Revenue Operations Senior Manager

Responsibilities

• Renewal Forecasting & Revenue Metrics
• Own the end-to-end renewal forecasting process from rep-level inputs through manager rollups to executive summary - building what does not exist today into a reliable, repeatable cadence.
• Establish and maintain Lytx's Retain & Grow performance metrics including Net Revenue Retention (NRR), Gross Revenue Retention (GRR), expansion ARR, and churn rates.
• Partner with Finance to align on metric definitions, target-setting methodology, and reporting cadences that feed board and leadership reviews.
• Proactively identify forecast gaps and surface revenue risk early - not after it shows up in the number.
• Pipeline Management & Health Monitoring
• Monitor and analyze the renewal and expansion pipeline to evaluate health, track conversion rates, and identify trends at each stage.
• Build frameworks and dashboards that give leadership real-time visibility into pipeline coverage, deal velocity, and at-risk accounts.
• Partner with sales leadership to drive accountability in opportunity management and ensure CRM data integrity supports accurate forecasting.
• Deal Risk Assessment & Escalation
• Develop scalable frameworks to identify at-risk renewals and expansion opportunities based on indicators such as product adoption, engagement signals, contract tenure, discount history, and competitive exposure.
• Define and operationalize escalation paths that connect field risk signals to the right internal resources - CS leadership, executive sponsors, or product teams - before deals slip.
• Act as a trusted voice in deal strategy and forecasting conversations, bringing data-backed perspective to leadership decisions.
• Territory Design & Whitespace Optimization
• Lead annual and in-year territory planning for KAM and CSM organizations, using customer segmentation, contract value, health scores, whitespace analysis, and rep capacity to allocate resources against the highest-value opportunities.
• Identify expansion whitespace within the existing customer base and translate insights into actionable coverage strategies for the field.
• Collaborate with Sales leadership, Enablement, and HR to implement territory changes with appropriate communication, tooling, and transition support.
• Sales & CS Leadership Support
• Serve as a strategic operations partner to KAM and CS leaders - bringing analytical rigor to QBRs, pipeline reviews, and business planning.
• Translate complex data into clear narratives and recommendations that enable faster, more informed decision-making by senior leaders.
• Shape quarterly and annual operating plans by providing operational analysis, capacity modeling, and performance benchmarking.
• Support cross-functional initiatives with Finance, Enablement, Operations, and HR that improve the productivity and effectiveness of customer-facing teams.

Requirements

• Experience & Background
• 10+ years of experience in Revenue Operations, Sales Operations, or Customer Success Operations, with meaningful time supporting post-sale or Retain & Grow functions.
• Demonstrated track record of building operational processes from scratch in ambiguous, high-growth environments - not just inheriting and running existing playbooks.
• Experience owning or co-owning retention and expansion metrics (NRR, GRR, churn, expansion ARR) in a B2B SaaS or subscription business.
• Strong background in territory design, forecasting methodology, and pipeline management disciplines.
• Bachelor's degree in Business, Finance, Analytics, or a related field; MBA or equivalent analytical depth a plus.
• Technical Skills
• Expert-level proficiency in Salesforce CRM - you know how it should be configured for a renewal motion and you can identify when it isn't.
• Advanced Excel and PowerPoint skills.
• Familiarity with CS platforms (Totango, Gainsight, ChurnZero, or equivalent) preferred; direct experience a plus.
• Experience with conversation intelligence tools (Gong or equivalent) to surface customer risk signals is a plus.
• Competencies
• You are analytically rigorous but not paralyze

Benefits

Additional Information

Lytx is looking for a Senior Manager of Revenue Operations to build and lead the operational foundation supporting our Key Account Management (KAM) and Customer Success (CSM) organizations. This is a builder role - the processes, frameworks, and data infrastructure needed to run a world-class Retain & Grow motion largely do not exist yet, and you will own creating them. You will sit at the intersection of data, strategy, and execution - partnering directly with Sales and CS leadership to improve renewal forecasting accuracy, identify at-risk revenue before it becomes a problem, and ensure our customer-facing teams are deployed against the right opportunities. The VP of Revenue Operations will lean on you as the subject matter expert for all things retention and expansion. If you are the kind of operator who gets energized by ambiguity, uncomfortable with broken data, and relentless about building systems that scale, this role was written for you.

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