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Revenue Operations Manager
描述
关于Upwind
Upwind是一个下一代云安全平台，利用运行时上下文来识别和优先处理关键风险，提供精准的洞察和高效的云安全管理。凭借行业领先的效率和eBPF驱动的传感器，Upwind提供了包括无代理的云配置发现、实时威胁防护和集成API安全在内的全面功能。我们是云和AI安全领域增长最快的公司之一，正在构建匹配的GTM引擎。
机会
Upwind的销售团队正在快速扩张，支撑其运作的运营层也需要随之扩展。这个职位是北美销售团队的嵌入式运营引擎：是销售经理和销售人员的日常合作伙伴，也是北美销售团队中营收运营主管的可信运营代理。
你不会远程支持销售团队。你会置身其中：在预测会议中，在管道审查中，在决定结果的过程和速度的关键时刻。你将负责运营节奏，保持预测的诚实性，并解除销售人员的障碍，让他们能够专注于销售。这是一个高所有权、高可见度的职位，适合想要管理一个职能而不是处理流水线的人。
你将加入涵盖业务系统、GTM工程、分析和嵌入式销售运营的营收运营团队。已有基础：运营节奏、系统架构和报告基础设施已经到位并正常运行。你的工作是接管现场，加强现有内容，并与团队一起构建下一层。
职责
- 北美销售合作。成为我们北美销售副总裁、前线经理和销售人员的首选运营合作伙伴。你是流程、系统、交易机制、区域和数据问题的第一联系人，并且尽可能在当天解决这些问题。
- 每周运营节奏。执行保持业务诚实的节奏：管道卫生审查、预测会议准备和跟进，以及每周领导层汇总。负责预测准确性的跟踪并推动其背后的纪律性。
- 实时问题解决和交易支持。在发生流程故障时（报价、审批、CRM、路由、佣金问题转交给正确的负责人），进行调试和解决，使销售人员专注于创收活动。日常支持交易机制：订单表单、报价工作流
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Description
About Upwind
Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities including agentless cloud posture discovery, real-time threat protection, and integrated API security. We are one of the fastest-growing companies in cloud and AI security, and we're building the GTM engine to match.
The opportunity
Upwind's sales org is scaling fast, and the operational layer that keeps it running needs to scale with it. This role is the embedded operational engine for our North America sales team: the daily partner to sales managers and reps, and the trusted operating proxy for the Head of Revenue Operations in the North America sales org.
You won't be supporting the sales org from a distance. You'll sit inside it: in the forecast calls, in the pipeline reviews, in the deal moments where process and speed decide outcomes. You'll own the operating rhythm, keep the forecast honest, and unblock sellers so they can spend their time selling. This is a high-ownership, high-visibility seat for someone who wants to run a function, not a queue.
You'll join the Revenue Operations team spanning business systems, GTM engineering, analytics, and embedded sales operations. Foundations exist: operating cadences, systems architecture, and reporting infrastructure are already in place and working. Your job is to take ownership of the field, strengthen what's there, and build the next layer with the team.
Responsibilities
- The North America sales partnership. Be the go-to operational partner for our VP of North America Sales, frontline managers, and reps. You are the first call on process, systems, deal mechanics, territory, and data questions, and you resolve them the same day wherever possible.
- The weekly operating rhythm. Run the cadence that keeps the business honest: pipeline hygiene reviews, forecast call preparation and follow-through, and the weekly leadership rollup. Own forecast accuracy tracking and drive the discipline behind it.
- Real-time problem solving and deal support. Debug and resolve process breakdowns as they happen (quoting, approvals, CRM, routing, commission questions triaged to the right owner), keeping sellers focused on revenue-generating activity. Support deal mechanics day to day: order forms, quoting workflows, and support on non-standard terms.
- Business rhythm and insight. Maintain a daily pulse on pipeline health, forecast accuracy, and key KPIs. Build new field-facing Salesforce dashboards and partner on existing reporting. Lead QBR preparation and synthesize data into insights that change decisions, not just decks.
- Process design at scale. Identify operational gaps and bring the field's usage perspective to workflow design, partnering with our Business Systems and GTM Engineering teams. Document as you go: playbooks, workflows, and CRM standards that survive beyond you. Reinforce forecasting discipline, pipeline hygiene, and data governance across the sales org.
- The cross-functional bridge. Push RevOps initiatives into the field and carry field feedback back. Partner closely with GTM Enablement on rollouts, onboarding support, and adoption of the GTM stack (Salesforce, Clari, Slack), so tools and programs actually land with reps.
Requirements
- 5 to 7 years in Sales Operations, Revenue Operations, or Consulting; B2B SaaS at a high-growth company strongly preferred.
- High ownership and bias to action. You don't wait to be asked, and you close loops without follow-up.
- Seller empathy with operator discipline. You understand how reps and managers actually work, and you build process that helps rather than polices.
- Builder's comfort with ambiguity. You've created structure where none existed and are eager to do it again.
- Team-first humility. You come in curious, learn why things are built the way they are, and strengthen what works rather than rebuilding for its own sake. You'd rather make the team better than make your mark.
- Excited to build with AI. Direct experience isn't required, but you should be genuinely eager to use AI in your daily work and to help design AI-powered workflows for the sales org.
- Hands-on Salesforce fluency: building reports and dashboards, managing data, and driving CRM adoption. Clari or similar forecasting tools a plus.
- Analytical rigor with strong Excel or Google Sheets skills; you find where the funnel leaks and quantify the fix.
- Executive-ready communication. You can turn a messy operational picture into three bullets a VP acts on today.
- Leader mindset. You've mentored teammates, raised the bar for people around you, or led initiatives across functions without formal authority. People naturally look to you when work needs organizing.
Originally posted on Himalayas