Revenue Operations Leader: Forecasting, Territory & CPQ

SolarWinds; Austin (TX); On-site; USD 180,000 - 240,000; Full time

Job summary

SolarWinds is seeking a player-coach to anchor the Revenue Operations reorg: owning sales process, territories, and lead and account routing, partnering with Finance and BizApps on forecasting, deal desk, CPQ, and compensation as they move into Rev Ops.

You will lead the Sales Ops pillar within GTM Technology and own forecasting, territory design, and cross-functional collaboration with Finance, FP&A, and executives. This is a hands-on role with autonomy and credibility with leadership.

Qualifications

• 8+ years in Revenue Operations or related GTM operations.
• 3+ years managing analysts or managers in an operations function.
• Hands-on Salesforce fluency: admin or power-user level.
• Experience presenting forecast and pipeline data to senior leadership.
• Expertise in sales process design and territory and account assignment.
• Experience partnering with FP&A, Finance, BizApps on deal desk, CPQ, and quota administration.
• Global or multi-region sales experience.
• Comfort with autonomy and ambiguity.

Responsibilities

• Own end-to-end sales process design and documentation across the BU-aligned model, from lead to close and handoff.
• Define and maintain territory models and lead routing rules to support BU, geo, and segment strategies.
• Run pipeline inspection and provide forecast to senior leadership.
• Partner on CPQ operation, discount governance, and deal desk ownership.
• Own Rev Ops UAT and go/no-go recommendations.
• Lead, coach, and evaluate analysts and managers.
• Run a regular operating cadence with Sales, FP&A, GTM Tech, BizApps, and Enablement.
• Collaborate with Finance and BizApps/IT on tooling and data integrity.

Skills

Revenue Operations

GTM Ops

Sales process design

Forecasting

Salesforce fluency

Executive briefing

Cross-functional collaboration

Multi-region sales

Tools

Salesforce

Outreach

Gong

CPQ

Job description

SolarWinds is seeking a player-coach to anchor the Revenue Operations reorg: owning sales process, territories, and lead and account routing, partnering with Finance and BizApps on forecasting, deal desk, CPQ, and compensation as they move into Rev Ops.

You will lead the Sales Ops pillar within GTM Technology and own forecasting, territory design, and cross-functional collaboration with Finance, FP&A, and executives. This is a hands-on role with autonomy and credibility with leadership.