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Salary: USD 131,000 - 164,000 / annual
New Relic is seeking a Senior Revenue Operations Manager to own the operating system behind the company's Go-To-Market (GTM) organization. This role sits at the intersection of Sales, Finance, and Systems, requiring you to architect the annual GTM plan, design incentive compensation programs, and govern processes across quota, territory, and compensation data.
Key responsibilities include:
**GTM Planning & Architecture:** Own the annual planning cycle end-to-end, building capacity models and territory frameworks to ensure optimal market coverage and alignment with targets.
**Incentive Compensation Design:** Partner with FP&A to architect and govern financially sound sales incentive plans and compensation policies that motivate seller behavior, drive strategic priorities, and eliminate payout leakage.
**Quota Management & Strategy:** Establish fair quota methodologies, manage ongoing adjustments for transfers and hires, and evaluate rep productivity to handle market shifts.
**Operations & Governance:** Govern monthly sales compensation data within Salesforce and downstream systems to maintain audit-ready accuracy across territories and quotas.
**Systems & Automation:** Own the deployment of annual territories and quotas in Salesforce, drive the roadmap for GTM planning systems, and lead automation initiatives to eliminate manual effort and scale operations.
New Relic is a global observability platform company that empowers organizations to optimize their digital applications and systems. The company offers flexible workforce models including fully office-based, fully remote, or hybrid arrangements.
**Requirements:**
- 6–8+ years in Revenue/Sales Operations, Sales Comp, FP&A, or GTM Strategy within high-growth, consumption-based B2B SaaS technology companies
- Demonstrated success leading annual GTM planning cycles end-to-end (capacity modeling, territory carving, quota setting, and Salesforce deployment)
- Advanced expertise in financial modeling (Excel/Google Sheets), business intelligence platforms (Looker, Tableau), and Salesforce architecture (flow automation, custom objects, and schemas)
- Proven background collaborating with IT and Business Applications teams on CRM data structures and process automation
- "Zero-to-one" operator mindset skilled at building scalable GTM systems, translating vague business problems into technical workflows, and leading cross-functional projects
- Exceptional stakeholder management and executive presentation skills
- BS/BA degree in Business, Finance, Economics, or a quantitative field
**Bonus qualifications:**
- Experience with AI-powered GTM tools for predictive scoring, forecasting, or territory carving
- Intermediate SQL skills and experience with Snowflake or AWS data pipelines
- Advanced degree (MBA or related master's)
Note: Visa sponsorship is not available for this position.
