Senior Revenue Operations Manager

BlueOptima; Bengaluru; Hybrid; INR 11,390,000 - 17,717,000; Full time

Benefits offered by this job

33 days of holidays

Provident Fund contributions

Private Medical Insurance

12 Weeks Paid Paternity Leave

6 months Maternity leave

Work from Home Equipment allowance

Flexible Work from Home policy

Flexible Work from Long Distance

Job summary

BlueOptima is seeking a Senior Revenue Operations Manager to own and build the RevOps function. You will manage the CRM, forecasting processes, enablement, the deal desk and planning behind targets and pay, reporting to Head of Finance & Operations, and collaborating with the CRO.

You will drive a data‑driven revenue engine across Platform Insights, Code Insights, Predictive Assessment and Active Multisite, ensuring accurate metrics and scalable processes worldwide.

Qualifications

• Proven experience in Revenue Operations or Sales Operations at a B2B SaaS company with an enterprise sales motion.
• A forecasting track record: you have built and run a forecast process that a CRO and CEO relied on, and can show how its accuracy improved.
• Deep hands-on CRM knowledge (Salesforce, HubSpot or similar), covering data model, automation, integrations, administration and change control.
• Strong analytical skills: advanced spreadsheet skills, plus SQL or a BI tool, and the discipline to reconcile revenue data with Finance.
• Working knowledge of enterprise deals: long sales cycles, multi-year contracts, renewals, MEDDPICC.

Responsibilities

• Develop the RevOps roadmap, priorities and team, and run a fixed rhythm with the CRO: weekly forecast, monthly revenue review and quarterly business review.
• Make our CRM the single system of record for customers, pipeline and contracts, and own its data model, integrations, automation and change control.
• Agree metric definitions with Finance and the CRO, keep data quality high, and reconcile bookings and ARR between the CRM and Finance every month.
• Build a forecast process the CEO, CRO and board rely on, give an independent view alongside the sales call, and improve its accuracy every quarter.
• Set stage definitions, MEDDPICC qualification, handoffs and a renewals pipeline across all product lines.
• Put pricing and discount rules, quoting and approvals on a written footing with Legal and Finance, so standard deals move fast and exceptions get a quick decision.
• Build the capacity model behind the bookings plan, support territory and quota setting, and keep commissions accurate and paid on time.
• Own onboarding, playbooks and our sales hub, and ensure training accompanies CRM changes.

Skills

Forecasting

CRM management

Data analysis

Stakeholder collaboration

Leadership

Tools

Salesforce

HubSpot

Job description

BlueOptima is the global reference for Software Engineering Intelligence. We provide an AI Trust Layer for Enterprise Code, enabling large organizations to prove ROI, reduce risk, and confidently scale AI deployment. Our objective metrics help businesses transform engineering from a cost center to a value creator.

We are a team of around 110 people across the UK, US, India, Mexico, Japan and Canada and we work closely across teams and time zones. People here are given real ownership early and the autonomy to run with it. If you like seeing your work change how a company operates, you will feel at home.

Job Description

BlueOptima is investing in Revenue Operations, and we want an experienced RevOps leader to build the function and own it. The vision is simple: one CRM the whole business trusts, a forecast that calls the quarter early, and a revenue engine designed on purpose. You are a builder who has run forecasting and CRM design before and wants ownership and autonomy. The role is based in London on a hybrid pattern.

As Senior Revenue Operations Manager you will work on and develop the systems, data and processes behind BlueOptima’s revenue: the CRM, the forecast, enablement, the deal desk and the planning behind targets and pay. You will report to our Head of Finance & Operations, giving you an independent view of the numbers, and work day to day with our CRO. Our customers rely on BlueOptima for objective measurement of their engineering, and this role brings the same objectivity to how we measure and grow our own business.

Our Product Portfolio: (Platform Insights, Code Insights, Predictive Assessment, Active Multisite)

BlueOptima is a multi-product business. Platform Insights gives engineering leaders objective measures of productivity, quality and cost across their teams, vendors and AI tools. Code Insights finds vulnerabilities, exposed secrets and AI-authored code before release. Predictive Assessment helps companies hire developers on measured coding performance. Our Active MultiSite suite (SVN Multisite, Git Multisite, Gerrit Multisite and Access Control Plus) ensures high availability, performance and security for distributed development teams, and is trusted by leading global organizations to manage their critical source code and infrastructure.

Key Responsibilities

• Roadmap: Develop the RevOps roadmap, priorities and team, and run a fixed rhythm with the CRO: weekly forecast, monthly revenue review and quarterly business review.
• CRM: Make our CRM the single system of record for customers, pipeline and contracts, and own its data model, integrations, automation and change control.
• Govern revenue data: Agree metric definitions with Finance and the CRO, keep data quality high, and reconcile bookings and ARR between the CRM and Finance every month.
• Run the forecast: Build a forecast process the CEO, CRO and board rely on, give an independent view alongside the sales call, and improve its accuracy every quarter.
• Define the revenue process: Set stage definitions, MEDDPICC qualification, handoffs and a renewals pipeline that opens well before each contract ends, across all product lines.
• Build the deal desk: Put pricing and discount rules, quoting and approvals on a written footing with Legal and Finance, so standard deals move fast and exceptions get a quick decision.
• Support planning and pay: Build the capacity model behind the bookings plan, support territory and quota setting, and keep commissions accurate and paid on time.
• Enable the sales team: Own onboarding, playbooks and our sales hub, and make sure every product, pricing or process change lands with training and the CRM change together.

Qualifications

• Proven experience in Revenue Operations or Sales Operations at a B2B SaaS company with an enterprise sales motion.
• A forecasting track record: you have built and run a forecast process that a CRO and CEO relied on, and can show how its accuracy improved.
• Deep hands‑on CRM knowledge (Salesforce, HubSpot or similar), covering data model, automation, integrations, administration and change control.
• Strong analytical skills: advanced spreadsheet skills, plus SQL or a BI tool, and the discipline to reconcile revenue data with Finance.
• Working knowledge of enterprise deals: long sales cycles, multi-year contracts, renewals, and a qualification method such as MEDDPICC.
• Experience of quota and commission administration, pricing and discount governance, or running a deal desk.
• The credibility to partner with a CRO and the independence to challenge a forecast or a deal with evidence.
• A builder’s mindset: you are hands‑on, comfortable building from the ground up, and have developed people or led a small team.

Additional Information

Why Join BlueOptima

• What does success in this role generate: Within a year, the CEO, CRO and board run the business from one set of revenue numbers and a forecast they trust. You will own a function you built, with room to grow your team and your remit into wider commercial operations leadership as BlueOptima scales.
• Culture: Join a global, innovative team. We support rapid career growth, providing the freedom to create your own success story in a high-performance environment.
• Continuous Development: We prioritize your growth through bespoke training programs and Personal Development Plans (PDPs) for every employee.
• Impact: Be a visible contributor to a company that is redefining how the world builds software.
• 33 days of holidays (this includes public and religious holidays)
• Contributions to your Provident Fund which can be matched by the company above the statutory minimum as agreed
• Private Medical Insurance provided by the company (Employee + Spouse + 2 Children + 2 Parents)
• 12 Weeks Paid Paternity Leave, 6 months Maternity leave
• Support with childcare costs (50%)
• Work from Home Equipment allowance
• Flexible Work from Home policy - 2 days home p/w
• Flexible Work from Long Distance - 4 weeks a year