Senior Manager - Revenue Operations

Job Summary: 

Reporting to Inmobi’s Global Head of Revenue Strategy & Operations, you will play a crucial role in optimizing and aligning revenue-generating functions across sales, marketing, customer success, product and finance teams. The goal is to improve operational efficiency, enhance customer experience, and maximize revenue growth. You will be responsible for designing, managing, and optimizing the end-to-end revenue process. This includes overseeing the systems, data, and processes that enable the revenue-generating teams to operate efficiently. This role ensures that the organization is aligned on key metrics, workflows, and technology to drive growth and scale effectively. 

Responsibilities but are not limited to: 

          Revenue Strategy & Process Optimization: 

• Design and implement scalable processes for sales, marketing, and customer success teams to maximize revenue growth. 

• Collaborate with cross-functional teams to create a unified approach to revenue generation. 

• Identify inefficiencies and opportunities for process improvements in the customer journey, leveraging AI and automation at scale. 

         Revenue Analytics & Reporting: 

• Develop and manage key performance metrics (KPIs) to measure revenue growth, pipeline health, customer retention and expansion. 

• Deliver insights and analytics to leadership that drive decision-making and strategy. 

• Leverage AI to ensure data integrity and accuracy across CRM, financial systems, and reporting tools. 

        Sales & Marketing Technology Stack: 

• Manage and optimize the tools and platforms (e.g., CRM, marketing automation, BI tools) that enable sales, marketing, and customer success to execute their strategies. 

• Partner with IT and systems teams to ensure integrations between tools are seamless and data flows correctly. 

• Implement and leverage AI-driven features within Salesforce to automate workflows and optimize lead management. 

• Evaluate new technologies to enhance operational efficiency and revenue growth. 

        Cross-functional Collaboration: 

• Serve as the liaison between sales, marketing, product, finance, and customer success teams to ensure alignment and execution on shared revenue goals. 

• Work closely with sales operations to ensure effective pipeline management, forecasting, and deal execution. 

• Collaborate with marketing operations to optimize lead generation and ensure smooth handoff to sales. 

• Collaborate with customer success teams to optimize post-sale processes, reduce churn, and improve customer lifetime value. 

• Ensure effective communication and data handoff between customer success and other revenue teams. 

          Revenue Forecasting & Planning: 

• Own the revenue forecasting process in collaboration with sales and finance teams. 

• Use AI/ML forecasting capabilities to model different revenue scenarios and build quarterly and annual revenue plans. 

• Help define revenue targets, quotas, and compensation plans based on historical data, market trends, and business goals. 

        Team Leadership & Development: 

• Manage and mentor a team of revenue operations professionals, fostering a high-performance, data-driven culture. 

• Provide ongoing coaching and development to ensure team members grow in their roles and deliver value to the organization. 

• Set quarterly OKRs for all team members and report on outcomes with impact to the broader organization. 

          Experience: 

• 8+ years of experience in revenue operations, sales operations, or business operations in digital advertising, B2B SaaS or technology environment. 

• Proven track record of managing cross-functional teams at a global scale and driving measurable improvements in revenue processes. 

• Experience using AI-powered revenue intelligence platforms (e.g., Clari, Gong, Salesforce Einstein) to improve efficiency in the sales funnel. 

• Experience with CRM systems (e.g., Salesforce), marketing automation platforms (e.g., HubSpot, Marketo), and business intelligence tools (e.g., Looker). 

• Strong understanding of sales cycles, lead-to-cash processes, and revenue forecasting. 

• Leadership experience managing a multi-function team with differing but integrated priorities.   

          Skills: 

• Analytical mindset with a strong ability to translate data into actionable insights. 

• Strong project management skills, with the ability to manage multiple initiatives simultaneously. 

• Excellent communication and leadership skills, with a focus on collaboration. 

• Detail-oriented and highly organized with a proactive, problem-solving attitude. 

• Experience in a high-growth, fast-paced startup or technology company. 

• Familiarity with revenue recognition principles and financial planning. 

• Advanced knowledge of data analysis tools such as Excel, SQL, or Tableau.