Note: The job is a remote job and is open to candidates in USA. The Washington Post is seeking a Revenue Operations Manager to design and operationalize the infrastructure that powers their go-to-market organization. This role involves architecting frameworks and implementing operational models to enhance revenue team efficiency and accountability.
Responsibilities
- Design and evolve the go-to-market operational model, including ICP definition, market segmentation, competitive positioning, and GTM motion design
- Operationalize territory assignments, account routing rules, and pipeline hygiene cadences directly in CRM
- Translate executive business objectives into specific operational blueprints, processes, and measurable execution plans
- Lead the development of an AI-first GTM operating model — identifying where AI agents, automation, and predictive intelligence can replace or augment manual RevOps workflows across every domain
- Evaluate, recommend, and implement AI-native GTM tools for pipeline intelligence, lead scoring, forecasting, and conversation analytics (e.g. Clari, Clay, 6sense, Gong Forecast)
- Build and document AI-assisted workflows for common RevOps tasks — territory modeling, QBR prep, comp modeling, pipeline inspection — to drive speed and consistency across the team
- Use AI tools (e.g. Claude, ChatGPT, Copilot, Notion AI) to accelerate your own output and serve as the internal subject matter expert on emerging AI capabilities relevant to revenue operations
- Track AI tool ROI across the revenue org; partner with GTM Enablement to train and enable the revenue team on approved AI workflows
- Design and own the lead lifecycle model, including MQL, SAL, and SQL definitions, handoff rules, and SLA standards between Marketing and Sales
- Define lead scoring methodology, segmentation logic, and attribution modeling strategy (first-touch and multi-touch) in partnership with Marketing and Finance
- Administer and optimize the marketing automation platform (MAP), including workflows, nurture sequences, campaign operations, and MAP-to-CRM data hygiene
- Build and deliver campaign performance reporting, funnel conversion dashboards, and channel ROI analysis
- Design and own the deal desk framework, including approval tiers, escalation paths, authority matrices, and SLA standards for non-standard deal review
- Develop deal structuring guidelines covering discounting thresholds, multi-year pricing, bundling, and non-standard commercial terms, in partnership with Finance and Legal
- Serve as the primary deal desk point of contact for AEs — reviewing, approving, and structuring complex deals within defined governance parameters
- Manage deal approval workflows end-to-end: from AE request through Legal redline to closed-won booking and post-close reconciliation
- Track deal exceptions and discount patterns; produce monthly deal desk reporting for revenue leadership
- Design comp plans aligned to business outcomes and growth stage, including incentive structures, accelerators, SPIFFs, and quota frameworks
- Model plan cost and efficiency in partnership with Finance; manage the annual and mid-year comp plan rollout process
- Run weekly forecasting operations and maintain forecast accuracy tracking across segments and sales teams
- Build and manage dashboards for pipeline health, rep performance, conversion trends, and revenue metrics that support executive decision-making
- Deliver QBR analytics including win/loss analysis, pipeline cohort reporting, and full-funnel performance reviews
- Own annual and H2 revenue planning cycles, including capacity modeling, headcount planning, territory design, and coverage model development
- Lead QBR preparation, facilitation, and follow-through across the revenue leadership team
- Develop and maintain quota frameworks and compensation models in partnership with Finance
- Build and maintain Salesforce workflows, fields, automations, and integrations that improve operational efficiency, data integrity, and seller productivity
- Manage the broader GTM tech stack — evaluating integration health, monitoring automation performance, and enforcing data hygiene standards
- Own the systems and data foundation required to support AI-driven GTM motions, including clean data pipelines, unified customer records, and model-ready CRM architecture
- Architect sales stage definitions, exit criteria, qualification frameworks (e.g. MEDDIC), and handoff protocols between Marketing, SDR, AE, and Customer Success
- Define and enforce pipeline management standards, deal governance, and cross-functional rules of engagement
- Establish and run a Quarterly → Monthly → Weekly operational cadence across the revenue organization
Skills
- 4–7 years of experience in Revenue Operations, Sales Operations, GTM Strategy, or a related operational role within a B2B SaaS or high-growth organization
- Demonstrated experience designing and implementing operational frameworks, processes, and systems that support revenue growth and organizational scalability
- Strong Salesforce expertise including workflow automation, reporting, CRM administration, and process optimization
- Experience owning or supporting forecasting processes, territory planning, pipeline management, and revenue analytics
- Advanced proficiency in Excel or Google Sheets; experience building dashboards in BI tools such as Tableau, Looker, or equivalent platforms
- Experience collaborating cross-functionally with Sales, Marketing, Finance, Customer Success, and Legal teams
- Experience evaluating or implementing AI-native GTM tools and translating their output into operational decisions
- Bachelor's degree or equivalent combination of education and practical experience
- Salesforce Administrator certification or equivalent CRM administration experience
- Experience working with GTM platforms such as HubSpot, Marketo, Gong, Outreach, Clari, Clay, 6sense, ZoomInfo, or CPQ tools
- Experience owning compensation design, quota planning, or capacity modeling end-to-end
- Hands-on deal desk experience including non-standard deal structuring, CPQ configuration, and approval governance
- Experience with marketing operations, attribution modeling, funnel analytics, or MAP administration
- Experience in a RevOps consulting or advisory capacity — you have seen multiple GTM environments and can pattern-match quickly
- Familiarity with PLG or hybrid PLG + Sales motions
- SQL, Python, or advanced data analysis capabilities for deeper analytical work
- Experience building AI-assisted workflows or prompt libraries for a revenue or GTM team
- Familiarity with no-code automation tools (e.g. Zapier, Make, n8n) applied to RevOps workflows
Benefits
- Competitive medical, dental and vision coverage
- Company-paid pension and 401(k) match
- Three weeks of vacation and up to three weeks of paid sick leave
- Nine paid holidays and two personal days
- 20 weeks paid parental leave for any new parent
- Robust mental health resources
- Backup care and caregiver concierge services
- Gender affirming services
- Pet insurance
- Free Post digital subscription
- Leadership and career development program
- Benefits may vary based on the job, full-time or part-time schedule, location, and collectively bargained status
- This position may be eligible for a bonus or incentive program, and a member of the Talent Acquisition team will discuss bonus payment terms and conditions during the interview process.
Company Overview
Company H1B Sponsorship