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Revenue Operations Manager

24 hours ago

London, Canada DistillerSR Inc. Full time

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 finds 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 sales productivity and pipeline efficiency
- Experience with CPQ tools (Salesforce CPQ, DealHub, PandaDoc)
- Proficiency with data analysis tools (Excel/Sheets, SQL, BI tools like Tableau)
- Excellent communication skills with ability to translate data into business recommendations
- Experience in a high-growth startup or scale-up environment (Series A through C)

Preferred Qualifications

- Experience with marketing automation platforms (Pardot)
- Familiarity with revenue intelligence tools (Clari, Gong, Chorus)
- Experience implementing or managing customer success platforms (Gainsight, ChurnZero)
- Knowledge of data enrichment tools (ZoomInfo, Clearbit, Apollo)
- Basic coding skills (Apex, JavaScript, Python) for advanced customization

Compensation

Salary Range: $77,668 - $97,502

Compensation is determined based on factors such as experience, skills, and overall fit for the role. If you’re excited about the opportunity but the listed salary range doesn’t fully align with your expectations, we still encourage you to apply. We’re open to discussing a competitive package that reflects your background and expertise.

Benefits

We're a dynamic and innovative B2B SasS firm who leads in our market and we're looking for agile, growth-minded individuals who want to join and make a positive impact doing purposeful work. We offer:

- Flexible work hours and work arrangements
- Benefits coverage from Day One
- Annual winter holiday shutdown
- Three weeks vacation
- Wellness reimbursement
- Professional development support
- Career growth opportunities
- Great culture working in the heart of the Kanata North Tech Park

As part of our recruitment process, we may utilize artificial intelligence tools to support or assist the review of applications. These tools may help us identify candidates whose qualifications best match job requirements.

DistillerSR Inc. is committed to providing a respectful, welcoming, and inclusive work environment where every single employee can bring their full self to work, thrive, and be successful. Please let us know if you need any accommodation during the recruitment process.