Senior Revenue Operations Manager - Automattic

At WooCommerce, we’re on a mission to democratize commerce. Millions of merchants around the world build their businesses with our open-source platform, and we’re scaling how we support them.

Specifically, we’re scaling our B2B merchant acquisition efforts and are looking for a Senior Revenue Operations Manager to help build our Revenue Operations function largely from the ground up. This role goes beyond optimizing what exists today: it involves designing systems, processes, and data foundations that don’t yet fully exist, while ensuring they can scale thoughtfully over time.

You’ll partner closely with Sales and Customer Success leadership as a trusted operational and analytical partner, helping establish the foundations that enable clear decision-making, effective execution, and predictable growth.

This is a senior individual contributor role with significant ownership and influence. Your work will directly shape how we operate today and how we scale going forward.

What You’ll Do

• First 90 days: Build core dashboards, identify process/data gaps, establish remediation plans.
• First 180 days: Create capacity and territory models, map the full tech stack and integrations, define the attribution model.
• First 12 months: Achieve predictable forecasting (within ±10%) and establish a scalable enablement foundation.

Core Responsibilities

Systems & Data Foundation

• Own vendor relationships, tools, and integrations (Salesforce, Gong, ChiliPiper, etc.).
• Establish data quality standards, access controls, and governance practices.
• Build durable dashboards and ad hoc reporting that clearly answer “where are we vs. target?”
• Perform ongoing process and data gap analysis, prioritizing practical improvements while keeping long-term scalability in mind.
• Evaluate and implement technology or process improvements to support revenue growth.

CS & Sales Enablement

• Operationalize CS function: customer health, churn prediction, renewal workflows, escalation paths, expansion playbooks.
• Create rules of engagement between Sales and CS for complex GTM.
• Build enablement function infrastructure (topics/process/schedule—not training delivery).

Strategic Revenue Support

• Build tracking for strategic/payment partner merchants critical to NRR.
• Analyze performance trends to guide strategy: win/loss, deal cycle length, seasonality, retention, segmentation bands, and customer bands.
• Create capacity planning models based on pipeline velocity and customer growth.
• Handle territory planning, quota setting, and compensation administration.
• Support pricing and packaging changes with data and tracking.
• Support mid-funnel pipeline reviews and Sales/CS QBRs.
• Identify and surface GTM and CS inefficiencies through data analysis.
• Build merchant health scoring, expansion potential tracking, and red-to-green workflows.
• Design reporting that gives executives visibility, managers clarity, and reps actionable insights—from pipeline health to forecasting accuracy.

Qualifications

• You’ve built RevOps from scratch: 6–8+ years of experience, including at least one 0→1 build or major foundation reset.
• Deeply data-driven: A mindset of “if the data isn’t there, how do we get it?”
• Comfortable speaking truth to power: Use data to surface trade-offs and inform decisions, even when conversations are uncomfortable.
• AI as a strength: Concrete examples of how you integrate AI into your work.
• Hands-on technical skills: Strong Salesforce experience (flows, integrations) and comfort working with data tools (e.g., SQL or Python).
• Tooling expertise: Knowledge of the RevOps tooling landscape and sound judgment about what works at scale.
• Pragmatic and intentional: Ability to balance short-term fixes with longer-term system design.
• Executive partner: Ability to partner with revenue leaders and communicate data-backed insights clearly.

What Good Looks Like

• You can answer “where are we vs. Sales and CS targets?” quickly using trusted data.
• Executives rely on ELT-ready dashboards that communicate complex business metrics simply.
• Core metrics (NRR, CAC, LTV, ASP, time to close, close rates) are clearly defined with documented data sources.

Compensation & Location

• Salary Range: $140,000–$200,000 USD. Salary ranges are global regardless of location, paid in local currency. Pay reflects potential contribution and impact.
• Work Setup: Automattic is a fully remote company with an open vacation policy.

About Automattic

Now in our 20th year, Automattic is the company behind WordPress.com, WooCommerce, Beeper, Tumblr, Simplenote, Jetpack, Longreads, Day One, PocketCasts, and more. We are a distributed company with over 1,500 employees across the globe committed to democratizing publishing, commerce, and messaging.