Revenue Operations Manager

Lightspeed Commerce; Toronto; On-site; CAD 80,000 - 100,000; Full time

Benefits offered by this job

Flexible PTO

Remote work

Equity options

Pension plan

Training opportunities

Health & wellness credit

Volunteer time off

MacBook program

Parental leave

Job summary

Lightspeed Commerce is seeking a Revenue Operations Manager for the B2B unit to lead KPIs across the customer journey and align GTM strategy with finance and leadership.

You will develop, monitor, and refine KPIs, participate in forecasting and investment cases, and drive data-driven decisions that improve performance and efficiency across the organization.

This is a strategic, high-impact role with broad visibility and opportunities to influence revenue growth and operational excellence.

Qualifications

• Bachelor’s degree in business, finance, technology, or operations.
• 6+ years in a GTM environment delivering strategic initiatives.
• Demonstrated ability to drive cross-functional outcomes with IS, Data, Finance, GTM and Marketing.
• Strong experience leading budget and forecasting processes with financial accuracy.

Responsibilities

• Weekly Performance Review and Pipeline Updates: lead forecasting updates for EOM/EOQ/EOY and define new KPIs.
• Bi-Weekly Deep-Dive Reviews: provide rep-level insights, trends, risks and opportunities for AE/AM.
• Monthly and Quarterly Business Reviews (MBR/QBR): analyse metrics and align on actionable insights with GTM leaders.
• Monthly Quota Analysis and Coverage Recommendations: provide data-driven recommendations for IC quotas and coverage.
• Quarterly Reforecasting: adjust targets with Finance and GTM leadership to reflect current realities.
• Collaborate cross-functionally with Enablement, Product, and Sales to align strategy with priorities.

Skills

GTM experience

Cross-functional leadership

Budget & forecasting

KPI management

Data-driven decisions

English fluency

Education

Bachelor’s degree in business/finance/tech/ops

Job description

Hi there! Thanks for stopping by

Are you actively looking for a new opportunity? Or just checking the market? Well… you might just be in the right place!

The Revenue Operations team is central to the success of our go-to-market functions. As the Revenue Operations Manager for the B2B business unit establishing a best-in-class revenue operations function. Your expertise will guide GTM teams in strategic planning, insightful reporting, and performance optimization, helping drive alignment and efficiency across departments.

In this role, you will own the development, monitoring, and refinement of key performance indicators (KPIs) across the entire customer journey to ensure measurable success at every stage. Partnering closely with Finance and GTM leadership, you’ll play a critical role in developing investment cases to enhance team productivity and efficiency. This is a strategic, high-impact position where you will contribute directly to business growth by optimizing processes, establishing robust reporting frameworks, and ensuring data-driven decisions across the organization.

What You’ll Be Doing

• Weekly Performance Review and Pipeline Updates Lead weekly performance reviews, providing a comprehensive analysis of the pipeline and insights to leadership. This includes detailed forecasting updates for end-of-month (EOM), end-of-quarter (EOQ), and end-of-year (EOY) projections to support proactive decision-making across the organization. You’ll Identify and establish new KPIs to track the health and effectiveness of the GTM teams, adapting to emerging business priorities.
• Bi-Weekly Deep-Dive Reviews Conduct in-depth bi-weekly sessions focusing on New Business (AE) and Account Management (AM) performance. This includes delivering rep-level insights, analyzing trends, identifying pipeline risks and opportunities, and contributing to the Weekly Business Review (WBR) to ensure the sales teams are equipped to drive growth.
• Monthly and Quarterly Business Reviews (MBR/QBR) Facilitate the Monthly Business Review (MBR) and Quarterly Business Review (QBR) sessions, partnering with GTM leaders to provide a strategic overview of performance. These reviews will analyze key metrics, assess progress against targets, and align on actionable insights to drive overall success.
• Monthly Quota Analysis and Coverage Recommendations Oversee the monthly analysis of quota attainment and coverage across the sales and customer teams. This responsibility includes providing unbiased data driven insights and recommendations on IC Quotas and Coverage to ensure optimal alignment with market opportunities, our company planning, and resource efficiency.
• Quarterly Reforecasting Lead the quarterly reforecasting process, working closely with Finance and GTM leadership. This involves adjusting revenue and performance targets to align with current business realities, identifying areas for investment or cost optimization, and ensuring targets are realistic and achievable.

