Senior Manager, Revenue Operations (New Business) (Hybrid, San Francisco)

Your Impact:

Handshake is hiring a Senior Manager, Revenue Operations (New Business) reporting to the SVP, GTM Strategy & Revenue Operations.

In this high visibility role, you will be a strategic business partner and primary operational leader for our US New Business field teams focused on growth. You will also partner with cross-functional teams in defining, landing, and executing our key strategic priorities. You will apply your strategic planning, strong analytical skills, and steadfast focus on execution to meet our growth goals. The right candidate is a collaborative problem-solver, analytics guru, and an operator who balances strategy with tactical execution. You'll play a meaningful role in providing insightful analyses and strategic recommendations on how Handshake can deliver sustainable growth in acquiring new paid customers and improved field team productivity. You are a strategic thinker with a bias toward action, and are able to drive alignment across senior leadership. You lead with empathy and advocate internally on behalf of Handshake customers and Employer Sales. 

Your Role:

• Be the key operational partner to the GTM leaders across US acquisition teams and drive the segment go-to-market strategy to unlock new logo growth for our Employer business. 

• Lead the day-to-day operations for the Enterprise, Mid-Market and SMB AE teams and our Sales and Business Development teams from sales process, lead to new logo acquisition lifecycle, strategic insights, and revenue programs

• Lead operating cadence and implement rigor across teams to ensure the health of the business, including forecast accuracy, developing strategies to maximize logo and ACV growth, and implementing programs to drive rep productivity 

• Partner with Product and Sales to evolve our channel strategy across field and online selling motions 

• Collaborate with Finance and Marketing to deliver insights on our pipeline and drive go-to-market initiatives to improve funnel performance (conversion rates, sales cycles, etc..) and rep productivity

• Partner with Sales, Finance, Marketing, and Product on go-to-market initiatives, long-range annual planning, and board reporting

• Own segmentation, territory design, quota setting, comp strategy and performance management for US New Business 

• Represent segment business requirements in cross-functional initiatives and partner with centralized operations team to drive transformation in planning, data analysis, systems, and process 

• Hire, develop, and manage sales operations professionals to support the growth of the team 

Your Experience:

• 5+ years operating in a SaaS B2B company with demonstrated experience working with global sales teams and supporting an Enterprise-level product

• 3+ years as a people leader

• Led market opportunity sizing and expansion efforts 

• Strategic, structured thinker with strong analytical skills and business acumen

• Effective, clear, and executive level communication skills, verbal and written

• Data expert, able to develop dashboards and reports to support monthly and quarterly reporting cadence

• Aptitude for framing business questions with data, translating business needs into strategies, and operationalizing plans to drive outcomes

• Experience driving or supporting financial planning processes

• Experience with funnel performance management 

• Authentic and demonstrated ability to drive cross-functional projects end-to-end and strong project management skills

• Highly disciplined operator with a solution-oriented mindset, ownership mentality, and strong comfort level working in high-growth & performance-focused environments

• Understanding of Enterprise B2B SaaS sales cycle/customer lifecycle and go-to-market models and processes

• Manage, develop, and mentor sales operations professionals

Bonus Areas of Expertise:

• Experience leading sales enablement efforts to improve rep productivity 

• Experience developing exec level insights and recommendations including C-suite and Board materials

• Proven track record as a people leader, building high-performing teams and followership

• Advanced Salesforce experience

• MBA, Management Consulting and/or Investment banking experience

Compensation:

• $218,500 - $241,500 OTE, 15% pay mix