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Salary: USD 155,000 - 165,000 / annual
Second Front Systems, a defense-technology software company, is seeking a Manager of Revenue Operations to scale and lead the revenue engine. Reporting to the Director of Revenue Operations, you will own the day-to-day operating model for the go-to-market organization, ensuring forecast accuracy, revenue integrity, and operational discipline across commercial, federal, and international sales motions.
Key Responsibilities:
• Build and run predictive forecasting models that track pipeline coverage, conversion, and velocity; lead weekly forecast cadences and quarterly pipeline reviews across new business, renewals, and expansion.
• Protect revenue integrity by reconciling CRM, CPQ, and financial systems; ensure bookings, billing, contract terms, and revenue recognition align; support monthly close and board reporting.
• Own planning, quotas, and sales incentive compensation design; partner with Sales, Finance, and leadership on territory planning, quota setting, and payout accuracy.
• Maintain pipeline integrity end-to-end, with particular attention to defense-specific complexities: contract vehicles, government funding timing, fiscal-year cycles, and accreditation milestones.
• Create metrics, dashboards, and executive-ready analysis to inform leadership decisions on investment priorities and performance tracking.
• Standardize the deal lifecycle by setting stage criteria, qualification standards, and deal review discipline; ensure clean handoffs from opportunity through contract to customer success.
• Align sales targets, pricing, and contract terms with customer success and delivery capacity to ensure profitable, on-time delivery.
• Shape the GTM tech stack roadmap; partner with the Senior Salesforce Solutions Architect to scope and roll out improvements; drive adoption across Salesforce, DealHub, and connected tools.
• Lead and coach the Revenue Operations Analyst; set priorities and quality standards; build documentation, playbooks, and operating rhythms to enable RevOps scaling.
You will be a key partner to Sales, Finance, Marketing, and Mission Success leaders, bringing discipline, accountability, and a bias for action to every stage of the customer lifecycle.
Requirements:
• 5+ years of experience in Revenue Operations, Sales Operations, Business Operations, or Strategy & Operations, ideally at a high-growth B2B software company.
• 2+ years managing people or leading cross-functional programs as a player-coach with measurable outcomes.
• Proven track record building forecasting models and pipeline governance that measurably improved forecast accuracy.
• Deep hands-on Salesforce expertise across data architecture, reporting, and governance; experience with CPQ platforms and quote-to-cash workflows.
• Financial acumen to partner with Finance on bookings, billing, and revenue recognition; ability to reconcile across systems.
• Strong analytical skills: advanced Excel or Google Sheets, working SQL proficiency, and BI tool experience; ability to turn large datasets into clear recommendations.
• Excellent stakeholder management and ability to lead change without formal authority; comfort building and documenting processes in scaling, ambiguous organizations.
• Experience supporting complex, long-cycle, multi-stakeholder sales (enterprise, government, or regulated-industry deals).
Preferred:
• Hands-on experience with Salesforce and DealHub, plus broader GTM stack.
• Experience designing or administering sales and customer success compensation plans.
• GovTech, defense, or public-sector software experience, including familiarity with federal contract vehicles, option-year structures, government fiscal cycles, and accreditation requirements.
