely with sales leadership to develop and implement strategies that drive sales team productivity and effectiveness, achieve business and financial goals.
• Lead territory planning including refining the coverage model, driving territory design and account prioritization to ensure broad rep productivity and goal attainment, enhance white spacing, customer segmentation, and resource allocation to maximize revenue potential.
• Work with the Indirect Sales team to operationalize strategic initiatives, integrate them into sales processes and track success
• Work cross-functionally with other GTM teams including marketing and SDR to monitor, analyze and identify areas of improvement for the entire sales funnel, including top of funnel performance.
• Continually streamline and improve practices, including processes, policies, tools and templates, to support efficiency and scalability
• Define weekly, monthly, and quarterly objectives for sales team.
• Identify, lead and operationalize strategic internal projects related to the GTM organization to improve sales productivity, visibility of key metrics and establish wide spread adoption
• Collaborate with cross-functional teams to enhance upsell, cross-sell, and renewal processes.

We are looking for someone who has:

• Strategic thinking with the ability to translate data insights into actionable business strategies.
• Strong leadership skills with a focus on team development and mentorship.
• Excellent analytical and problem-solving abilities.
• Exceptional communication and interpersonal skills, with the ability to influence at all levels of the organization.
• Hands-on experience with CRM systems (salesforce.com preferred).
• 5+ years of experience in Sales Operations, Revenue Operations, or a related field.
• Prior management experience is required.

Why you should join the SmartBear crew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.

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