Senior Revenue Operations Lead, Performance & Insights

Manhattan Associates is strengthening the revenue intelligence layer of Revenue Operations, and the Senior Revenue Operations Analyst, Performance & Insights will help translate GTM data into trusted analysis, executive-ready narratives, and action-oriented recommendations. This role will drive analytics across pipeline health, forecasting, conversion, coverage, win rates, sales productivity, renewal and expansion signals, dashboards, and business review reporting for Sales, Customer Experience, Finance, and executive stakeholders. The ideal candidate is an analytical business partner who can work through messy data, identify what matters commercially, and convert complex revenue questions into clear models, dashboards, and operating insights. Success in this role requires strong BI capability, SaaS metrics fluency, commercial judgment, and practical use of automation and AI tools to improve reporting scale, forecast visibility, and decision quality.

Duties and Responsibilities

• Construct and manage forecast analytics, including commit, best case, pipeline, forecast movement, slippage, close-date movement, forecast accuracy trends, manager forecast behavior, risk identification, and upside analysis.

• Build and maintain pipeline analytics covering pipeline creation, coverage ratios, stage conversion, stage aging, source quality, product mix, segment/region performance, velocity, and sufficiency versus target.

• Develop revenue performance reporting across bookings, ARR, new logo versus expansion, seller productivity, win rates, average deal size, sales cycle, discounting trends, and segment, geography, or product performance.

• Create executive dashboards and review materials for the COO, Sales leadership, CXO, and Finance relating to QBRs, MBRs, forecast reviews, pipeline discussions, and ad-hoc leadership requests.

• Write performance narratives, not just charts, by synthesizing trends, root causes, risks, opportunities, and recommended actions that leaders can use to drive execution.

• Support annual and quarterly GTM planning analytics including territory coverage, quota support, capacity modeling, productivity assumptions, account prioritization, segment performance, and expansion whitespace.

• Build customer lifecycle and expansion insight by incorporating renewal risk signals, adoption indicators, customer health inputs, implementation handoff metrics, expansion propensity, and NRR/GRR visibility.

• Partner with the RevOps Systems & Process owner to align KPI definitions, Salesforce reporting logic, source data quality, dashboard governance, and the operating cadence for revenue inspection.

• Automate and govern reporting assets through QA routines, metric validation, refresh monitoring, documentation, self-service enablement, and controlled updates to business logic.

• Apply AI and advanced analytics responsibly to accelerate insight generation, detect anomalies, validate forecast changes, summarize performance drivers, and reduce recurring manual reporting effort.

How We’ll Measure Success

• Revenue KPI dictionary established with aligned definitions, calculation logic, source systems, ownership, and usage standards for core GTM metrics.

• Pipeline health and forecast accuracy dashboards launched and trusted by Sales, Finance, Customer Experience, and executive stakeholders as sources of truth for operating reviews.

• Weekly forecast and pipeline review pack produced on cadence with risk, upside, coverage, conversion, slippage, stage aging, and forecast movement insights.

• Executive QBR and MBR templates adopted with clear performance narratives, action-oriented commentary, and consistent views of bookings, ARR, productivity, and customer lifecycle metrics.

• Coverage and conversion models used to assess pipeline sufficiency, quota risk, territory health, segment performance, and resource allocation decisions.

• Rep, team, renewal, and expansion views available to leadership with actionable visibility into productivity, attainment, customer health, expansion whitespace, and renewal or adoption risk.

• Reporting quality and governance improved through documented metric logic, dashboard QA, data reconciliation, stakeholder signoff, and reduced definition disputes.

• Manual reporting effort reduced through automation, reusable models, self-service dashboards, and AI-enabled analytics workflows that improve speed without sacrificing accuracy.

What You Bring

• 5+ years of experience in Revenue Operations, Sales Analytics, GTM Analytics, Revenue Strategy, Sales Finance, Business Intelligence, or related analytical roles supporting B2B enterprise technology or SaaS sales motions.

• Strong BI and data capability with hands-on experience using SQL and tools such as Tableau, Power BI, Sigma, Salesforce reporting, Excel, or comparable analytics platforms.

• Deep understanding of SaaS and revenue metrics, including ARR, bookings, pipeline, forecast, conversion, coverage, productivity, win rates, sales cycle, NRR, GRR, renewals, and expansion.

• Proven ability to build executive-ready narratives that connect data to commercial implications, operating risks, performance drivers, and recommended management actions.

• Experience with forecasting, pipeline management, quota support, territory coverage, capacity modeling, productivity analysis, or QBR/MBR preparation in a fast-paced GTM environment.

• Comfort working with messy data while still producing useful, well-documented, analytically sound models and dashboards with clear assumptions and QA discipline.

• Applied AI and automation fluency with practical experience or strong curiosity around tools such as ChatGPT, Claude, Gemini, Copilot, or embedded BI/CRM AI features to improve analytics workflows and insight delivery.

• Bachelor’s degree in Finance, Business, Economics, Analytics, Information Systems, or a related field.

Why Join Manhattan?

· Competitive Rewards: Market-leading pay, comprehensive health coverage, and a 401(k) with 50% match up to 6% from day one.

· Career Growth: Access Global Path, our structured development program with global opportunities, free LinkedIn Learning, and mentorship.

· Inclusive Culture: Join a diverse team and Employee Connection Groups like Multicultural Network, LGBTQ+ Alliance, Women’s Initiative Network, and MA Mamas.

· Flexibility & Balance: Hybrid work options, flexible policies, and onsite fitness centers to help you recharge.

· Community Impact: Monthly volunteer events and opportunities to make a difference locally and globally.

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