Revenue Enablement Co - op supporting Semios Group’s sustainable agriculture technology business. Evaluating AI and Salesforce tools, improving CRM data hygiene, and coordinating revenue enablement operations.
About the role
- Senior Revenue Operations Manager governing sales policies, bookings, and forecasting. Supporting GitLab’s DevSecOps platform through CRO cadence and cross-functional operations.
Responsibilities
- Own policies defining how deals are booked, credited, and forecasted, including bookings rules, opportunity netting, and sales stages and exit criteria
- Write policies, obtain approval, and ensure the field understands changes and rationale
- Identify, validate, size, and resolve process problems using data and root-cause analysis
- Partner with Revenue Systems to implement policies through system rules, validations, and alerts
- Improve forecast methodology by comparing actual results with forecasts, explaining variances, and changing ineffective processes
- Reconcile field forecasts with the finance outlook alongside Finance and Revenue Analytics
- Own the weekly forecast readout for the CRO and sales leadership
- Bring forecasting and policy perspectives into annual planning
- Coordinate the CRO organization’s weekly, monthly, and quarterly reviews, metrics, and follow-ups
- Measure impacts on pipeline hygiene, data quality, forecast accuracy, and bookings
- Collaborate with Revenue Strategy & Operations, Finance, Product, Data, and Enablement through field adoption
- Maintain cadence documentation
- Mentor team members and improve process documentation and execution
Requirements
- Experience in Sales Operations, Revenue Operations, management consulting, or a similar role, including running a forecast process day to day in a B2B subscription business
- Practical understanding of pipeline stages, deal bookings and crediting, bookings and ARR definitions, and compensation effects on sales representative behavior
- Strong data and analysis skills
- Highly proficient in Excel or Google Sheets
- Ability to build models from scratch and validate numbers
- Ability to work independently and collaborate with stakeholders
- Clear, concise writing skills
- Comfort working with senior leaders, including a CRO
- Systems thinking and ability to learn new tools and domains quickly
- Understanding of connections among CRM, quoting, billing, and compensation systems
- Helpful, but not required: experience with bookings, crediting, or deal policies; consumption or usage-based revenue forecasting; Clari; Salesforce reporting; consulting, strategy, or structured problem-solving
Benefits
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
- Incentive pay targeted at up to 100% of offered base salary for sales roles
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