Senior Manager, Revenue Operations (B2B)

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Are you actively looking for a new opportunity? Or just checking the market? Well… you might just be in the right place! 

Revenue Operations is a critical lever for how we plan, execute, and scale our go-to-market strategy. As Senior Manager, Revenue Operations (B2B), you will lead the regional RevOps function and build a high-performing team that acts as a strategic partner to GTM leadership. You’ll establish a best-in-class operating rhythm across forecasting, pipeline performance, and KPI governance—ensuring leaders have trusted insights, clear accountability, and the ability to act quickly.

In this role, you will own the definition, monitoring, and evolution of KPIs across the full customer lifecycle—driving clarity on what matters, why it matters, and what actions are required to improve outcomes. You will partner closely with Finance, GTM, Product, and Enablement to shape investment cases, improve productivity and capacity, and scale processes that increase predictability and profitable growth. This is a high-impact leadership role, combining strategic planning, analytical rigor, and cross-functional influence to drive measurable business results.

What you’ll be doing:

As Senior Manager, Revenue Operations, you will lead the NOAM Retail RevOps strategy and execution for the region—ensuring operational excellence, strong governance, and a consistent GTM cadence that supports revenue and profitability targets. You will translate company OKRs into executable plans, metrics, and operating rhythms that drive clarity, alignment, and performance.

1. Weekly Performance Review and Forecast/Pipeline Cadence
• Own and lead the weekly business cadence with GTM leadership, delivering a clear narrative on pipeline health, performance trends, risks, and required actions.
• Drive forecasting rigor across EOM / EOQ / EOY, ensuring accuracy, consistency, and accountability across teams.
• Evolve KPI frameworks as business needs change—introducing new metrics and scorecards that improve decision-making and execution.
2. Bi-weekly Performance Deep Dives (AE & AM)
• Lead bi-weekly deep dives into New Business and Account Management performance at both rep and segment level.
• Identify leading indicators, conversion trends, and execution gaps; translate insights into prioritized actions with GTM leaders and Enablement.
• Surface pipeline risk/opportunity early and ensure follow-through through clear owners, timelines, and measurable outcomes.
3. Monthly & Quarterly Business Reviews (MBR/QBR)
• Facilitate MBR and QBR sessions in partnership with GTM and Finance, providing an executive-level view of performance against targets, progress vs. plan, and outlook.
• Drive alignment on strategic priorities, investments, and course-corrections—ensuring decisions are grounded in trusted data and a shared narrative.
4. Quota Attainment, Coverage & Capacity Recommendations
• Lead monthly quota, coverage, and capacity analysis across sales and customer teams.
• Provide objective, data-driven recommendations on quota setting, coverage targets, territory design inputs, and resourcing—balancing market opportunity, productivity assumptions, and operating constraints.
5. Quarterly Reforecasting & Planning Partnership
• Own the RevOps workstream for quarterly reforecasting: aligning targets to current business realities and supporting Finance/GTM leadership with scenario analyses and tradeoffs.
• Build investment cases tied to measurable productivity and efficiency outcomes (capacity, conversion, cycle time, retention, etc.).

And a little bit of.... 

• Build, coach, and scale a high-performing RevOps team—developing talent, elevating standards, and creating a culture of accountability and impact.
• Act as a strategic partner to the Head of RevOps by shaping priorities, proactively identifying opportunities, and driving cross-functional execution.
• Partner with Product, Enablement, Systems, and Data teams to ensure tools, reporting, and process design align to global priorities and the product roadmap.
• Establish and maintain governance for reporting quality, metric definitions, and business interpretation—creating a “single source of truth” for GTM performance.

What you need to bring:

• Bachelor’s degree in a relevant field (Business, Finance, Technology, Operations, or similar). Master’s degree (MBA or related) is a plus, but not required.
• 8+ years of experience in a go-to-market environment (Revenue Operations, Sales Ops, BizOps, Strategy, FP&A, or Analytics), with a track record of delivering strategic initiatives that improve revenue outcomes, operational efficiency, and forecast predictability.
• 2+ years of people leadership experience, including building, coaching, and developing high-performing teams in a hybrid or remote setting, with clear examples of driving accountability, talent growth, and a strong operating culture.
• Demonstrated ability to drive cross-functional outcomes and influence senior stakeholders across GTM, Finance, Data/BI, Information Systems/RevTech, and Marketing—including resolving ambiguity, aligning priorities, and delivering measurable results.
• Strong experience owning or leading planning, budgeting, forecasting, and reforecasting cycles, with the ability to connect investment decisions to productivity, capacity, and performance outcomes.
• Advanced analytical and problem-solving skills, including designing and governing KPIs across the customer journey (pipeline health, conversion, velocity, retention/expansion, productivity), and turning insights into clear actions and decisions.
• As a global company with employees and clients outside of Quebec, fluency in English as a working language is required for this position.

What will help you succeed in this role?

• Executive-level analytics & business judgment: Ability to turn complex inputs into clear insights, recommendations, and decisions that improve GTM outcomes.
• Strong stakeholder influence: Comfortable operating with senior leaders; able to build trust quickly and drive alignment without relying on authority.
• Operational rigor & governance mindset: Sets clear definitions, standards, and operating rhythms that scale—without slowing the business down.
• Strategic + hands-on leadership: Can set direction and also roll up sleeves when needed; thrives in ambiguity and drives clarity.
• Change leadership: Experienced at driving adoption of new processes and frameworks, creating buy-in, and reinforcing accountability over time.
• Curiosity and continuous improvement: Proactively seeks better ways to measure, operate, and execute; learns fast and iterates thoughtfully.
• Talent builder: Coaches and develops strong operators and analysts; builds a team that raises the bar for GTM partnership and impact.

We know that people are more than what’s on their CV. If you’re unsure that you have the right profile for the role... hit the ‘Apply’ button and give it a try!

Be a changemaker

You’ll enjoy:

• A flexible work environment that empowers you to do your best work
• A culture that celebrates performance
• The chance to make an impact in a team that’s big enough for career growth, but lean enough to make your voice heard
• Career-defining opportunities

Plus benefits designed to keep you happy, healthy and fulfilled.

• Flexible paid time off and remote work policies 
• Equity options, because this is your company too
• Contributions to your pension plan. Your future matters
• Training opportunities to grow your skills and career
• Health and wellness credit so you feel your best
• Time off to volunteer and give back to your community
• Interest groups, employee led networks, social committees to sponsored sports teams
• Computer purchase program to get your personal Macbook
• Enhanced parental leave to support growing families

Fuel your growth. Find your people.

At Lightspeed, your growth is our priority. We invest in you with continuous learning opportunities, global mobility and benefits designed to support you—all within a driven, diverse and inclusive team that’s passionate about empowering our communities

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