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Salary: USD 207,200 - 259,000 / annual
Scale is seeking a Revenue Operations Manager for Enterprise GTM to own the measurement and instrumentation layer of the go-to-market engine. You will be the single source of truth for pipeline health, conversion metrics, sales velocity, and forecast accuracy across enterprise verticals including healthcare and life sciences, financial services, TMT, energy, and public sector.
This is an individual contributor role with significant scope and executive visibility. You will report to the Director of Enterprise GTM Architecture and own numbers that inform the VP of Enterprise GTM, executive staff, and board decisions. You will not manage a team.
Key responsibilities include:
**Enterprise Reporting Layer**: Build and maintain real-time dashboards showing pipeline health, stage conversion, sales velocity, coverage ratios, and attainment by vertical, segment, and rep. Establish single agreed definitions for core metrics (pipeline created, qualified pipeline, coverage multiple, win rate, cycle time, ACV, committed vs. consumed). Report bookings, recognized revenue, and consumption as distinct measures and bridge them for non-technical stakeholders. Run the operating cadence including weekly pipeline reviews, forecast calls in Salesforce and Clari, MBRs, QBRs, and board reporting. Build self-serve views for vertical leaders, sales development, and partnerships.
**Data to Insight**: Answer hard "why" questions (e.g., why Stage 3 conversion dropped in financial services, which sourcing motions produce highest-ACV deals, where multi-year agreements stall). Build leading indicators and early-warning triggers for coverage and velocity problems 60 days in advance. Pressure-test forecasts with independent bottoms-up calls and be willing to disagree with field numbers in front of senior leaders. Diagnose capacity and headcount reallocation opportunities across verticals. Produce analysis behind strategic bets including segmentation changes, territory restructuring, pricing shifts, and new vertical entry.
**Funnel Instrumentation**: Own top-of-funnel reporting for Sales Development including lead conversion loops, sourced vs. influenced pipeline, and meeting-to-opportunity rates. Champion CRM data integrity by setting and enforcing completeness standards for qualification fields, next steps, close dates, and competitive tags. Work hands-on in the GTM stack: Salesforce, Clari, Outreach, ZoomInfo, LinkedIn Sales Navigator, and Clay. Partner with GTM Engineering to automate reporting and enrichment, and use AI aggressively to compress analysis cycles.
**Planning and Compensation**: Support annual and quarterly planning including capacity modeling, territory design, headcount planning, and quota setting. Partner with Finance and Legal on Enterprise and Sales Development commission plan design and modeling.
Success milestones: By 90 days, core metric definitions are agreed and documented, weekly pipeline reviews run off a single dashboard you own, and you have identified at least one previously unknown insight about the funnel. By 6 months, leadership has leading indicators for coverage and velocity by vertical, your forecast call is actively sought, and data completeness standards are enforced and improving. By 12 months, enterprise reporting is largely self-serve and your time has shifted to strategic questions shaping next year's plan.
**Requirements:**
- 8+ years in revenue operations, sales operations, GTM strategy, or highly quantitative business operations at high-growth B2B SaaS, PaaS, or AI infrastructure companies. Time in management consulting, investment banking, or PE counts when paired with in-house operating experience.
- Analytically hands-on with deep Salesforce reporting fluency, strong command of at least one BI layer (Looker, Hex, Tableau, Sigma), and comfort writing SQL against a warehouse (Snowflake, BigQuery, Databricks).
- Enterprise sales fluency including pipeline coverage math, stage-gate qualification frameworks (e.g., MEDDIC), and understanding of seven-figure, multi-threaded, multi-year deal dynamics.
- Track record of building dashboards that changed decisions, not dashboards nobody opens.
- Ability to structure vague questions, find root causes, and build systems to prevent recurrence.
- Commercial and technical curiosity about AI products, differentiators, and enterprise buyer objections around deployment, security, and data.
- Persuasive communication with executives; ability to challenge field forecasts with data while maintaining relationships.
- Genuine interest in using AI to improve this role's execution.
**Nice to have:**
- Experience with mixed revenue models (services, platform, consumption) where bookings, revenue, and recognized revenue diverge.
- Experience supporting regulated verticals (healthcare, life sciences, financial services) or public sector with complex procurement and compliance.
- Experience standing up sales development reporting from scratch.
