Revenue Operations Manager

About Us Behind every innovative new medical device, new healthcare policy, and research into new treatments, there's a literature review. At DistillerSR Inc., we're changing the way that scientific research is conducted. Founded in 2008, DistillerSR is the world's leading AI‑enabled workflow automation and evidence management platform for streamlining the production of critical literature‑based health research. DistillerSR is used by 80% of the top 10 global medical device and pharmaceutical companies to inform life‑changing product research, prepare regulatory submissions and to monitor for safety issues with medical products once in market. At DistillerSR, we have three core values: Always Leading, Always Innovating, and Always Trusted. Our amazing team lives these values every day and our customers trust us to bring them innovative, world‑leading solutions that power their important work.

About The Role We are a fast‑growing B2B SaaS company seeking an experienced Revenue Operations Manager to own and optimize our go‑to‑market technology stack and processes. This role serves as the connective tissue between Sales, Marketing, Finance and Customer Success, ensuring data integrity, process efficiency, and actionable insights across the revenue organization.

Key Responsibilities Salesforce Administration & Configuration

Own and administer the Salesforce instance, including user management, security settings, profiles, permission sets, and role hierarchies

Design, build, and maintain custom objects, fields, page layouts, record types, validation rules, and formula fields

Create and optimize Flows, Process Builder automations, and approval processes to streamline sales workflows

Manage integrations between Salesforce and other GTM tools (marketing automation, enrichment tools, Maxio, etc.)

Partner with Finance to maintain consistent ARR field logic, pricing structures, discount governance, and renewal tracking

Ensure data quality through deduplication, enrichment processes, and governance policies

Work with Sales Leadership to identify friction points in the sales cycle and implement process or tooling improvements that increase seller productivity

Support the adoption and optimization of sales methodologies (e.g., discovery frameworks, mutual action plans) within Salesforce

Reporting & Analytics

Build and maintain dashboards and reports for sales leadership, marketing, and executive team

Define, track, and analyze key revenue metrics: pipeline velocity, conversion rates, ARR/MRR, CAC, LTV, churn, and expansion revenue, among other metrics

Monitor and reconcile revenue and pipeline data with Finance to support forecasting and reporting

Maintain a single source of truth for ARR and pipeline reporting

Create forecast models and pipeline analysis to support strategic planning

Deliver actionable insights through regular reporting cadences and ad‑hoc analysis

Process Design & Optimization

Implement and maintain AI agent and rules‑based automations (e.g., lead scoring and routing, draft response generation) to make GTM motions smarter and more efficient

Map, document, and continuously improve lead‑to‑sale processes

Define and enforce lead scoring, routing, and assignment rules

Partner with Sales and Marketing to improve MQL‑to‑SQL conversion and handoff processes

Own the end‑to‑end revenue lifecycle definitions (MQL - SQL - Opportunity - Closed Won - Renewal/Expansion) across Sales, Marketing, and Customer Success

Ensure seamless data flow and integration across Marketing Automation, CRM, and CS platforms

Define, document, and maintain standardized CRM field definitions, inputs, and data quality controls to ensure consistent, accurate reporting across Sales, Marketing, and Finance

Establish data governance policies and processes to maintain tool integrity and cross‑team adoption

Train and enable end users on tools and best practices

Quota Management

Administer, track commission and compensation plans in collaboration with Finance

Requirements Required Qualifications

5+ years of Revenue Operations, Sales Operations, or Business Operations experience in B2B SaaS

Salesforce Administrator certification required; Advanced Administrator or Platform App Builder preferred

Expert‑level proficiency in Salesforce configuration: Flows, custom objects, validation rules, reports/dashboards

Experience supporting revenue forecasting and SaaS metrics (ARR, CAC, LTV)

Familiarity with AI tools and proactive about finding ways to leverage them to scale and accelerate operations

Strong experience building complex reports and dashboards with multi‑object relationships

Demonstrated track record of improving sal