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Job Description:
Role Overview
The Revenue Operations Manager at UPS Digital is responsible for overseeing multiple aspects of Revenue Operations (RevOps), which includes pipeline management, performance metrics, commercial excellence, dashboard development, and sales enablement. This leadership role is crucial for ensuring the health of the sales pipeline, enhancing and maintaining business intelligence muscle, and managing the commercial engine end-to-end. The Manager will be responsible for identifying, planning, and deploying AI-driven solutions that accelerate commercial transformation and enhance revenue-generating processes. The Manager will be tasked with identifying opportunities for operational improvement that directly support the company's strategic objectives and are aligned with the business goals.
Additionally, this position leads the Sales Learning & Development (L&D) function, managing the enablement calendar, coordinating and delivering trainings, overseeing content development, and implementing measurement strategies. The goal is to translate learning initiatives into tangible increases in seller productivity and improved forecast accuracy.
Core Responsibilities:
Pipeline Inspection & Forecast Governance
Conduct weekly inspections of the sales pipeline across various regions and segments. Publish scores related to pipeline hygiene, analyze conversion rates and sales velocity, and coordinate with Sales leadership for necessary follow-ups. Maintain and improve the forecast methodology, clearly define sales stages and exit criteria, and develop coaching guides. Reconcile top-down and bottom-up forecasts in collaboration with Finance and Strategy teams to ensure consistency and accuracy.
Metrics Definition & Performance Analytics
Define comprehensive RevOps KPIs, including coverage, conversion, sales cycle time, win rate, churn, utilization, and seller productivity. Serve as the owner of the single source of truth for these metrics. Work closely with the BIA and Strategy teams to build robust data pipelines and conduct cohort analyses that highlight opportunities for improvement throughout the commercial journey.
Dashboard Standards & Enhancement
Establish and uphold standards for dashboards used by sellers, managers, and executives. Oversee dashboard requirements, taxonomy, and the roadmap for enhancements, ensuring that all dashboards are accurate, timely, and widely adopted. Manage a regular release cadence for dashboard updates and manage change effectively. Provide user training and monitor usage analytics to drive adoption.
Commercial Engine Mapping & Improvement
Map the entire revenue engine, from Marketing through Sales, Customer Success (CS), to Billing and Claims. Identify process bottlenecks and design experiments and operational changes to improve outcomes in key segments and products. Collaborate with Product and Marketing teams to leverage go-to-market strategies, such as positioning and multi-product adoption, and measure the impact of these efforts.
AI-Driven Transformation
Identify opportunities for AI adoption within Revenue Operations and across Commercial processes, develop implementation roadmaps, and partner with cross-functional teams to deploy AI solutions that drive efficiency, insight, and growth.
Commercial Learning & Development - Lead & Measure
Oversee the sales L&D program, including kickoffs, workshops, certifications, and office hours, ensuring seamless operations and high-quality content. Manage the enablement calendar and build frameworks to measure the impact of L&D initiatives, focusing on metrics such as ramp time, attainment, adoption, and time-to-first-deal. Continuously improve the curriculum based on data-driven insights.
Cross-Functional Collaboration
The Revenue Operations Manager is responsible for partnering closely with both Marketing and Customer Success teams to ensure that Revenue Operations is holistically effective. This includes coordinating go-to-market strategies, aligning lead management processes, and ensuring seamless handoffs across the customer lifecycle. By fostering strong collaboration among these functions, the Manager supports unified pipeline growth, improves customer retention, and drives comprehensive performance across all revenue-generating activities.
Tech Stack & Tooling (in partnership with owners)
Coordinate with stakeholders to ensure integrity and effective governance of the commercial tech stack, including CRM (Salesforce), Sales Engagement (Salesloft), Compensation and Planning (Anaplan), and Business Intelligence tools. Oversee user adoption, field governance, and process adherence. Lead user acceptance testing (UAT) plans, and manage the publication of release notes and communications related to commercial tooling.
Required Qualifications:
7 to 10+ years of experience in Revenue Operations or Sales Operations within B2B SaaS, technology, or digital commerce sectors, with a proven record in
Commercial operations
Practicalexpertisewith Salesforce, related sales technologies,and modern BI platforms, with the ability to translate business needs into data and dashboard requirements.
Strong analytical abilities, includingproficiencyin SQL, Excel, and BI tools, a mindset for experimentation, and executive-level communication skills.
Experience leading sales enablement or L&D programs with measurable outcomes related to productivity and attainment.
Ability to influence across functions, including Sales, Marketing, Product, Finance, and Customer Success, with excellence in program and project management.
Competencies:
Inspection & Rigor:Establishesconsistent inspection routines and holds teams accountable for definitions and data quality.
Systems Thinking: Views the commercial engine as an integrated whole and connects strategicobjectivesto operational execution.
Change Management: Drives adoption through effective communication, enablement, and measurement.
Communication: Delivers executive-level presentations supported by analytics and produces clear enablement materials and training content.
AI Fluency:Demonstratesthe ability to evaluate, implement, and drive adoption of AI-powered tools and processes withincomplex organizations
Employee Type:
Permanent
UPS is committed to providing a workplace free of discrimination, harassment, and retaliation.
Other Criteria:
UPS is an equal opportunity employer. UPS does not discriminate on the basis of race/color/religion/sex/national origin/veteran/disability/age/sexual orientation/gender identity or any other characteristic protected by law.
Basic Qualifications:
Must be a U.S. Citizen or National of the U.S., an alien lawfully admitted for permanent residence, or an alien authorized to work in the U.S. for this employer.
