Manager, Revenue Operations

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We’re looking for a Manager, Revenue Operations (Customers) to join our Revenue Operations team in Montreal.

The Revenue Operations team is central to the success of our go-to-market functions. As the Manager of Revenue Operations for the Customer business unit, you will build and lead a high-performing RevOps team in your region, establishing a best-in-class revenue operations function. Your expertise will guide GTM teams in strategic planning, insightful reporting, and performance optimization, helping drive alignment and efficiency across departments.

In this role, you will own the development, monitoring, and refinement of key performance indicators (KPIs) across the entire customer journey to ensure measurable success at every stage. Partnering closely with Finance and GTM leadership, you’ll play a critical role in developing investment cases to enhance team productivity and efficiency. This is a strategic, high-impact position where you will contribute directly to business growth by optimizing processes, establishing robust reporting frameworks, and ensuring data-driven decisions across the organization.

What you’ll be doing:
As the Manager of Revenue Operations, you will lead the RevOps function to drive operational excellence and support profitable revenue growth strategies. Working closely with senior leadership, you’ll develop and execute strategic initiatives aligned with our company OKRs to help achieve revenue and profitability targets.

Weekly Performance Review and Pipeline Updates
Lead weekly performance reviews, providing a comprehensive analysis of the pipeline and insights to leadership. This includes detailed forecasting updates for end-of-month (EOM), end-of-quarter (EOQ), and end-of-year (EOY) projections to support proactive decision-making across the organization. You’ll Identify and establish new KPIs to track the health and effectiveness of the GTM teams, adapting to emerging business priorities.

Bi-Weekly Deep-Dive Reviews
Conduct in-depth bi-weekly sessions focusing on New Business (AE) and Account Management (AM) performance. This includes delivering rep-level insights, analyzing trends, identifying pipeline risks and opportunities, and contributing to the Weekly Business Review (WBR) to ensure the sales teams are equipped to drive growth.

Monthly and Quarterly Business Reviews (MBR/QBR)
Facilitate the Monthly Business Review (MBR) and Quarterly Business Review (QBR) sessions, partnering with GTM leaders to provide a strategic overview of performance. These reviews will analyze key metrics, assess progress against targets, and align on actionable insights to drive overall success.

Monthly Quota Analysis and Coverage Recommendations
Oversee the monthly analysis of quota attainment and coverage across the sales and customer teams. This responsibility includes providing unbiased data driven insights and recommendations on IC Quotas and Coverage to ensure optimal alignment with market opportunities, our company planning, and resource efficiency.

Quarterly Reforecasting
Lead the quarterly re-forecasting process, working closely with Finance and GTM leadership. This involves adjusting revenue and performance targets to align with current business realities, identifying areas for investment or cost optimization, and ensuring targets are realistic and achievable.

In addition to these core responsibilities, you will:

- Build and develop the Revenue Operations team as a strategic partner for the Head of RevOps, fostering a culture of high performance that aligns with Lightspeed’s values.
- Collaborate with cross-functional leaders in Enablement, Product, and Sales to ensure the strategy is aligned with global priorities and product roadmaps.

What you need to bring:

- A bachelor's degree in a relevant field, such as business, finance, technology, or operations; a master’s degree in business or a related discipline is a plus but not required.
- Proven experience leading and developing high-performing teams (2+ years) in a hybrid or remote environment, fostering a collaborative and results-oriented culture.
- Significant experience (6+ years) within a go-to-market (GTM) environment, with a track record of delivering on strategic GTM initiatives that drive revenue growth and operational efficiency.
- Demonstrated ability to drive cross-functional outcomes, successfully collaborating with stakeholders in Information Systems, Data, Finance, GTM, and Marketing.
- Strong experience leading budget and forecasting processes to align with company goals and expectations, ensuring financial accuracy and effective resource allocation.
- Solid analytical and data-driven decision-making skills, with experience establishing and managing KPIs to measure and optimize performance across the customer journey.

Who you are:

- Exceptional Analytica