Senior Revenue Operations Manager

About WooCommerce and Automattic

At WooCommerce, a part of Automattic, we are dedicated to democratizing commerce. Our open-source platform empowers millions of merchants globally. We're currently scaling our B2B merchant acquisition and seeking a Senior Revenue Operations Manager to establish our Revenue Operations function largely from the ground up.

This is a senior individual contributor role offering significant ownership and influence, directly shaping our operational future and growth. You will collaborate closely with Sales and Customer Success leadership, serving as a trusted operational and analytical partner to establish foundational systems for clear decision-making, effective execution, and predictable growth.

What You’ll Do as a Senior Revenue Operations Manager

First 90 days:

• Build core dashboards.
• Identify process and data gaps.
• Establish remediation plans.

First 180 days:

• Create capacity and territory models.
• Map the full tech stack and integrations.
• Define the attribution model.

First 12 months:

• Achieve predictable forecasting (within ±10%).
• Establish a scalable enablement foundation.

Day to day, Week to week, Month to month:

Systems & Data Foundation

• Own vendor relationships, tools, and integrations (Salesforce, Gong, ChiliPiper, etc.).
• Establish data quality standards, access controls, and governance practices.
• Build durable dashboards and ad hoc reporting that clearly answer “where are we vs. target?”
• Perform ongoing process and data gap analysis, prioritizing practical improvements while keeping long-term scalability in mind.
• Evaluate and implement technology or process improvements to support revenue growth.

CS & Sales Enablement

• Operationalize CS function: customer health, churn prediction, renewal workflows, escalation paths, expansion playbooks.
• Create rules of engagement between Sales and CS for complex GTM.
• Build enablement function infrastructure (topics/process/schedule—not training delivery).

Strategic Revenue Support

• Build tracking for strategic/payment partner merchants critical to NRR.
• Analyze performance trends to guide strategy: win/loss, deal cycle length, seasonality, retention, segmentation bands, and customer bands.
• Create capacity planning models based on pipeline velocity and customer growth.
• Territory planning, quota setting, and compensation administration.
• Support pricing and packaging changes with data and tracking.
• Support mid-funnel pipeline reviews and Sales/CS QBRs.
• Identify and surface GTM and CS inefficiencies through data analysis.
• Build merchant health scoring, expansion potential tracking, and red-to-green workflows.
• Design reporting that gives executives visibility, managers clarity, and reps actionable insights—from pipeline health to forecasting accuracy.

You Might Be a Fit If

• You’ve built RevOps from scratch (6–8+ years of experience, including at least one 0→1 build or major foundation reset).
• You’re deeply data-driven, with a mindset of “if the data isn’t there, how do we get it?”
• You’re comfortable speaking truth to power, using data to surface trade-offs and inform decisions, even when conversations are uncomfortable.
• AI is a strength, not a buzzword—you can point to concrete examples of how you use it in your current role.
• You’re hands-on technically, with strong Salesforce experience (flows, integrations) and comfort working with data (e.g. SQL or Python), not just point-and-click tooling.
• You know the RevOps tooling landscape, and have good judgment about what actually works at scale.
• You’re pragmatic and intentional, balancing short-term fixes with longer-term system design.
• You can partner as an equal with revenue leaders, and communicate data-backed insights clearly to executive stakeholders.

What Good Looks Like

• You can answer “where are we vs. Sales and CS targets?” quickly using trusted data.
• Executives rely on ELT-ready dashboards that communicate complex business simply.
• Core metrics (NRR, CAC, LTV, ASP, time to close, close rates) are clearly defined with documented data sources.

Key skills/competency

• Revenue Operations
• Salesforce Administration
• Data Analysis
• Process Optimization
• Go-to-Market Strategy
• Sales Enablement
• Customer Success Operations
• Forecasting & Planning
• SQL/Python
• System Design