Revenue Operations Manager at AI startup optimizing sales processes and analytics to enhance performance. Collaborating with sales and GTM leadership to shape revenue strategies and execution.
About the role
- Revenue Strategy Operator at AirOps designing and optimizing revenue frameworks for the business. Collaborating with GTM and Finance leadership to align operational metrics with financial outcomes.
Responsibilities
- Partner with GTM and Finance leadership to align operational metrics with financial outcomes (pipeline, bookings, ARR, churn, NRR).
- Establish standardized definitions and frameworks for revenue stages, forecasting, and reporting.
- Support capacity, territory, and compensation planning with data-driven insights.
- Define and optimize GTM processes across lead → opp → win and renewal/expansion workflows.
- Maintain data integrity and enforce best practices across GTM and finance systems.
- Identify revenue bottlenecks and recommend improvements that accelerate time-to-close and expansion.
- Architect scalable workflows and systems that connect GTM, Finance, and Product.
- Build forecasting models that connect pipeline → bookings → ARR → cash.
- Develop real-time dashboards and analytics for pipeline health, conversion velocity, and churn/expansion signals.
- Run scenario planning and “what-if” analyses for growth, churn, and pricing impacts.
- Provide board-ready revenue insights and quarterly forecast updates.
- Act as the connective tissue between GTM leadership and Finance/FP&A.
- Deliver actionable insights to the VP Sales, Head of Growth, Head of Finance, and executive team.
- Translate data into strategy, enabling high-velocity decision-making.
Requirements
- 5–8 years in RevOps, Revenue Analytics, FP&A, or BizOps roles with strong exposure to both GTM and Finance.
- Strong analytical and modeling skills: SQL, advanced Sheets/Excel, financial modeling.
- Hands-on with CRM’s (HubSpot) and BI tools (like Metabase).
- Proven ability to design scalable GTM and finance frameworks - not just run them.
- Excellent cross-functional communicator; comfortable bridging GTM, Finance, and Execs.
- Builder mindset: Thrives on building, testing, and iterating revenue systems that scale, and combines curiosity, precision, and speed to create leverage.
Benefits
- Equity in a fast-growing startup
- Competitive benefits package tailored to your location
- Flexible time off policy
- Generous parental leave
- A fun-loving and (just a bit) nerdy team that loves to move fast!
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