Manager, Revenue Operations
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What you'll do
- Serve as the primary Revenue Operations point of contact for SDR, Solutions Consulting, and Partnerships leadership — running point on reporting, process design, and day-to-day support
- Track and report on SDR activity and pipeline generation, Solutions Consultant deal coverage and win rates, and partner-sourced/influenced pipeline and revenue
- Articulate the strengths and opportunities of pipeline funnel conversion, especially as it relates to what SDRs and SCs can influence
- Facilitate the operating cadence (e.g., weekly business reviews) for supported GTM functions to bring executive leaders up to speed on the health of the business
- Design and improve the workflows, tools, and processes that let each team scale without adding operational overhead — from lead routing to deal registration
- Define deal registration processes and the operational rules for how partner deals are tracked
- Take on strategic, transformational projects that redefine how Fleetio’s GTM orgs operate in partnership with the CRO, Sales leaders, and other cross-functional leaders
- Prioritize and sequence your own work across various GTM functions with competing demands — bringing structure and judgment to a role without an established playbook
- Partner with the GTM systems team to prioritize and implement improvements to the tech stack that serve GTM functions, and act as their voice in the broader Revenue Operations roadmap
- Leverage AI and automation tools to accelerate reporting, summarize trends, and reduce manual work
What they're looking for
- 5+ years of experience in Sales Operations, Revenue Operations, or Business Operations within a B2B SaaS environment
- Experience supporting either a SDR, Solutions Consulting, and/or Partnerships org
- Proven ability to support multiple stakeholder groups or functions at once, prioritizing effectively amid competing, shifting demands
- Strong hands-on experience building reports and dashboards and navigating workflows in Salesforce
- Strong analytical skills with a track record of turning data into clear, actionable recommendations for non-technical stakeholders
- Demonstrated ability to incorporate AI-powered tools into day-to-day workflows to improve efficiency and accelerate analysis
- Proven track record of operating with high autonomy in a fast-moving environment — setting your own priorities and driving outcomes without waiting to be directed
Nice to have
- Experience with engagement tools (e.g., Outreach, Salesloft) is a plus
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
A little about us…Fleetio is a modern software platform that helps thousands of organizations worldwide manage their fleet operations. Transportation technology is a hot market, and we’re leading the charge with raving fans and new customers signing up every day. We raised $450M in our Series D funding round in March of 2025 and are on an exciting trajectory as a company. Fleetio is also a proud founding member of the Rails Foundation!
More about our team and company:
- Fleetio overview video: https://www.youtube.com/watch?v=YoXyXTFWbkg
- Our careers page: https://www.fleetio.com/careers
We are seeking a versatile, execution-focused Manager of Revenue Operations to be the operational backbone for GTM functions such as SDRs, Solutions Consulting, and Partnerships. This is a net-new, individual-contributor role — you'll build the operating rhythm, reporting, and processes these functions need as they scale, and you'll flex your focus as priorities shift across the business.
Who you are
This role will be a strategic partner to leaders within the SDR, Solutions Consulting, and Partnerships org. On any given week, you might be investigating breakdowns in pipeline generation for SDR leadership, standing up a process to track Solutions Consultant deal coverage and win rates, and defining how partner-sourced deals get registered and reported. You bring strong Salesforce and reporting fundamentals, a bias toward action, and the judgment to know when to build a lightweight process versus a fully scaled system. This new role reports directly to the Senior Director of Revenue Operations and will have significant latitude to shape how the function is built. As a Revenue Operations generalist, you will collaborate closely with the field and central Revenue Operations teams.
We believe AI will fundamentally change how revenue organizations operate. The ideal candidate is actively incorporating AI and automation into their workflow to build reports faster, surface insights, and scale their impact.
Your impact
In this role, you will:
- Serve as the primary Revenue Operations point of contact for SDR, Solutions Consulting, and Partnerships leadership — running point on reporting, process design, and day-to-day support
- Track and report on SDR activity and pipeline generation, Solutions Consultant deal coverage and win rates, and partner-sourced/influenced pipeline and revenue
- Articulate the strengths and opportunities of pipeline funnel conversion, especially as it relates to what SDRs and SCs can influence
- Facilitate the operating cadence (e.g., weekly business reviews) for supported GTM functions to bring executive leaders up to speed on the health of the business
- Design and improve the workflows, tools, and processes that let each team scale without adding operational overhead — from lead routing to deal registration
- Define deal registration processes and the operational rules for how partner deals are tracked
- Take on strategic, transformational projects that redefine how Fleetio’s GTM orgs operate in partnership with the CRO, Sales leaders, and other cross-functional leaders
- Prioritize and sequence your own work across various GTM functions with competing demands — bringing structure and judgment to a role without an established playbook
- Partner with the GTM systems team to prioritize and implement improvements to the tech stack that serve GTM functions, and act as their voice in the broader Revenue Operations roadmap
- Leverage AI and automation tools to accelerate reporting, summarize trends, and reduce manual work
Your experience
- 5+ years of experience in Sales Operations, Revenue Operations, or Business Operations within a B2B SaaS environment
- Experience supporting either a SDR, Solutions Consulting, and/or Partnerships org
- Proven ability to support multiple stakeholder groups or functions at once, prioritizing effectively amid competing, shifting demands
- Strong hands-on experience building reports and dashboards and navigating workflows in Salesforce; experience with engagement tools (e.g., Outreach, Salesloft) is a plus
- Strong analytical skills with a track record of turning data into clear, actionable recommendations for non-technical stakeholders
- Demonstrated ability to incorporate AI-powered tools into day-to-day workflows to improve efficiency and accelerate analysis
- Proven track record of operating with high autonomy in a fast-moving environment — setting your own priorities and driving outcomes without waiting to be directed
- Demonstrated ability to incorporate AI-powered tools into day-to-day workflows to improve efficiency and accelerate analysis
Benefits
- Multiple health/dental coverage options (100% coverage for employee, 50% for family)
- Vision insurance
- Incentive stock options
- 401(k) match of 4%
- PTO - 4 weeks (increases at year two!)
- 12 company holidays + 2 floating holidays
- Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
- FSA & HSA options
- Short and long term disability (short term 100% paid)
- Community service funds
- Professional development funds
- Wellbeing fund - $150 quarterly
- Business expense stipend - $125 quarterly
- Mac laptop + new hire equipment stipend
- Fully stocked kitchen with tons of drinks & snacks (BHM only)
- Remote working friendly since 2012 #LI-Remote
Fleetio provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment. We celebrate diversity and are committed to creating an inclusive environment for all. All employment is decided on the basis of qualifications, merit and business need.
This application is not intended to and does not create a contract or offer of employment. Employment with Fleetio is at will.
If you have a disability or a special need that requires an accommodation to fill out the online application, please let us know by calling (205) 718-7500.
Company
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