# Revenue Operations Manager **Company**: Cockroach Labs **Location**: New York, NY **Work arrangement**: hybrid **Experience**: mid **Job type**: full-time **Salary**: $120,000 - $180,000 per year **Category**: Sales **Industry**: Technology **Apply**: https://job-boards.greenhouse.io/cockroachlabs/jobs/7972769?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_cc16a0d9-d9e ## Description ## Job Title Revenue Operations Manager ## Department Sales ## Job Description Category-defining tech. Career-defining work. The next era of software won’t operate at human scale. Applications will create applications. Systems will coordinate with systems. Data and decisions will move faster than teams can react to them. The infrastructure powering that world cannot be fragile, reactive, or limited by the assumptions of the past. Cockroach Labs exists to build what comes next , before the world requires it. We created CockroachDB to survive failures, scale without compromise, and adapt to changing conditions automatically. Now we’re helping define a future where complexity fades into the background and infrastructure simply works, no matter the scale. This is the kind of challenge that attracts people who want to shape industries, not just participate in them. The work is ambitious, the standards are high, and the impact is real. ## The Role GTM Operations is a small, high-intensity team at the center of Cockroach Labs' revenue transformation. As a Revenue Operations Manager, you'll own the systems, data, and processes that power how our GTM organization operates , from CRM governance and pipeline reporting to sales process design and tech stack optimization. You'll sit at the intersection of Sales, Marketing, and Customer Success, building the operational infrastructure that makes each of those teams faster, smarter, and more accountable. This role requires real operational and technical fluency. You'll own our CRM data integrity, build reporting frameworks, design scalable sales processes, and increasingly leverage AI to automate and accelerate how the revenue org works. If you thrive in ambiguity, move faster than the organization expects, and believe the best operations are the ones people actually adopt, this role was built for you. ## What You'll Do CRM Ownership and Data Integrity: Own Salesforce as the system of record for the revenue org , managing data hygiene, pipeline stage definitions, field governance, and process automation. Make sure leadership can trust what they see in the CRM. Reporting and Revenue Analytics: Build and maintain the dashboards, reports, and KPIs that give Sales, Marketing, and CS visibility into performance , pipeline coverage, conversion rates, deal velocity, rep productivity, and retention metrics. Surface insights that drive real decisions. Sales Process Design and Enablement: Define, document, and enforce the sales processes and rules of engagement that keep the GTM org aligned , from lead routing and opportunity management to forecasting cadences and handoff protocols. Tech Stack Management: Own and optimize the GTM tech stack (Salesforce, Gong, Outreach, and more) , evaluating tools, managing integrations, driving adoption, and ensuring the stack actually supports how the team sells. AI and Automation: Identify and deploy automation and AI-powered workflows that reduce manual work and increase GTM efficiency , from enrichment and routing to forecasting and health scoring. Measure impact and iterate. Cross-Functional Program Execution: Partner with Sales leadership, Marketing Ops, Finance, and Data Engineering to run programs end-to-end , diagnose operational gaps, design solutions, coordinate across stakeholders, and make sure adoption sticks. Strategic Partnership: Act as a trusted operational partner to revenue leaders across Sales, Marketing, and Customer Success. Earn influence through operational rigor, speed of execution, and a clear point of view on what the data actually shows. ## What We're Looking For - 3–5 years of experience in Revenue Operations, Sales Operations, or a related GTM operational role at a B2B SaaS or high-growth technology company - Strong analytical skills , you can build pipeline models, dissect conversion data, and translate complexity into clear, actionable recommendations - Fluency with AI tools: you use LLMs daily as a productivity multiplier, are comfortable experimenting with automations, and are genuinely excited about what AI can do for revenue operations - A bias toward action and systems thinking , you don't just identify problems, you build durable solutions that scale - Strong written and verbal communication skills; comfortable presenting operational findings and owning outcomes with senior stakeholders - High agency and ownership mentality. You treat every system, process, and report as if the revenue org depends on it , because on this team, it does ## Bonus Points - Experience with SQL or other querying languages - Hands-on experience building or deploying AI workflows, agents, or automations in a business context - Familiarity with GTM tools like Salesforce, Gong, Outreach, or similar - Genuine intellectual curiosity about how AI is reshaping go-to-market strategy -- you follow this space and have opinions about it ## What to Expect The learning curve here is steep, the pace is real, and the impact is immediate. Here's what success looks like: ## In your first 90 days - Get deep on our GTM motion , understand how Cockroach Labs sells, where the operational friction is, and what the data says about it - Complete a full audit of CRM data health and surface your top recommendations - Build relationships across Sales, Marketing, CS, Finance, and Data Engineering - Ship your first reporting improvement or process fix that influences a real decision ## In your first year - Own the end-to-end reporting infrastructure that revenue leadership relies on for forecasting and planning - Drive at least one major operational improvement , a redesigned process, a new automation, or a tech stack upgrade , that measurably improves GTM efficiency - Become the go-to operational partner for senior revenue leaders - Build a track record of shipping things that stick, not just recommending them ## Benefits - Stock Options - Medical Insurance - Vision Insurance - Dental Insurance - Life and Disability Insurance - Professional Development Funds - Flexible Time Off - Paid Holidays - Paid Sick Days - Paid Parental Leave - Retirement Benefits - Mental Wellbeing Benefits - And more! ## Salary and Benefits The annual anticipated base salary range for U.S. candidates for this role is listed in USD below. This role is also eligible for commission. Salary is one component of the Cockroach Labs’ Total Rewards package, which also includes, for each employee: stock options, medical insurance, vision insurance, dental insurance, life and disability insurance, funds towards professional development resources, flexible paid time off, 11 paid holidays a year, 10 paid sick days a year, paid parental leave, a 401(k) plan, and wellbeing benefits. Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced but bring unique perspectives and strengths to the role. We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. ## Skills ### Required - Revenue Operations - Sales Operations - CRM Governance - Pipeline Reporting - Sales Process Design - Tech Stack Optimization - AI Tools - Automation - SQL - Querying Languages - GTM Tools ### Nice to have - LLMs - Productivity Multiplier - Experimentation - Business Context - Intellectual Curiosity - Go-to-Market Strategy --- Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/cockroachlabs/jobs/7972769?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)