Revenue Operations Manager

Description

Job Title:

Department:

Reports to:

Location:

About Alpha Theory:

About the position: 

What you’ll be doing:

1. Cross-Departmental Alignment 

• Work closely with the sales, marketing, and customer experience teams to align strategies, processes, and goals around driving new business and retaining existing customers. 

• Facilitate communication and coordination between departments to ensure smooth handoffs and shared accountability at each stage of the customer journey. 

• Develop and implement a unified revenue operations framework to align sales, marketing, and customer experience metrics with overall business objectives. 

2. Data Management and Reporting

• Ensure data integrity and consistency across all revenue-related platforms, including Salesforce, Hubspot, and Jira. 

• Establish minimum documentation and data quality standards.  Build reporting and alerting tooling to track data against these standards and lead the effort to backfill any historical gaps. 

• Evaluate tools which increase data quality and facilitate data entry into key systems on a more automated basis. 

• Build and maintain comprehensive dashboards and reports to provide insights on the key metrics which are predictive of revenue health, such as lead generation, sales pipeline, lead conversion, prospect quality, partner fund pipeline, client health, and customer retention. 

• Analyze data to uncover trends, gaps, and opportunities for improvement and present actionable insights to key stakeholders. 

3. Process Optimization

• Analyze existing workflows within sales, marketing, and customer experience to identify inefficiencies and bottlenecks. 

• Manage the lead/prospect scoring process to optimize call lists/campaigns to increase revenue velocity and improve client fit/Partner Fund yield. 

• Evaluate and optimize territory framework for sales and CX. 

• Standardize and streamline lead handoff processes between marketing and sales and post-sale transitions from sales to customer success. 

• Implement process improvements that help reduce the sales cycle, optimize lead-to-revenue conversion, and improve customer onboarding and retention. 

4. Technology and Tools Management

• Manage and optimize revenue-related technology platforms (Salesforce.com, IPREO, Hubspot, etc.) to ensure they are effectively supporting revenue goals. 

• Continuously evaluate new technologies and tools that can enhance operational efficiency and revenue performance. 

• Lead the integration of new tools or platforms and train teams on their usage to ensure full adoption and utilization. 

• Manage the lead rotation program. 

5. Performance Tracking and KPIs

• Work with sales, marketing, and customer experience leaders to define and track key performance indicators (KPIs) related to new business acquisition, upselling, cross-selling, and customer retention. 

• Administer the activity bonus program for Sr. Business Development Team and BDRs including developing dashboards for tracking and signing off on monthly activity vs targets.  Build out and administer a similar program for CX representatives with the COO.   

• Regularly report on performance metrics and recommend corrective actions when goals are not being met. 

• Establish additional accountability frameworks and monthly goals across teams to ensure continuous improvement and a focus on revenue-driving activities. 

6. Revenue Forecasting and Modeling

• Collaborate with accounting/finance and sales leadership to build accurate revenue forecasts, track pipeline health, and project future revenue growth. 

• Provide strategic input into quarterly and annual planning by analyzing historical performance and pipeline data. 

• Support scenario planning and forecasting for different revenue-generating initiatives, assessing their potential impact on business growth. 

7. Customer Retention and Churn Reduction

• Work closely with customer experience and success teams to identify and analyze churn risks, customer satisfaction trends, and engagement metrics. 

• Develop and implement strategies and processes to proactively address churn risks and improve customer lifetime value (CLTV). 

• Partner with customer success to design programs for continuous customer education, engagement, and support. 

8. Contract Administration

• Prepare contracts for new clients which incorporate all customizations and adjustments. 

• Prepare addendums for new partner funds and coordinate with CenterBook Partners to ensure the terms and conditions within it are consistent with their documentation and expectations. 

• Prepare and execute amendments for clients who require extensions, customization or other changes to their existing contracts. 

• Create a spreadsheet or develop a report or alerting system to track contract expirations and coordinate with the CX team and Sales team to ensure the customers are properly notified on a timely basis that an extension is required to continue the license agreement. 

9.  AI Adoption and Tooling

• Work with Alpha Theory’s technology team to provide updated specifications and requirements for the AI tooling (Linetti) we use internally for customer management and sales enhancement. 

• Source external data sets (13 F data, news articles, lists, etc.) which can be added to our AI systems data lake which enhance its effectiveness in the sales and customer experience groups.  

• Accelerate usage and adoption of the AI tooling we have developed in the sales, marketing, and customer experience teams. 

Requirements

Must haves: 

• Data-Driven Mindset: Ability to analyze large datasets, develop insights, and make data-driven decisions to drive revenue growth and reduce churn. 

• Cross-Departmental Collaboration: Proven ability to work across multiple departments, ensuring alignment between sales, marketing, and customer experience teams. 

• Process Improvement: Strong understanding of process optimization, with a proven track record of improving workflows, efficiency, and business outcomes. 

• Technology Proficiency: Expert level proficiency with Salesforce and HubSpot.  Familiarity with marketing automation (e.g., Marketo, Pardot), data analytics tools (Tableau, Power BI), and customer success platforms (e.g., ZenDesk, Gainsight, ChurnZero) is helpful but not required. 

• Project Management: Strong organizational and project management skills to lead cross-functional initiatives and ensure timely delivery of results. 

• Communication Skills: Excellent verbal and written communication skills for conveying complex data and ideas to senior leadership and team members.   

Nice to haves:

• Education: Bachelor’s degree in business, operations management, finance, or a related field. MBA or advanced degree is a plus. 

• Experience: 3-5 years of experience in revenue operations, sales operations, marketing operations, or a related field. 

• Strategic Thinking: Capable of developing long-term sales and customer experience strategies that align with business goals, while also focusing on short-term process improvements and operational efficiencies. 

• Industry Experience: Experience in a B2B environment, particularly within SaaS or technology-driven industries, is preferred.  Familiarity with the finance industry, particularly hedge funds, is a plus. 

How you’ll be measured: 

• Revenue Growth: Achievement of new business revenue targets. 

• Pipeline Health: Lead-to-opportunity conversion rates, pipeline velocity, and deal close rates. 

• Customer Retention: Churn rate, customer satisfaction (NPS/CSAT), and customer lifetime value (CLTV). 

• Operational Efficiency: Process improvement metrics, sales cycle time reduction, and lead handoff accuracy. 

• Data Accuracy: CRM data cleanliness and adherence to best practices for data integrity. 

Benefits

• 100% of Employee Medical, Dental and Vision
• 401K Match
• Unlimited PTO
• Free Lunch on Tuesdays
• Casual Work Environment
• All Employees are Granted Stock Options in Alpha Theory