Manager of Revenue Operations

Summary

Join Shelf, a leading AI platform company, as their Manager of Revenue Operations. This strategic role focuses on accelerating revenue by architecting, aligning, and optimizing the go-to-market (GTM) engine. You will own the GTM operating system, implement revenue architecture, and continuously improve full-funnel processes across Marketing, Sales, and Customer Success. Responsibilities include revenue intelligence and forecasting, managing the GTM tech stack, pipeline and process optimization, and supporting annual and quarterly revenue planning. The ideal candidate possesses 3-5 years of experience in Revenue Operations, a proven track record in B2B SaaS, and deep knowledge of Salesforce and related systems. This high-impact role requires strong analytical and financial acumen, cross-functional collaboration skills, and the ability to thrive in a fast-paced environment. Shelf offers a competitive salary, generous equity, open PTO, and comprehensive health and wellness packages.

Requirements

• 3 – 5 years of experience in Revenue Operations, Sales/Marketing Ops, or GTM Strategy
• Proven track record in B2B SaaS, preferably with experience in AI, data, or developer-focused platforms
• Deep knowledge of Salesforce and adjacent GTM systems (e.g., Pardot, ZoomInfo, Segment/Rudderstack, Optimizely/VWO)
• Strong analytical and financial acumen; fluency in CAC, LTV, funnel metrics, and cohort analysis
• Comfortable working cross-functionally and influencing executive stakeholders
• Thrives in a fast-paced, high-growth environment and excels at balancing strategy with execution
• Bachelor's degree required; advanced degree a plus

Responsibilities

• Own the GTM Operating System
• Implement the Revenue Architecture Methodology by Revenue by Design
• Implement and continuously improve full-funnel processes across Marketing, Sales, and Customer Success
• Define and enforce lead lifecycle stages, handoff criteria, SLAs, and territory/account structures
• Ensure the smooth orchestration of the buyer journey—from lead to closed-won and beyond
• Own forecasting methodologies, reporting infrastructure, and KPI frameworks across GTM teams
• Deliver executive dashboards that clearly communicate funnel health, stage conversions, sales velocity, CAC, retention, and LTV
• Establish attribution and ROI models that inform go-to-market strategy and investment
• Manage the GTM tech stack (Salesforce, Pardot, ZoomInfo, Segment/Rudderstack, Optimizely/VWO, etc.)
• Drive automation and data integrity across systems
• Partner with engineering and analytics to unify data sources and maintain a clean, actionable single source of truth
• Analyze the performance of each funnel stage and identify bottlenecks, gaps, and opportunities
• Work cross-functionally to improve stage conversion, accelerate time-to-revenue, and reduce customer acquisition costs
• Optimize outreach, lead scoring, routing, and account prioritization strategies
• Support annual and quarterly revenue planning, including target setting, territory design, and quota modeling
• Partner with Sales Enablement and Marketing to equip GTM teams with insights, tools, and processes needed to succeed
• Drive operational alignment across departments, ensuring everyone is executing toward shared goals

Benefits

• Competitive salary: $125,000 - $160,000
• Generous equity grant in the form of company stock options
• Open PTO
• Comprehensive health and wellness packages