Senior Revenue Operations Lead, Systems & Process

Welcome to Manhattan. Every day, our supply chain commerce technology connects two billion people to 20 billion consumer choices. In the warehouse, on the road and in the store, we make what was once impossible, possible. If you want to tackle complex problems and redefine markets, you’ve come to the right place.

Manhattan Associates is building a more centralized and scalable Revenue Operations capability, and the Senior Revenue Operations Analyst, Systems & Process will help innovate and refine the operating infrastructure that makes sales process, pipeline management, forecasting, and executive reporting more trustworthy. This role will serve as the RevOps business owner for Salesforce.com structure, RevTech governance, sales methodology workflows, data quality, and change management, partnering closely with Sales, Marketing Operations, Customer Experience, Finance, IT, and enablement stakeholders. The ideal candidate brings deep SFDC fluency, strong process judgment, and practical experience translating GTM operating needs into scalable system requirements, not simply taking tickets or administering fields. Success in this role requires a systems thinker who can challenge weak process, improve field adoption, and use automation and AI-enabled RevOps tools thoughtfully to reduce friction and improve revenue team productivity.

Duties and Responsibilities

• Own the Salesforce revenue operating structure, including account/contact hierarchy, opportunity stages, forecast categories, required fields, stage exit criteria, activity capture, and field-level governance standards.

• Operationalize sales methodology in CRM by translating qualification criteria, manager inspection points, deal review motions, and field coaching needs into repeatable Salesforce workflows. Facilitate adoption and reinforce clean forecasting behavior.

• Govern the RevTech ecosystem, including sales intelligence, forecasting, conversation intelligence, outreach/sequencing, enrichment, intent, account scoring, and related productivity tools.

• Lead data quality and hygiene programs covering account ownership rules, duplicate management, opportunity hygiene, close-date discipline, stage aging, missing-field logic, source attribution quality, and tool usage data.

• Manage the RevOps systems roadmap by maintaining the enhancement backlog, clarifying business requirements, prioritizing changes, coordinating UAT, publishing release notes, and tracking adoption. Also, serve as the revenue business owner for SFDC enhancements, integrations, permissions, and scalable system design, partnering with IT.

• Rationalize and improve RevOps tooling by assessing tool overlap, ownership models, utilization, data flows, business value, and opportunities to consolidate or better integrate the stack.

• Identify practical AI and automation opportunities within GTM systems, such as workflow automation, AI-assisted data quality checks, account/deal insights, guided next best actions, and reduced manual seller effort.

• Drive cross-functional alignment with Marketing Ops, Customer Experience Ops, Finance, Sales leadership, Partner Operations, and Enablement so process, data, and systems decisions support the full customer lifecycle.

How We’ll Measure Success

• Current-state SFDC and RevTech audit completed with prioritized gaps, ownership recommendations, and an actionable systems roadmap.

• Sales process and field governance map published and adopted across core revenue teams, with clear standards for required fields, stage gates, and manager inspection points.

• Opportunity stage and forecast category definitions documented, approved, embedded in Salesforce workflows, and used consistently in pipeline and forecast reviews.

• Data hygiene scorecard established and improved across completeness, accuracy, duplicate management, close-date discipline, stage aging, source attribution, and required-field compliance.

• CRM enhancement backlog delivery operating on a clear cadence with disciplined prioritization, requirements documentation, UAT participation, release notes, and adoption tracking.

• RevTech ownership and rationalization model implemented with clearer tool ownership, usage visibility, vendor value assessment, and fewer unsupported or redundant workflows.

• Sales methodology-to-CRM mapping live in Salesforce and actively used by managers to inspect deal quality, qualification, risks, and progression.

• CRM and tool adoption measurably improved through usage dashboards, field enablement, feedback loops, and targeted automation that reduces low-value manual work.

What You Bring

• 5+ years of experience in Sales Operations, Revenue Operations, GTM Systems, Business Systems, or related operating roles supporting B2B enterprise technology or SaaS sales motions.

• Strong Salesforce.com fluency, with demonstrated ability to understand CRM data models, opportunity architecture, field governance, workflows, reporting dependencies, and sales process design; Salesforce certification is a plus.

• Practical RevTech experience with tools such as sales intelligence, forecasting, conversation intelligence, sequencing, enrichment, routing, intent, account scoring, or related GTM productivity platforms.

• Working knowledge of sales methodology, pipeline management, forecasting, and data quality with the ability to embed operating discipline into systems and manager inspection routines.

• Ability to translate business processes into scalable system requirements and partner effectively with IT, Salesforce administrators, Marketing Ops, Customer Experience, Finance, Sales leadership, and Enablement.

• Applied AI and automation mindset with curiosity and practical judgment about where AI-enabled workflows can improve seller productivity, data quality, insight generation, or process consistency.

• Strong process discernment and stakeholder influence with the confidence to challenge bad process, avoid unnecessary customization, and balance field needs with governance and scalability.

• Bachelor’s degree in Business, Information Systems, Analytics, Finance, or a related field.

Why Join Manhattan?

· Competitive Rewards: Market-leading pay, comprehensive health coverage, and a 401(k) with 50% match up to 6% from day one.

· Career Growth: Access Global Path, our structured development program with global opportunities, free LinkedIn Learning, and mentorship.

· Inclusive Culture: Join a diverse team and Employee Connection Groups like Multicultural Network, LGBTQ+ Alliance, Women’s Initiative Network, and MA Mamas.

· Flexibility & Balance: Hybrid work options, flexible policies, and onsite fitness centers to help you recharge.

· Community Impact: Monthly volunteer events and opportunities to make a difference locally and globally.

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At Manhattan, it’s about more than just the work. From cultural celebrations to interest groups to volunteer opportunities, your true self is always welcome here. Our team members’ backgrounds, experiences and perspectives add to us as a whole and make us unique.

We are proudly an Equal Employment Opportunity Employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a veteran.  In the United States, Manhattan Associates participates in the Employment Eligibility Verification Program (E-Verify) operated by the Department of Homeland Security in partnership with the Social Security Administration. Participation in the E-Verify Program allows Manhattan to confirm the employment eligibility of all newly hired employees after the Employment Eligibility Verification Form (Form I-9) has been completed.