Senior Revenue Operations Manager

About the Position

Senior Revenue Operations Manager

BlueOptima is the global reference for Software Engineering Intelligence. We provide an AI Trust Layer for Enterprise Code, enabling large organizations to prove ROI, reduce risk, and confidently scale AI deployment. Our objective metrics help businesses transform engineering from a cost center to a value creator.

We are a team of around 110 people across the UK, US, India, Mexico, Japan, and Canada, and we work closely across teams and time zones. People here are given real ownership early and the autonomy to run with it. If you like seeing your work change how a company operates, you will feel at home.

As Senior Revenue Operations Manager you will work on and develop the systems, data, and processes behind BlueOptima’s revenue: the CRM, the forecast, enablement, the deal desk, and the planning behind targets and pay. You will report to our Head of Finance & Operations, giving you an independent view of the numbers, and work day to day with our CRO. Our customers rely on BlueOptima for objective measurement of their engineering, and this role brings the same objectivity to how we measure and grow our own business.

Responsibilities

• Roadmap: Develop the RevOps roadmap, priorities, and team, and run a fixed rhythm with the CRO: weekly forecast, monthly revenue review, and quarterly business review.
• CRM: Make our CRM the single system of record for customers, pipeline, and contracts, and own its data model, integrations, automation, and change control.
• Govern revenue data: Agree metric definitions with Finance and the CRO, keep data quality high, and reconcile bookings and ARR between the CRM and Finance every month.
• Run the forecast: Build a forecast process the CEO, CRO, and board rely on, give an independent view alongside the sales call, and improve its accuracy every quarter.
• Define the revenue process: Set stage definitions, MEDDPICC qualification, handoffs, and a renewals pipeline that opens well before each contract ends, across all product lines.
• Build the deal desk: Put pricing and discount rules, quoting, and approvals on a written footing with Legal and Finance, so standard deals move fast and exceptions get a quick decision.
• Support planning and pay: Build the capacity model behind the bookings plan, support territory and quota setting, and keep commissions accurate and paid on time.
• Enable the sales team: Own onboarding, playbooks, and our sales hub, and make sure every product, pricing, or process change lands with training and the CRM change together.

Requirements

• Proven experience in Revenue Operations or Sales Operations at a B2B SaaS company with an enterprise sales motion.
• A forecasting track record: you have built and run a forecast process that a CRO and CEO relied on, and can show how its accuracy improved.
• Deep hands-on CRM knowledge (Salesforce, HubSpot, or similar), covering data model, automation, integrations, administration, and change control.
• Strong analytical skills: advanced spreadsheet skills, plus SQL or a BI tool, and the discipline to reconcile revenue data with Finance.
• Working knowledge of enterprise deals: long sales cycles, multi-year contracts, renewals, and a qualification method such as MEDDPICC.
• Experience of quota and commission administration, pricing and discount governance, or running a deal desk.
• The credibility to partner with a CRO and the independence to challenge a forecast or a deal with evidence.
• A builder’s mindset: you are hands-on, comfortable building from the ground up, and have developed people or led a small team.

Nice to Have

• Experience with other CRM systems beyond Salesforce and HubSpot.
• Advanced knowledge of BI tools beyond SQL.

We Offer

• Culture: Join a global, innovative team. We support rapid career growth, providing the freedom to create your own success story in a high-performance environment.
• Continuous Development: We prioritize your growth through bespoke training programs and Personal Development Plans (PDPs) for every employee.
• Impact: Be a visible contributor to a company that is redefining how the world builds software.
• Benefits:
  • 🌴 32 days of holidays (including bank holidays)
  • 🗓️ Annual Leave purchase (up to 5 extra days)
  • 💻 Work from Home Equipment allowance
  • 🏡 Flexible Work from Home: 2 days remote a week, 3 days in office
  • ✈️ Flexible Work from Long Distance: 4 weeks a year
  • 👶 12 Weeks Paid Maternity and Paternity Leave
  • 🐶 Pet friendly office
  • 📚 Sponsored Learning Opportunities
  • 🚲 Cycle2work scheme
  • 🎉 Team Socials

Stay connected with us on LinkedIn or keep an eye on our career page for future opportunities!