Who we are:
Hi, we're SambaSafety and we offer the industry's most comprehensive driver monitoring software. Our mission is promoting safer communities by reducing risk through data insights. Companies trust SambaSafety to keep their employees safe on the roads, price and reduce risk, help protect their brand, their bottom line, and our global community.
We've built an inclusive, supportive, and exceptional culture where every employee is empowered in their role. Don't take our word for it; we've been recognized as a Top Workplace by The Denver Post, Albuquerque Journal, Sacramento Bee, and Built In Colorado. Our employees rate SambaSafety as top-notch, with a rock-solid Top Rating on Glassdoor.
What You'll Do:
Reporting to the Sr. Director of Revenue Operations, the Revenue Operations Manager is the operational engine of SambaSafety’s go-to-market organization. This role is responsible for the day-to-day health of revenue operations — owning CPQ, billing, deal desk, territory and capacity planning, quota and compensation, Finance alignment, and the cross-functional processes that keep the revenue org running. The Revenue Operations Manager manages two direct reports (Deal Desk Analyst and Sales Operations Coordinator) and works as a trusted partner to Finance, IT, Customer Success, and Sales leadership.
Responsibilities:
People Leadership
- Manage, develop, and coach two direct reports: Deal Desk Analyst and Sales Admin. Own their career development, performance, and day-to-day prioritization.
- Support new hire onboarding for Sales-facing roles.
Deal Desk & CPQ Operational Execution
- Own the deal desk function – Serve as the escalation path for deal desk questions, billing conflicts, and operational exceptions that exceed direct report authority.
- Lead CPQ UAT, ticketing, and prioritization — collaborate with IT on business requirements for system changes, test deployments, and change management for CPQ updates that affect the sales floor.
- Serve as trusted advisor to the Sales team on creative deal structuring and contracting options.
Finance Alignment
- Oversee billing issue resolution: collaborate with Deal Desk and Billing to resolve billing disputes, CPQ bugs, and invoice discrepancies.
- Align with Finance Operations — month-end bookings close, approval workflow alignment, and commission payments.
- Deliver comprehensive insights into the customer journey through dynamic reports focused on conversion rates, churn and retention metrics, and customer segmentation across the revenue org.
- Build and maintain executive-level reporting on deal metrics, revenue KPIs, and operational performance — translating data into clear recommendations leadership can act on.
- Monitor forecast accuracy and pipeline health on a recurring basis; flag risks and opportunities to Sales and Finance leadership proactively.
- Partner with Sales leadership on annual capacity planning — modeling rep ramp, attrition assumptions, and headcount needs to ensure quota coverage across all segments.
Operational Execution & Process Improvement
- Share ownership of territory management for Sales — including fairness, rep departure/reassignment routing, and channel partner segmentation
- Own RFP coordination for government and commercial RFPs — submission coordination with Contracts and Legal, portal management. Currently co-managed with Deal Desk Analyst; this role owns the process and escalation path.
- Proactively identify areas where processes need to be automated or streamlined — lead process improvement initiatives and demonstrate thought leadership around sales processes and operations. Coordinate with the AI & Tech Stack function for systems implementation.
- Supervise the Jira ticket taxonomy and RevOps systems queue: ticket type definitions, prioritization framework, and sprint oversight for the RevOps Jira space.
- Partner with Sales leadership on annual capacity planning — modeling rep ramp, attrition assumptions, and headcount needs to ensure quota coverage across all segments.
- Analyze sales and pipeline data to identify trends, risks, and opportunities — surface actionable recommendations to Sales and Revenue leadership on a regular cadence.
- Act as a single point of contact for revenue operations queries — resolve operational issues promptly and ensure sellers spend less time on admin and more time selling.
Cross-functional Alignment
- Work closely with Go-To-Market leadership and other corporate functions (Finance, IT, Product) to improve major KPIs and reduce friction across the bowtie
- Maintain compliance with internal policies and ensure audit readiness for revenue activities — including deal approvals, discount documentation, and contract amendment records.
Who You Are:
- A people leader first. You develop your direct reports, protect their capacity, and give them the context and authority to execute independently.
- Operationally rigorous and strategic thinker with an executive summary mindset. You think in systems and processes, not one-offs. You document decisions, build repeatable frameworks, and leave things cleaner than you found them.
- A data-driven decision maker. You back recommendations with numbers, know which KPIs matter, and can build a clean executive summary from a messy dataset. Comfortable presenting to executive leadership.
- Financially literate. You are comfortable in bookings and revenue conversations and can hold your own in a Finance meeting.
- A strong cross-functional partner. You work seamlessly with Marketing, Finance, IT, Customer Success, and Sales leadership. You build trust with stakeholders who have competing priorities.
- A clear communicator. You can facilitate an all-hands call for 100+ people, and translate operational complexity into decisions leadership can act on.
- A documentation champion. You believe that if it isn’t written down, it doesn’t exist. You build SOPs, maintain playbooks, and ensure your team has the context to operate without you in the room.
- Comfortable with ambiguity. You can prioritize across 10 competing requests, make a call when you don’t have perfect information, and escalate the right things without escalating everything.
Required:
- 3–5+ years in Revenue Operations, Sales Operations, or a related GTM operations function
- Experience managing direct reports and developing early-career ops professionals
- Experience in B2B SaaS Sales/Revenue organization strongly preferred
- Strong proficiency in Salesforce
- Strong process orientation
- Salesforce, generative AI tooling experience, and Microsoft Office proficiency required
- Demonstrated ability to analyze pipeline data and present findings to senior stakeholders
- Familiarity with incentive compensation administration (Xactly, or similar a plus)
Preferred:
- Local to Denver, CO (Hybrid work environment)
- Understanding of direct and partner sales motions
- Working knowledge of Salesforce CPQ — approval workflows, quote management, and deal desk operations
- Experience with Finance alignment and reporting — bookings close, quota/comp administration, or incentive compensation
- Experience with government RFP processes a plus
- Experience facilitating cross-functional meetings for large audiences
- Claude, Jira, DocuSign experience
Benefits and Perks:
- Flexible and generous Paid Time Off and Paid Volunteer Days
- 401k Employer Match
- Healthcare Benefits
- Up to 12 weeks paid time off for maternity leave based on tenure
- Wellness & Tuition Reimbursement Options
- Flexible Work Arrangements (remote friendly)
- SambaSafety swag
Our team of talented and committed safety professionals is exceptional. At SambaSafety we strive to foster an inclusive culture that supports, encourages and celebrates a wide array of diversity. We are committed to create a space where all employees can show up as their authentic selves every day, and we work to advance employee equality, diversity and inclusion.
SambaSafety provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, gender identity, and expression or genetics.
Come join us to find out for yourself what all the excitement is about!
