Senior Revenue Operations Manager

At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve - including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.

The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us!

About SolarWinds

SolarWinds is a people-first company with a purpose to enrich the lives of the people we serve - including employees, customers, shareholders, partners, and communities. Our mission is to help customers accelerate business transformation with simple, powerful, and secure solutions. We value people who are collaborative, accountable, empathetic, and ready to grow and lead with purpose.

About the role

SolarWinds is seeking a player-coach to lead the Sales Operations pillar within GTM Technology and help anchor the Revenue Operations operating model. Reporting to the Director, Revenue Operations, you will own sales process, territories, and lead and account routing while partnering with Finance, FP&A, BizApps, and GTM Technology as forecasting, deal desk, CPQ, and compensation transition into Rev Ops.

You will represent Rev Ops to business-unit leaders, regional Sales VPs, Customer Success, and executives. This role combines strategic judgment with hands-on operating discipline: you will be a trusted, straight-answer partner on pipeline, forecast, and process, and will translate business needs into clear systems requirements and execution.

What you’ll do

• Sales process and systems: Own end-to-end sales process design and documentation across the BU-aligned model, from lead through close and handoff. Guide Salesforce and connected revenue-system improvements, including source attribution, quote and billing workflows, data quality, automation, and controls.
• Territories and routing: Define and maintain territory models, account ownership and assignment logic, and lead and contact routing for BU, geographic, and segment strategies. Translate changes into scenarios, impact assessments, clear updates, and rollout plans. Partner with Sales leadership and FP&A on quota deployment, coverage, and capacity.
• Forecasting and pipeline: Run pipeline inspection and coverage reporting, present findings to senior leadership, and partner with Finance and FP&A on forecast cadence and quarter close. Build toward ownership of forecasting as the function transitions to Rev Ops.
• Deal desk, CPQ, and compensation: Partner with BizApps, Finance, and Revenue Accounting on CPQ operations, quoting rules, approval workflows, and discount governance. Partner with Finance and Revenue Strategy on compensation plan administration, quota deployment, and crediting. Build toward ownership of deal desk and compensation as they transition.
• Systems, quality, and delivery: Turn business needs into testable requirements for Salesforce, CPQ, Outreach, Gong, and related tools. Review configuration with BizApps and GTM Technology; lead Rev Ops UAT and provide go/no-go recommendations. Establish reliable data practices, routing audits, process documentation, and deployment readiness.
• Operating cadence and intake: Run a regular operating rhythm with Sales, FP&A, GTM Technology, BizApps, and Enablement. Partner with the Rev Ops Help Desk to categorize sales requests - including territory, routing, process, and Salesforce issues - and convert recurring problems into process or roadmap improvements.

What you’ll bring

• 8+ years of experience in Revenue Operations or related go-to-market operations supporting quota-carrying B2B SaaS teams.
• 3+ years managing analysts or managers in an operations function.
• Hands-on Salesforce fluency at an administrator or power-user level, including the ability to scope and review configuration, write requirements, and validate changes in UAT.
• A track record of presenting forecast and pipeline data to senior leaders, and readiness to take on forecasting ownership as it transitions.
• Expertise in sales process design, territory and account assignment, and lead routing, with an understanding of how design choices affect pipeline health and seller experience.
• Experience partnering with Finance and BizApps on deal desk, CPQ, and compensation or quota administration.
• Proven partnership with FP&A, Finance, BizApps or IT, and Sales leadership.
• Comfort working autonomously amid ambiguity and moving between executive conversations and hands-on analysis.
• Global or multi-region sales experience.

Preferred

• Experience in a BU-aligned or matrixed sales organization, or a PE-backed or turnaround environment.
• Familiarity with Outreach, Gong, Traction Complete, LeanData, Linkedin Sales Navigator, Salesforce, Clari
• Exposure to AI or automation in GTM operations.
• Proven ability to work from a ticketing queue: triaging incoming requests, tracking them through resolution, and keeping stakeholders informed of status.

What success looks like

• Forecast accuracy, measured as variance to actuals, improves within two quarters of Rev Ops taking on the forecast.
• Sales and BU leaders view Rev Ops as a proactive partner, not a ticket queue.
• Sales processes, territories, and lead and account routing are documented and applied consistently.
• Forecasting, CPQ, and compensation transition into Rev Ops with clear ownership and a smooth handoff.
• Salesforce and CPQ workflows reflect how sellers work, with reliable data and effective controls.
• The team demonstrates stronger ownership and communication, or a documented transition plan is in place.

SolarWinds is an Equal Employment Opportunity Employer. We consider all qualified applicants without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status, or any other characteristic protected by law.

SolarWinds is an Equal Employment Opportunity Employer. SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.

All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice