Revenue Operations Manager

The posting, as Scale AI wrote it

About the role

As Revenue Operations Manager for Enterprise GTM, you will own the measurement layer of our go-to-market engine. You will be the key to what is in the pipeline, what is converting, what is slipping, and, most importantly, why, and the . Your primary customers are our enterprise new logo and expansion teams across healthcare and life sciences, financial and professional services, TMT and energy, and public sector.

We treat go-to-market as an engineered system. Architecture and design sit with the Director you report to. Instrumentation, measurement, and diagnosis sit with you.

This is an individual contributor role with a wide mandate and real exposure. You will not manage a team. You will own numbers that go to the VP of Enterprise GTM, the executive staff, and the board.

What you'll do

Own the enterprise reporting layer

• Build and maintain dashboards that give real-time visibility into pipeline health, stage conversion, sales velocity, coverage ratios, and attainment against plan, cut by vertical, segment, and rep.
• Establish a single agreed definition for every core metric (pipeline created, qualified pipeline, coverage multiple, win rate, cycle time, ACV, committed vs. consumed) and defend it. One number, one source, one definition.
• Report bookings, recognized revenue, and consumption as the distinct measures they are, and make the bridge between them legible to people who do not live in the model.
• Run the operating cadence: weekly pipeline reviews, forecast calls in Salesforce and Clari, MBRs, QBRs, and the enterprise section of board reporting.
• Build stakeholder-specific, self-serve views so vertical leaders, sales development, and partnerships can answer their own routine questions without opening a ticket with you.

Turn the data into insight

• Answer the hard "why" questions, e.g., why Stage 3 conversion dropped in financial services, which sourcing motions produce the highest-ACV enterprise deals, where multi-year agreements stall in legal review.
• Build leading indicators and early-warning triggers so leadership sees a coverage or velocity problem 60 days out rather than in the last week of the quarter.
• Pressure-test the forecast. Deliver an independent bottoms-up call and be willing to disagree with the field's number in front of senior leaders.
• Diagnose where to reallocate capacity, headcount, and pipeline generation effort across verticals, and bring the recommendation, not just the chart.
• Produce the analysis behind strategic bets: segmentation changes, territory restructuring, pricing and packaging shifts, new vertical entry.

Instrument the funnel and the systems that feed it

• Own top-of-funnel reporting for Sales Development: lead conversion loops, sourced vs. influenced pipeline, meeting-to-opportunity rates, and adherence to the Sales Development Playbook.
• Champion CRM data integrity. Set and enforce completeness standards for qualification fields, next steps, close dates,

[…]
develop reliable AI systems for the world's most important decisions. Our products provide the high-quality data and full-stack technologies that power the world's leading models, and help enterprises and governments build, deploy, and oversee AI applications that deliver real impact. We work closely with industry leaders like Meta, Ernst & Young, Mayo Clinic, Time Inc., the Government of Qatar, and U.S. government agencies including the Army and Air Force. We are expanding our team to accelerate the development of AI applications.

We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an inclusive and equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status.

We are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at accommodations@scale.com. Please see the United States Department of Labor's Know Your Rights poster for additional information.

We comply with the United States Department of Labor's Pay Transparency provision .

PLEASE NOTE: We collect, retain and use personal data for our professional business purposes, including notifying you of job opportunities that may be of interest and sharing with our affiliates. We limit the personal data we collect to that which we believe is appropriate and necessary to manage applicants’ needs, provide our services, and comply with applicable laws. Any information we collect in connection with your application will be treated in accordance with our internal policies and programs designed to protect personal data. Please see our privacy policy for additional information.