高级经理, 收入运营
Sr Manager, Revenue Operations
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创新是我们一切工作的核心。我们推崇协作、透明度，相信以同理心领导；创造一个让每位Stacker都感到自己属于这里的环境。我们相信所有Stacker的独特贡献和观点都为我们的成功做出了贡献。
我们是一家**最佳工作公司**，同时还被认可为最佳公司领导力、最佳公司幸福感、最佳公司福利和待遇、最佳公司工作与生活平衡、最佳公司薪酬和最佳公司前景。
我们是一家以远程办公为主的公司，在美国、加拿大、英国和德国设有招聘中心。
**简介：**
作为收入运营团队的**高级经理，收入运营**，您将跨职能地领导并优化我们的收入生成流程、报告和系统。向收入运营副总裁汇报，您将负责销售运营、绩效分析和销售预测，以及业务需求和我们CRM平台的日常支持和管理。您将管理一支收入运营分析师团队，帮助推动客户体验运营职能的发展，并与营销运营团队及其他小组紧密合作。成功的候选人应有在改进流程和采用率、提供见解以及使用Salesforce和相关收入系统推动业务影响方面的成功记录。
**您将负责：**
##### **1. 销售运营**
- 维护销售和续约预测、管道管理和交易审查的运营流程。
- 监督区域管理、账户分配和机会跟踪，确保公平分配和战略重点，符合最佳实践。
- 成为销售和客户成功领导者的可信赖业务合作伙伴。支持销售团队进行机会管理和报价创建。与市场营销合作，优化潜在客户流程。
- 制定并管理配额，确保与收入目标和市场潜力一致。
##### **2. 客户体验运营**
- 协助维护和支撑客户留存和升级策略的流程。
- 监控客户体验指标，包括流失率
查看英文原文
**Every developer has a tab open on Stack Overflow.**
We are one of the most popular websites in the world - a community-based space focused on increasing productivity, decreasing cycle times, accelerating time to market, and protecting institutional knowledge.
Innovation is at the heart of everything we do. We embrace collaboration, transparency, and believe in leading with empathy; creating an environment where every Stacker knows they belong. We embrace that the unique contributions and points of view of all Stackers contribute to our success.
We are a **Best Company to Work For**, in addition to being recognized for Best Company Leadership, Best Company Happiness, Best Company Perks and Benefits, Best Company Work-Life Balance, Best Company Compensation, and Best Company Outlook.
We are a remote-first company with Hiring HUBs based in the US, Canada, UK, and Germany.
**Summary:**
As the **Senior Manager, Revenue Operations** on the Revenue Operations team, you'll work cross-functionally to lead and optimize our revenue generating processes, reporting, and systems. Reporting to the Vice President, Revenue Operations, you’ll be responsible for Sales Operations, performance analytics and sales forecasting, as well as business requirements and day-to-day support and administration of our CRM platform. You’ll manage a team of revenue operations analysts, help evolve the Customer Experience Operations function, and collaborate closely with the Marketing Operations team and other groups. The successful candidate will have a record of success in improving processes and adoption, delivering insights, and driving business impact using Salesforce and related revenue systems.
**What you’ll do:**
##### **1. Sales Operations**
- Maintain operational processes for sales and renewals forecasting, pipeline management, and deal review cadences.
- Oversee territory management, account assignments, and opportunity tracking to ensure equitable distribution and strategic focus, aligned with best practices.
- Serve as a trusted business partner to sales and customer success leaders. Support the sales team on opportunity management and quote creation. Partner with Marketing on lead flows.
- Define and manage quotas, ensuring alignment with revenue targets and market potential.
##### **2. Customer Experience Operations**
- Help maintain and support processes for customer retention and upsell strategies.
- Monitor customer experience metrics, including churn rate, net revenue retention, and customer satisfaction.
- Collaborate with the Customer Experience team to streamline handoffs, onboarding, and lifecycle management.
##### **3. Performance Metrics, Reporting, and Analysis**
- Maintain and enhance dashboards and reporting that track key performance indicators across Sales, Customer Experience, and Demand Generation, partnering closely with the Analytics team to ensure consistent metrics, reliable data, and actionable insights. Support regular performance reviews and data-driven decision-making across teams.
- Analyze performance trends, identify opportunities to increase revenue generation and efficiencies, and provide actionable recommendations to leadership.
- Maintain and run weekly business review cadences with Sales, Customer Experience, and Marketing, delivering standardized reporting on pipeline, forecast, conversion, bookings, retention, and key risks; document actions and drive follow-through.
- Monitor and improve processes that maintain accurate data at a high quality and integrity level.
##### **4. Systems and Tools**
- Collaborate with stakeholders to define business requirements for Salesforce and related systems, ensuring tools align with sales and customer success objectives.
- Work closely with stakeholders to ensure accurate transfer of information to third-party tools, including the billing system (Zuora), marketing automation platform and business intelligence platform (PowerBI).
##### **5. Team Leadership and Cross-Functional Collaboration**
- Lead, manage, and develop a high-performing Revenue Operations team of analysts.
- Forge trusted and effective partnerships with Sales, Customer Experience, Marketing, Finance, and Product to ensure alignment across the revenue cycle for day-to-day operations and cross-functional projects.
- Act as the central point of contact to stakeholders for operational support, ensuring effective troubleshooting of first tier technical and process questions, and smooth collaboration between teams.
**Candidates will find success in this role if:**
- You're excited to work cross-functionally, support different departments, and drive to success
- You’re comfortable identifying and executing the highest priority projects, know when to escalate, and when to delegate
- You’re comfortable being the person who has the answers or knows how to find them. Presented with multiple options, you have a calm clarity to advise a direction to take
- You can articulate a business process functionally from Marketing>CRM>ERP
- You are not afraid to take on additional responsibilities
**Requirements:**
- 8+ years experience in revenue operations, sales operations, or a related field; with at least 3 years in a people leadership role
- Advanced knowledge of Salesforce and other revenue tools, including Zuora CPQ, ZoomInfo, Lean Data, and Gong.
- Experience with BI tools (PowerBI preferred) and design of executive and operational dashboards
- Familiarity with Salesforce integration
- Understanding of bidirectional integrations and data architecture
- Solid knowledge of B2B SaaS/Adtech business models
- Strong analytical ability and the ability to manage multiple priorities in a fast-paced and changing entrepreneurial environment
- Excellent problem-solving, project management, and organizational skills
- Excellent interpersonal, communication, and presentation skills
- Teamwork oriented, highly collaborative and hands-on in approach #LI-Remote #LI-KS1
**What you’ll get in return:**
- Competitive Base Salary
- Generous paid vacation
- Generous parental leave, family care leave, and unlimited sick days
- Industry-leading health benefits that are applicable per country of residence for all our full-time employees
- Company-paid Life Insurance
- Home Internet stipend
- Professional allocation for your growth and development
- One-time allowance to assist with your home office setup
- Company-paid access to Calm, Prosus Academy and Overdrive
Stack Overflow is proud to be an equal opportunity workplace. We value diversity, inclusion, equity and belonging and these pillars are at the heart of how we work together here at Stack. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.
For individuals based in California, and other locations where required, we will consider employment qualified applicants with arrest and conviction records.