In Addition To These Core Responsibilities, You Will

• Collaborate with cross-functional leaders in Enablement, Product, and Sales to ensure the strategy is aligned with global priorities and product roadmaps.

What You Need To Bring

• A bachelor's degree in a relevant field, such as business, finance, technology, or operations; a master’s degree in business or a related discipline is a plus but not required.
• Significant experience (6+ years) within a go-to-market (GTM) environment, with a track record of delivering on strategic GTM initiatives that drive revenue growth and operational efficiency.
• Demonstrated ability to drive cross-functional outcomes, successfully collaborating with stakeholders in Information Systems, Data, Finance, GTM, and Marketing.
• Strong experience leading budget and forecasting processes to align with company goals and expectations, ensuring financial accuracy and effective resource allocation.
• Solid analytical and data-driven decision-making skills, with experience establishing and managing KPIs to measure and optimize performance across the customer journey.
• As a global company with employees and clients outside of Quebec, fluency in English as a working language is required for this position.

What Will Help You Succeed In This Role

• Exceptional Analytical Skills: A keen ability to analyze complex data sets and derive actionable insights that will guide GTM strategies and optimize performance metrics across all customer journey stages.
• Strong Communication and Relationship-Building Abilities: Excellent communication skills to build and maintain relationships with stakeholders at all levels, especially in a cross-functional, hybrid, and rapidly evolving environment.
• Strategic Thinking and Problem-Solving: The capacity to think big-picture while managing details, with an eye for process improvement and alignment to organizational goals.
• Self-Starter with a Results-Driven Mindset: A proactive and resourceful attitude, with a drive for achieving tangible results and measurable impact on revenue performance.

You’ll Enjoy

• A flexible work environment that empowers you to do your best work
• A culture that celebrates performance
• The chance to make an impact in a team that’s big enough for career growth, but lean enough to make your voice heard
• Career-defining opportunities

Plus benefits designed to keep you happy, healthy and fulfilled.

• Flexible paid time off and remote work policies
• Equity options, because this is your company too
• Contributions to your pension plan. Your future matters
• Training opportunities to grow your skills and career
• Health and wellness credit so you feel your best
• Time off to volunteer and give back to your community
• Interest groups, employee led networks, social committees to sponsored sports teams
• Computer purchase program to get your personal Macbook
• Enhanced parental leave to support growing families

Fuel your growth. Find your people.

At Lightspeed, your growth is our priority. We invest in you with continuous learning opportunities, global mobility and benefits designed to support you—all within a driven, diverse and inclusive team that’s passionate about empowering our communities.

Final thought... Studies show that gender-coded words significantly reduce the number of women applying. Use this link to find out if your job description is gender-neutral: http://gender-decoder.katmatfield.com/

Please note that we ask applicants to disclose any criminal convictions, and we conduct criminal record checks as part of our hiring process for this role.

At Lightspeed, we carefully consider a wide range of factors when determining compensation, including your skill set, qualifications, experience, and market data. These considerations can cause your compensation to vary. We reasonably expect the total compensation for this position to be in the range of $80,000 TO $100,000 CAD. Lightspeed also provides a variety of employee benefits including, but not limited to, medical, dental, wellness, life and disability insurance, RRSP plan and match, paid parental leave top-up, and paid time off.

Lightspeed is a proud equal opportunity employer and we are committed to creating an inclusive and barrier-free workplace. Lightspeed welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

Lightspeed is building communities through commerce, and we need people from all backgrounds and lived experiences to do that. We were founded in 2005, in Montreal’s gay village and our original members were all part of the LGBTQ+ community. The ethos of our business has been about inclusion from the very beginning, and we strive to provide a workplace where everyone belongs.

Lightspeed handles your information in accordance with our Applicant Privacy Statement.