The Revenue Operations Manager is a critical business partner to Mimecast's field sales leadership, translating company strategy into the operational programs and processes that enable the sales team to execute with precision.
Aligned to one or more Sales VPs, this role serves as the day-to-day Field Sales Operations — running the forecast cadence, maintaining territory integrity, driving performance analysis, and coordinating cross-functional initiatives that touch sales.
This role sits between strategy and execution. You are the person sales VPs rely on when they need to understand their business, make critical decisions, and need operational programs built and running. You do not own the CRM or the broader RevOps tech stack — but you are a sophisticated user of both, and you hold the business logic that makes them meaningful.
What You’ll Do:
- Forecast Management: Own weekly forecast cadence, including pipeline scrubs, deal reviews, and submission tracking.
- Forecast Execution: Ensure accurate, timely forecasting inputs and visibility.
- Pipeline Insights: Translate pipeline data into clear narratives, highlighting risks and opportunities.
- Data Storytelling: Turn raw data into actionable insights for leadership.
- Performance Analysis: Deliver reporting on pipeline health, quota attainment, and sales metrics
- Performance Tracking: Monitor and improve sales effectiveness.
- Dashboard Development: Build and maintain real-time dashboards for sales leaders.
- Reporting Infrastructure: Enable self-service visibility without manual effort.
- Territory Management: Maintain territory assignments and resolve coverage issues.
- Territory Integrity: Ensure fair, accurate account distribution.
- Process Enablement: Operationalize new sales processes with documentation, training, and adoption tracking.
- Process Adoption: Drive consistent execution across teams.
- Pipeline Hygiene: Enforce data standards and run regular pipeline reviews
- Data Quality: Keep CRM data clean and reliable.
- Compensation Support: Track quota attainment and resolve comp discrepancies with Finance
- Comp Accuracy: ensure fair and timely resolution of issues.
- Planning Execution: Support annual planning with data validation and rollout coordination
- Planning Operations: Execute territory and quota planning effectively.
- Cross-Functional Alignment: Partner with Finance, Marketing, Enablement, and GTM teams
- Stakeholder Collaboration: Align teams on sales operations priorities.
Field Liaison: Represent field sales needs in RevOps discussions. - Field Advocacy: Ensure systems and processes reflect real sales workflows.
What you’ll Bring:
- Experience: Strong expertise in sales operations, revenue operations, or related roles within B2B SaaS.
- Field Expertise: Deep understanding of sales team needs and workflows.
- Analytical Skills: Ability to turn complex data into clear insights and recommendations.
- Data Analysis: Drive decisions with evidence-backed insights.
- Sales Tools: Advanced proficiency in Excel and BI/forecasting tools (Tableau, Power BI, Clari).
- Technical Skills: Analyze and visualize sales performance effectively.
- CRM Knowledge and fluency: Working expertise in Salesforce or similar platforms and confidently query and validate sales data.
- Communication: Comfortable presenting to VP-level stakeholders.
- Executive Presence: Clearly communicate insights and influence decisions.
- Project Management: Ability to manage multiple priorities and deliver on time.
- Execution Focus: Balance competing demands in fast-paced environments.
- Adaptability: Thrive in ambiguity and evolving business conditions — Agility: maintain performance despite change.
- Industry Knowledge: Familiarity with cybersecurity or enterprise SaaS environments.
- Domain Insight: Understand market dynamics and sales complexity.
- Compensation Insight: Exposure to quota setting and sales compensation processes.
- Incentive Awareness: Support fair and effective sales planning.
- Sales Methodologies: Familiarity with MEDDIC, Challenger, or similar.
- Sales Acumen: Align operations with proven sales frameworks.
- Hybrid Working Flexibility: This is a hybrid role based in our Lexington, MA office.
The base salary range for this position is $104,000 − $156,000 plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
Belonging at Mimecast
Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.
We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.
We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.
If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing careers@mimecast.com.
Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.
