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BlueOptima is investing in Revenue Operations and seeking an experienced RevOps leader to build and own the function from the ground up. The role reports to the Head of Finance & Operations, providing independent financial oversight, while working day-to-day with the CRO to design a revenue engine built on purpose.
As Senior Revenue Operations Manager, you will own the systems, data, and processes behind BlueOptima's revenue engine, including CRM strategy, forecasting, sales enablement, deal desk operations, and revenue planning. Key responsibilities include:
**Roadmap & Leadership:** Develop the RevOps roadmap and priorities, establish a fixed rhythm with the CRO (weekly forecasts, monthly revenue reviews, quarterly business reviews), and build out the RevOps team.
**CRM Ownership:** Make the CRM the single system of record for customers, pipeline, and contracts. Own the data model, integrations, automation, and change control to ensure data integrity across the organization.
**Revenue Data Governance:** Define metrics with Finance and the CRO, maintain high data quality, and reconcile bookings and ARR between CRM and Finance monthly.
**Forecasting:** Build a forecast process that the CEO, CRO, and board rely on. Provide independent analysis alongside sales input and continuously improve accuracy each quarter.
**Revenue Process Definition:** Establish stage definitions, qualification methodology (e.g., MEDDPICC), handoffs, and a renewals pipeline across all product lines.
**Deal Desk:** Formalize pricing, discount rules, quoting, and approval processes with Legal and Finance to accelerate standard deals and enable quick decisions on exceptions.
**Planning & Compensation:** Build capacity models for bookings planning, support territory and quota setting, and ensure commissions are accurate and paid on time.
**Sales Enablement:** Own onboarding, playbooks, and the sales hub. Ensure product, pricing, and process changes are accompanied by training and coordinated CRM updates.
BlueOptima is a multi-product company providing Software Engineering Intelligence to enterprises. The platform includes Platform Insights (productivity and quality metrics), Code Insights (vulnerability and secret detection), Predictive Assessment (developer hiring), and Active MultiSite (distributed development infrastructure). The company operates globally with ~110 people across the UK, US, India, Mexico, Japan, and Canada.
Success in this role means that within a year, the CEO, CRO, and board run the business from one trusted set of revenue numbers and a reliable forecast. You will own a function you built, with opportunity to grow your team and expand into wider commercial operations leadership as BlueOptima scales.
**Requirements:**
- Proven experience in Revenue Operations or Sales Operations at a B2B SaaS company with an enterprise sales motion
- Forecasting track record: have built and run a forecast process that a CRO and CEO relied on, with demonstrated accuracy improvements
- Deep hands-on CRM knowledge (Salesforce, HubSpot, or similar), including data model, automation, integrations, administration, and change control
- Strong analytical skills: advanced spreadsheet proficiency, plus SQL or BI tool experience, with discipline to reconcile revenue data with Finance
- Working knowledge of enterprise deals: long sales cycles, multi-year contracts, renewals, and qualification methodologies such as MEDDPICC
- Experience with quota and commission administration, pricing and discount governance, or running a deal desk
- Credibility to partner with a CRO and independence to challenge forecasts or deals with evidence
- Builder's mindset: hands-on, comfortable building from the ground up, with experience developing people or leading a small team
