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Role Description

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.
• Day to day, Week to week, Month to month:
  • 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.
    • 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).
• You’re deeply data-driven, with a mindset of “if the data isn’t there, how do we get it?”
• You’re comfortable speaking truth to power, using data to surface trade-offs and inform decisions, even when conversations are uncomfortable.
• AI is a strength, not a buzzword—you can point to concrete examples of how you use it in your current role.
• You’re hands-on technically, with strong Salesforce experience (flows, integrations) and comfort working with data (e.g. SQL or Python), not just point-and-click tooling.
• You know the RevOps tooling landscape, and have good judgment about what actually works at scale.
• You’re pragmatic and intentional, balancing short-term fixes with longer-term system design.
• You can partner as an equal with revenue leaders, and communicate data-backed insights clearly to executive stakeholders.

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 simply.
• Core metrics (NRR, CAC, LTV, ASP, time to close, close rates) are clearly defined with documented data sources.

Salary & Benefits

• Salary range: $140,000-$200,000 USD.
• Please note that salary ranges are global, regardless of location, and we pay in local currency.
• We are searching for high-caliber candidates with the skills and qualities to have a net positive for Automattic. Pay will reflect the potential contribution and the impact you can bring, which may, in some cases, go beyond the range stated.
• This isn’t your typical work-from-home job—we are a fully-remote company with an open vacation policy.