As the Senior Manager of Revenue Operations, you are the implementer and operator of the revenue architecture model. You own the data model (Volume, Conversion, and Time metrics as defined below), the operating cadence (handoffs as commitments at every seam), the closed loops (Renewal, Risk Sharing, Advocacy, ICP Learning, Referrals, Nurturing), and the operating rhythm that makes all of it real.
Why this role matters:
The Senior Manager of Revenue Operations partners with Sales, Marketing, Implementation, Customer Success, Product, Finance, and Data Engineering, helping support revenue systems for our global organization.
In this role:
- You will build and maintain the data infrastructure (Salesforce, marketing automation, product telemetry, billing, customer success, support) to reliably compute and report out.
- You will run a quarterly diagnostic to assess baseline vs. benchmark for every metric, identify gaps, and define operating-model interventions to close them.
- You will establish and operate the six closed loops (Renewal, Risk Sharing, Advocacy, ICP Learning, Referrals, Nurturing) to drive GRR, NRR, expansion, and top-of-funnel efficiency.
- You will establish operating cadence and meeting architecture (weekly, monthly, quarterly) covering pipeline, forecast, QBRs, renewals, advocacy, and ICP diagnostics.
- You will own forecast methodology and revenue predictability across acquisition and post-sale (renewal and expansion), with pipeline health metrics tied to conversion rates, velocity, and stage-specific benchmarks.
- You will provide leadership with a unified commercial forecast and clear diagnostics on underperforming stages or conversion rates and the interventions required to close gaps.
- You will drive cross-functional execution with Sales, Marketing, Implementation, Customer Success, Expansion, Product, and Finance, aligning each function.
- You will own systems and tooling integrity.
- You will deliver insight and strategic input by producing a single executive view, surfacing wins and losses, identifying areas for improvement, and translating data into clear actions and operating-model improvements.
What you need to succeed:
- 8+ years in Revenue Operations, Sales Operations, GTM Operations, or commercial strategy roles in B2B SaaS, with at least 4 of those years operating against a full-funnel framework
- Bachelor's degree or equivalent experience in Business, Finance, Engineering, Operations, or related field
- Demonstrated experience standing up or operating a recurring-revenue commercial model end-to-end (acquisition, retention, and expansion under one architecture)
- Direct experience with Revenue Architecture frameworks or equivalent operating models
- Strong fluency with Salesforce, marketing automation (HubSpot or equivalent), and customer success platforms; experience configuring CRM architecture to reflect a defined revenue model
- Comfort building, defending, and operating against conversion math, retention math, and forecast methodology
- Demonstrated ability to operate across functions: Sales, Marketing, Implementation, Customer Success, Product, Finance
- Excellent written and verbal communication
- Familiarity with veterinary, animal health, or similar preferred
What you can expect from us:
- $150000 + base salary based on experience
- Opportunity for annual cash bonus
- Health / Dental / Vision benefits day one
- 5% matching 401k
- On-the-job training and career advancement opportunities
- Additional benefits including but not limited to financial support, pet insurance, mental health resources, volunteer paid days off, employee stock program, foundation donation matching, and much more
Why IDEXX:
We’re proud of the work we do, because our work matters. An innovation leader in every industry we serve since 1983, our team members help pet owners worldwide keep their companion animals healthy and happy, ensure safe drinking water for billions, and help farmers protect livestock and poultry from disease.
We have customers in over 175 countries and a collaborative global workforce. Our culture is one that embraces challenges and encourages learning and discovery. At IDEXX, you’ll be supported by competitive compensation, incentives, and benefits while enjoying purposeful work that drives improvement.
Knowing our work makes a meaningful impact on the health and well-being of pets and people is what motivates us every day. If meaningful work and a sense of purpose are at the top of your list, you’ll find it here.
Let’s pursue what matters together.
IDEXX values a diverse workforce and workplace and strongly encourages women, people of color, LGBTQ+ individuals, people with disabilities, members of ethnic minorities, foreign-born residents, and veterans to apply.
IDEXX is an equal opportunity employer. Applicants will not be discriminated against because of race, color, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition, or any protected category prohibited by local, state, or federal laws.
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