Revenue Operations Manager

Handshake; San Francisco (CA); Hybrid; USD 147,000 - 184,000; Full time

Benefits offered by this job

Ownership

Financial Wellness

Family Support

Wellbeing

Growth

Remote & Office

Time Off

Connection

Job summary

Handshake is hiring a Revenue Operations Manager to lead the new business pipeline, forecast, and productivity insights across Mid-Market, Strategic Corporate, and Public Sector teams. You will own the operating cadence, build analyses, and leverage AI to reduce manual work for reps and managers to focus on selling.

You will collaborate with Sales, Finance, Marketing and Product to optimize funnel performance, territory design, and quota planning while scaling a high-growth organization with a

Qualifications

• 4 to 7+ years in Revenue Operations, Sales Operations or Strategy & Operations at a B2B SaaS company.
• Trusted operating partner to frontline sales managers and leaders.
• Strong analytical skills with models and dashboards; SQL & BI tools.
• Advanced Salesforce skills and forecasting/pipeline-inspection experience.
• Experience running forecast and pipeline cadences; funnel performance knowledge.
• Experience in territory, capacity and quota planning.
• Clear written and verbal communication; translate analysis into recommendations.
• Hands-on use of AI tools to automate work; builder mindset.
• Ownership mentality and bias toward action in a high-growth env.
• Ability to influence across Sales, Finance, Marketing and Product.

Responsibilities

• Turn bookings goals into pipeline, coverage and productivity targets.
• Lead weekly pipeline reviews and forecast calls.
• Own pipeline health reporting with defined metrics.
• Diagnose funnel friction and partner on programs to improve conversion.
• Support annual/quarterly planning, including territory and quota inputs.
• Keep the sales process clean with stage definitions and data quality.
• Model and monitor comp plans with Finance.
• Build AI and automation programs to drive pipeline and efficiency.
• Automate reporting and deal inspection with AI tools.

Skills

Revenue Operations

Analytics

Salesforce

Forecasting

Territory planning

Quota planning

Communication

AI tools

Ownership

Influence without authority

Tools

SQL

Looker/Tableau/Hex

Gong

Gainsight

Clay

Job description

About Handshake

Handshake was founded on a simple belief that everyone deserves a path to a great career, regardless of where they went to school or who they know. Today, we power 25 million job seekers, 1 million+ employers, and 1,600 educational institutions.

About Handshake

Handshake was founded on a simple belief that everyone deserves a path to a great career, regardless of where they went to school or who they know. Today, we power 25 million job seekers, 1 million+ employers, and 1,600 educational institutions.

In 2025, we started Handshake AI and built the fastest-growing AI data business in history. We work directly with frontier AI lab researchers to create evaluations, publish benchmarks, and push the boundary of data. We’ve grown from $0 to ~$1B run rate and pay ~$60M to over 30K individuals every month.

Why Join Handshake Now

• Shape how every career evolves in the AI economy, at global scale, with impact your friends, family, and peers can see and feel
• Partner hand-in-hand with world-class AI labs, Fortune 500 partners, and the world’s top educational institutions
• Work together with engineers, scientists, operators, and more from Palantir, Meta, Scale AI, and former YC founders
• Build a massive, fast-growing business with billions in revenue

About The Role

Handshake is hiring a Revenue Operations Manager reporting to the Director of Strategy & Operations who leads our Revenue Operations team. You will be the day-to-day operating partner for our new business sales teams (Mid-Market, Strategic Corporate and Public Sector), owning the pipeline, forecast and productivity insights that help us win new logos. This is a hands-on individual contributor role with real ownership. You will build the analysis yourself, run the operating cadence, and use AI and automation to take manual work off reps and managers so they spend more time selling.

In This Role, You Will

• Partner with new business sales leaders as their go-to operator, turning bookings goals into pipeline, coverage and productivity targets, and helping managers act on them
• Run the new business operating cadence: weekly pipeline reviews, forecast calls, and monthly and quarterly business reviews, bringing an independent, data-backed view of the forecast
• Own new business reporting on pipeline health, stage conversion, sales cycle, coverage, attainment and rep productivity, with one clear definition for every metric
• Find and fix funnel friction: diagnose where deals stall, and partner with Marketing, Sales Development and Enablement on programs that improve conversion and velocity
• Support annual and quarterly planning, including capacity models, territory and account assignment, and quota inputs, in partnership with Finance and the RevOps leader
• Keep the sales process clean: stage definitions, rules of engagement, lead and account routing, and Salesforce data quality
• Model and monitor new business comp plans with Finance and Commissions, and track whether plans drive the behavior we intend
• Build AI and automation programs that drive pipeline: partner with GTM Engineering to launch and scale programs that generate new business leads, testing in short build, test, learn sprints
• Automate the manual work: use AI to automate reporting and deal inspection, and build internal tools that give managers and reps time back

You Have

Must-Haves

• 4 to 7+ years in Revenue Operations, Sales Operations or Strategy & Operations at a B2B SaaS company, supporting new business or acquisition sales teams
• A track record as the trusted operating partner to frontline sales managers and sales leaders
• Strong analytical skills: you build models and dashboards yourself, using SQL and a BI tool (Omni, Looker, Tableau, Hex or similar)
• Advanced Salesforce skills, plus experience with forecasting and pipeline inspection tools
• Experience running forecast and pipeline cadences and managing funnel performance (conversion rates, sales cycles, coverage)
• Experience supporting territory, capacity and quota planning
• Clear, concise written and verbal communication; you turn analysis into a recommendation and present it to senior leaders
• Hands-on use of AI tools (LLMs such as Claude or ChatGPT, Clay or similar) to automate your own work, with a builder mindset
• An ownership mentality, a bias toward action, and comfort working through ambiguity in a high-growth environment
• The ability to influence without authority across Sales, Finance, Marketing and Product

Bonus Points

• Hands-on experience with Gong, Nooks, Clay, Gainsight or comparable tools
• Experience supporting multiple sales segments
• Experience building automations or lightweight tools (Python, Zapier, Workato, n8n or similar)
• Experience supporting sales enablement programs that improve rep productivity
• Management consulting, investment banking or private equity experience paired with in-house operating experience

Perks

Handshake delivers benefits that help you feel supported and thrive at work and in life.

The below benefits are for full-time US employees.

• Ownership: Equity in a fast-growing company
• Financial Wellness: 401(k) match, competitive compensation, financial coaching
• Family Support: Paid parental leave, fertility benefits, parental coaching
• Wellbeing: Medical, dental, and vision, mental health support, $500 wellness stipend
• Growth: $2,000 learning stipend, ongoing development
• Remote & Office: Internet, commuting, and free lunch/gym in our SF office
• Time Off: Flexible PTO, 15 holidays + 2 flex days
• Connection: Team outings & referral bonuses

Compensation Range: $147.2K - $184K