Manager - Revenue Operations

Job Description

Manager – Revenue Ops

Reporting to: Chief People Officer

Key Responsibilities

• Own the end-to-end annual budgeting, quarterly forecasting, and monthly variance analysis processes across all business units.
• Build and maintain dynamic financial models to support scenario planning, revenue projections, and profitability analysis.
• Prepare executive-level dashboards, MIS reports, and board-ready financial presentations with actionable insights.
• Conduct deep-dive analyses on unit economics, customer cohort profitability, CAC/LTV ratios, and margin trends.
• Partner with business leaders to translate financial data into strategic recommendations and growth levers.

• Design and implement a robust revenue assurance framework to identify, quantify, and eliminate revenue leakage across the quote-to-cash cycle.
• Monitor and reconcile billing, invoicing, collections, and revenue recognition processes to ensure 100% accuracy.
• Establish and track key revenue KPIs (MRR, ARR, churn, expansion revenue, NRR) with real-time reporting mechanisms.
• Collaborate with Sales and Customer Success to optimise pricing strategies, contract structures, and renewal workflows.
• Audit CRM data quality (Salesforce / HubSpot) to ensure pipeline integrity and accurate forecasting.

• Own a centralised action-item tracker to ensure all strategic and operational initiatives are executed on time and with accountability.
• Conduct weekly/bi-weekly reviews with cross-functional stakeholders to monitor progress, flag risks, and remove blockers.
• Develop SOPs and playbooks for recurring financial and revenue operations workflows to ensure consistency and scalability.
• Drive process automation initiatives to reduce manual effort and improve turnaround times across finance operations.

• B.Tech / B.E. from a premier engineering institute (IITs, NITs, or equivalent) combined with an MBA from a top-tier business school (IIMs, ISB, XLRI, FMS, or equivalent).
• 4–5 years of progressive experience in FP&A, Revenue Operations, Business Finance, or Strategic Finance roles.
• Prior experience in IT Services, Fintech, SaaS, or Technology companies is mandatory.
• Strong proficiency in financial modelling, advanced Excel/Google Sheets, and data visualisation tools (Tableau, Power BI, Looker).
• Hands-on experience with ERP systems (SAP, Oracle, NetSuite) and CRM platforms (Salesforce, HubSpot).
• Excellent understanding of SaaS metrics, subscription revenue models, and quote-to-cash lifecycle.

• Demonstrated knowledge and hands-on experience with AI-powered analytics and automation tools (e.g., ChatGPT, Claude, Copilot, Gemini) for financial analysis, report generation, and workflow optimisation.
• Experience leveraging AI/ML-based forecasting models or tools for demand planning and revenue prediction.
• Familiarity with RPA tools (UiPath, Automation Anywhere) or no-code/low-code platforms for process automation.
• Ability to evaluate and implement emerging AI tools to improve productivity and decision-making across finance and revenue operations.
• A growth mindset towards continuously adopting new-age technologies and integrating them into day-to-day workflows.

• Exceptional analytical thinking and problem-solving skills with a keen eye for detail.
• Strong verbal and written communication skills; ability to present complex financial data to non-finance stakeholders.
• High ownership mindset – proactive, self-driven, and comfortable operating in a fast-paced, ambiguous environment.
• Proven ability to manage multiple workstreams simultaneously while maintaining quality and meeting deadlines.
• Collaborative team player with strong cross-functional stakeholder management skills.
• Experience in a high-growth startup or scale-up environment is highly preferred.