Revenue Operations Manager

2 days ago

Melbourne, Victoria, Australia FrankieOne Full time $120,000 - $180,000 per year
The role

As the Revenue Operations Manager, you will play a critical role in optimising our revenue operations. You will leverage your extensive hands-on experience from Series B+ companies to implement and manage systems and processes that drive our sales and revenue growth.

Your ticket to success:
  • Revenue & Gross Profit Analysis: Collect & reconcile revenue data (by product, by channel, by account) and compute gross profit & margins, monitor trends, variances vs budget/forecast, margin erosion, product mix shifts, identify accounts or segments where performance is lagging vs expectations or where profit margin is declining.
  • Account Management Attention: Highlight key accounts needing attention (e.g. low profitability, high cost to serve, risk of churn) using data insights, work with Sales / Account Management to propose strategies (e.g. pricing reviews, cost to serve analysis, retention or expansion actions).
  • Forecasting & Planning: Play a key role in scaling the business, with the potential to grow and lead a team, provide input to revenue and profit forecasts, incorporate commission expense, cost of sales, discounting, returns, simulate different scenarios (best case / worst case / likely) to anticipate margin pressures or revenue shortfalls.
  • Commission Management: Lead the end-to-end process for calculating monthly commissions earned by each sales team member, ensure commission plans are well documented, input data (quotas, sales achieved, products, discounts, returns etc.) is validated, present commissions in a clear format (e.g. dashboards / reports) to Sales and Finance, answering queries in a timely way
  • Tools, Data & Reporting: Maintain and improve Hubspot dashboards / reports used for visibility (sales performance, revenue, margin, commission), ensure data integrity: clean inputs, consistent definitions (e.g. what counts as revenue, what counts as cost, etc.).
  • Cross‐functional Collaboration & Communication: Liaise with Finance, Sales Leadership, Marketing, Account Management to ensure alignment on goals, data, commission scheme changes, pricing, etc., communicate insights regularly (monthly/quarterly), including performance, opportunities, risks.
  • Continuous Improvement: Oversee and optimise the entire sales lifecycle, ensuring seamless operations, manage pre- and post-sales processes to enhance efficiency and effectiveness, review existing commission and revenue reporting processes periodically for inefficiencies or errors, recommend and implement improvements—automation, better tool integration, data process standardization, stay up to date with RevOps best practices (benchmarks, tools, metrics) and apply learnings.
You have:
  • Proven experience in revenue operations within high-growth startups or scale-ups.
  • Deep understanding of sales processes and systems that drive organisational success.
  • Expertise in GTM strategies, commission structures, and forecasting.
  • Strong analytical skills; ability to work with numbers, margins, forecasts.
  • Detail-oriented; accuracy in commission/financial calculation.
  • Good communication; able to present findings clearly to non‐technical stakeholders.
  • Proactive mindset; doesn't wait for issues to blow up.
  • Comfortable with tools & dashboards (CRM, BI tools, data sources)
  • Collaborative; able to work across teams and influence without direct authority.
  • Proficiency in Hubspot is highly desirable.
  • Strong analytical skills, with the ability to interpret data and make informed decisions.
  • Excellent communication and collaboration skills, with the ability to work across multiple teams.

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