About the Job
The Revenue Operations Manager plays a crucial role in enabling General Managers, Sales, and Marketing leaders to achieve net revenue goals while navigating an increasingly complex and expanding business. This role is embedded within the Regional Revenue Operations team and serves as a trusted advisor and right-hand partner to the local Head of Sales and Head of Marketing, supporting Go-To-Market (GTM) leaders.
As Xendit scales, having a data-driven, strategic specialist who understands revenue pipelines, sales performance, and growth opportunities is more critical than ever. This role ensures that revenue teams are aligned, informed, and empowered to drive business success.
Key Focus Areas
- Performance Optimization - Enhance the B2B revenue funnel, covering leads, revenue pipelines, and realized revenues.
- Data-Driven Insights - Equip regional leaders with actionable data, insights, and strategic advice to optimize revenue performance.
- Growth Strategy - Develop and execute strategies for existing and emerging revenue streams to drive sustainable business growth.
Key Deliverables
- Drive 100% achievement of Sales and Marketing targets.
- Proactively monitor, analyze, and support Sales and Marketing leaders in executing revenue optimization strategies.
- Improve Net Revenue per Headcount, ensuring efficiency in revenue generation.
The ideal candidate is a hands-on professional with a deep understanding of Sales Operations, Marketing Operations, and GTM drivers. They must be highly collaborative, an excellent communicator, and adept at building strong relationships across cross-functional teams. This role requires someone who is proactive, passionate about their work, and ready to roll up their sleeves to drive impact. As a key player in Xendit's growth, the candidate will have a significant influence on revenue strategy and execution.
Minimum Qualifications
- 5+ years of experience in revenue / sales operations at a high-growth, technology company
- Proficiency a must inSQL, Excel and (or other CRM)
- Strong analytical skills with a focus on attention to detail
- Experience building territories, comp plans, and setting quotas for GTM teams
- Exceptional project management skills, with experience leading complex, cross-functional initiatives
- Strong communication skills and executive presence
- Can effectively operate in a fast paced and ambiguous environment.
Preferred Qualifications
- Strong data visualization and storytelling skills. Experience in creating dashboards using Tableau and other visualization tools.Knowledge of Azure toolstack (Databricks, PowerBI, Azure Data Explorer) will be a plus
Responsibilities
Operational Responsibilities
- Facilitate seamless communication between Sales, Marketing, and Customer Success.
- Optimize territory and account assignments, ensuring an efficient Sales organization.
- Monitor, analyze, and enhance the sales funnel on a weekly, monthly, and quarterly basis.
- Drive sales rigor and pipeline discipline, ensuring high CRM adoption and accurate forecasting.
- Lead annual and quarterly planning, including Sales forecasting, Capacity planning, Quota setting and timely assignments
- Design and manage territory assignments across Business Development, Account Executives, and Account Managers.
- Administer and optimize compensation and sales incentives, ensuring accurate tracking and timely payments.
- Ensure the effective adoption of the Sales and Marketing tech stack (Salesforce, Looker, and other tools).
Strategic Responsibilities
- Serve as the trusted advisor to local Sales and Marketing leaders, providing data-driven insights and strategic guidance-this is the single most critical accountability of the role.
- Act as the eyes and ears of the Head of Sales and Head of Marketing, delivering real-time business insights.
- Develop a deep understanding of market dynamics, customer behavior, and competitive landscape.
- Enable Sales and Marketing leaders by proactively tracking, managing, and delivering actionable insights on Key Performance Indicators (KPIs) to ensure revenue goals are met.
- Optimize sales processes, identifying areas for efficiency and improvement.
- Partner with General Managers, Sales Leaders, and FP&A to size the sales force effectively and build a scalable, cost-effective organizational structure
- Optimize sales organizational structures, making strategic recommendations to maximize productivity.
- Ensure alignment of reporting, sales incentives, and compensation structures with both country-specific needs and regional standards.
Deal Desk & Compliance Responsibilities
- Partner with Sales to structure complex deal pricing, balancing customer needs and operational efficiency.
- Support pricing negotiations, ensuring long-term alignment with merchant strategic goals.
- Review and approve deal pricing, ensuring compliance with company policies and profitability objectives.
- Enforce deal desk policies, including approval workflows, escalation processes, and compliance measures.
