Manager, Revenue Operations (Affiliates)

Who You Are:

You are a player-coach with genuine analytical depth and a builder's instinct. You do not wait to be asked — you surface what matters before it becomes urgent and bring recommendations, not just observations. You are comfortable walking into a room of experienced GTM leaders and challenging their thinking with data. You see broken workflows as problems to fix, not facts of life, and you have the operational credibility to implement the fix yourself. You thrive on unstructured problems and ambiguity is your baseline, not your blocker.

What You’ll Be Doing:

Strategic GTM Partnership

• Work directly with Leadership across the Affiliates org — owning the RevOps narrative in every strategic conversation
• Run weekly business reviews — own the narrative, surface the gaps, and bring action-oriented recommendations, not just summaries
• Proactively surface insights Affiliates leadership is not yet asking for — conversion trends, cohort gaps, activation bottlenecks — before they become visible problems
• Prepare and present monthly and quarterly performance reviews combining operational metrics, trend analysis, and forward-looking recommendations

Planning, Forecasting & Analytics

• Own the bottoms-up annual operating plan for the Affiliates org — team composition, quota design, capacity modeling, and hiring plans
• Drive the weekly bottoms-up forecast — collecting inputs, validating assumptions, and feeding consolidated outputs into the GTM-wide forecasting model
• Track actuals against plan weekly — identify deviations early, diagnose root causes, and bring corrective recommendations before gaps compound
• Build and own the core analytics framework: affiliate performance cohorts, LTV by affiliate segment, activation rate analysis, expansion triggers, and dormancy signals
• Model the impact of proposed changes before they go live — new incentive structures, new activation playbooks, new affiliate tiers

Endorsed Affiliates Program — Ownership & Operations

• Own end-to-end operational tracking of all Endorsed Affiliate agreements — milestone tracking, performance against contracted targets, and payout schedules
• Build a centralized tracking system — moving from manual spreadsheets to a structured, automated operational model with real-time visibility
• Track payout calculations and coordinate with Finance for approval and disbursement
• Own the ROI framework — measuring actual return per endorsed partner and surfacing data-driven recommendations on where to invest, renew, or exit
• Identify operational gaps and fix them through process design and automation
• Produce regular reporting on program performance, payout status, and ROI for leadership
• Cultivate a high-performing RevOps analyst cohort, fostering a culture of extreme ownership and strategic foresight

Process Design, Tech Stack & Team Leadership

• Map, document, and own every key process across Land, Activate, and Expand — from onboarding workflows to expansion triggers
• Conduct regular process audits — identify broken, redundant, or manually intensive workflows and fix them
• Own the GTM tech stack for the Affiliates organization end-to-end — including affiliate tracking infrastructure and Endorsed Affiliates Program systems
• Manage and develop a small team of analysts — set clear expectations, coach toward proactive instinct, and create a culture of ownership

What You’ll Bring:

• Analytically sharp — comfortable building forecasting models, cohort analyses, and ROI frameworks from scratch
• Systems and process oriented — you have opinions about how things should work and the ability to implement them
• Player-coach mentality — comfortable executing directly while managing and developing a small team
• Strong communicator across levels — managers, directors, and senior directors simultaneously
• Experience owning a high-value partnership or contract program — tracking milestones, managing payouts, building ROI frameworks
• Proven track record in high-growth SaaS where operational processes were being built in real time

Experience/Education/Certifications Required:

• 5–8 years in Revenue Operations, Sales Operations, Partner Operations, or a closely adjacent GTM analytics function
• Experience supporting or operating within a partner, affiliate, or channel ecosystem — strongly preferred
• Background in high-growth SaaS where operational processes were being built, not just maintained
• No specific certification required — analytical depth and track record of impact are the bar