Revenue Operations Manager

📋 Description

• • Own the end-to-end revenue operations engine for Blackforestlabs, the startup behind the breakthrough models Stable Diffusion, Stable Video Diffusion, and the next generation of generative image & video technology. You will architect and continuously optimize the systems, data flows, and processes that turn our rapidly expanding pipeline of enterprise, API, and SaaS customers into predictable, scalable revenue.
• • Build and maintain a unified GTM tech stack that currently spans HubSpot, Salesforce, Stripe, ChartMogul, and custom billing micro-services. Your first 90 days will include auditing tool usage, eliminating data silos, and creating a single source of truth for ARR, churn, upsell, and usage-based metrics that the executive team trusts in board decks and investor updates.
• • Partner directly with the founders, Head of Sales, and Head of Customer Success to design and enforce a repeatable quote-to-cash process. You will map every stage—from lead scoring and MQL thresholds to closed-won hand-off, provisioning, invoicing, and renewal—then automate it with workflows, validation rules, and alerts that reduce manual work by at least 40 %.
• • Develop granular segmentation and pricing models for our three core revenue streams: (1) enterprise licenses for on-prem diffusion models, (2) pay-as-you-go API credits for developers, and (3) tiered SaaS subscriptions for creative teams. You will run elasticity tests, cohort analyses, and expansion-path experiments that unlock new ARR levers while protecting gross margins above 80 %.
• • Create and maintain a real-time revenue dashboard that surfaces pipeline coverage, forecast accuracy, net revenue retention, and CAC payback. You will set SLAs for data freshness (≤ 5 minutes), define alert thresholds, and train GTM leaders to self-serve insights so that weekly forecast calls shrink from 60 minutes to 15.
• • Lead monthly pipeline councils where Sales, Marketing, and CS review stage progression, ICP fit, and risk flags. You will institutionalize a closed-loop feedback process so that marketing campaign ROI, sales cycle bottlenecks, and product usage signals are translated into actionable backlog items for both the GTM and Product teams.
• • Design compensation plans, SPIFFs, and territory carve-outs that align with our PLG motion and high-velocity enterprise upsell targets. You will model OTE scenarios, claw-back policies, and accelerators that keep sales rep attrition under 5 % while ensuring the company stays within 3 % of plan for total sales expense.
• • Implement a usage-based billing infrastructure that scales from thousands to millions of inference calls per customer. You will work with Engineering to instrument event streaming, set up dunning workflows, and create customer-facing usage dashboards that reduce billing disputes by 50 %.
• • Own the annual planning and quarterly re-forecasting process. You will translate board-level ARR targets into bottoms-up quotas, capacity plans, and marketing budgets, then track variance weekly so leadership can reallocate spend before it’s too late.
• • Champion data governance and compliance across SOC 2, GDPR, and future enterprise security questionnaires. You will document field definitions, access controls, and retention policies so that every GTM team member knows exactly how to handle PII and customer data.
• • Mentor a future RevOps analyst or junior Salesforce admin. You will create onboarding playbooks, run lunch-and-learn sessions, and establish a culture of experimentation where A/B tests on email sequences, pricing pages, and trial flows are launched weekly.
• • Stay on the bleeding edge of AI GTM tooling—evaluating emerging products for lead enrichment, conversational AI, and predictive scoring—then present quarterly tech-stack reviews that keep Blackforestlabs two steps ahead of slower-moving competitors.