Manager of Revenue Operations

About Balto Balto is a fast-growing leader in the AI Contact Center with a heavy emphasis on delivering amazing customer experiences. As a small, dynamic team, we rely on efficient processes and data-driven decisions to fuel our continued growth. Our Culture: We’re AI Obsessed We're building an AI company, and we expect our operators to think like AI operators. The best RevOps professionals today don't just maintain systems—they build AI-enabled ones. They automate manual work, improve decision-making with AI, and constantly rethink how revenue operations can run more efficiently. We expect you to: Use AI every day to improve your own productivity and the effectiveness of our GTM teams. Build automations, GPTs, or agentic workflows that eliminate repetitive operational work. Apply AI to forecasting, pipeline management, Salesforce administration, reporting, and process optimization. Stay current on emerging AI capabilities and quickly turn them into practical business advantages. Challenge existing workflows by asking, "Why does a human still do this?" If AI isn't already a core part of how you work, Balto probably isn't the right place. If it is, you'll be surrounded by people who think the same way. Why Balto Fully remote team — work from anywhere in the US Mission-driven culture with smart, supportive, and AI-obsessed teammates Career growth — this role is built for someone who wants to shape a function and make an impact fast Great benefits: healthcare, 401(k), unlimited PTO, learning stipends, and more Assessment Process Our hiring process includes virtual interviews and take-home exercises designed to evaluate your problem-solving ability, strategic thinking, and communication skills. Full-Time, Remote, U.S. Only Salary Range: $110,000 – $130,000 The Role We are seeking a driven and detail-oriented Manager of Revenue Operations (RevOps) to help build and optimize our revenue infrastructure. This is a hands-on role that blends tech-savviness with revenue operations ownership, ideal for someone earlier in their RevOps career who is ready to step into a leadership role and grow into a Director of Revenue Operations over time. Reporting directly to the CFO you'll work cross-functionally with Sales, Marketing, and Customer Success to keep our systems running smoothly, our data clean and actionable, and our processes scalable. You’ll work closely with our Director of Marketing Operations and Senior Finance Manager and oversee our Salesforce Administration contractor. If you love being in the weeds of a CRM while also thinking strategically about how revenue teams operate, this role was built for you. What You’ll Own Revenue Operations Partner closely with revenue leadership (Sales, Marketing, Customer Success) and executive stakeholders to understand strategic priorities and translate them into scalable processes, systems, and reporting. Own, document and continuously improve processes across the revenue funnel, including lead management, sales cycle workflows, onboarding handoffs, and renewal motions. Build and maintain dashboards and reports for Sales, Marketing, and Customer Success to track KPIs and performance against goals. Drive pipeline hygiene, forecasting processes, and conversion rate analysis to surface bottlenecks and opportunities. Help drive sales enablement initiatives, including onboarding team members to new tools, processes, and data governance best practices. Contribute to territory mapping, quota tracking, and compensation plan administration. Own the revenue technology stack (e.g., Salesforce, Gong, ChurnZero, etc.) and manage vendor relationships, ensuring optimal configuration, integration, and utilization by all teams, and continuously evaluate tooling ROI and recommend consolidation or upgrades as needed. Collaboration and Growth Confidently present and explain revenue data to executives, while incorporating their direction into day-to-day operational execution. Partner cross-functionally to ensure smooth handoffs and shared success metrics between departments. Work closely with the SVP of Sales, VP of Customer Success, VP of Marketing and other revenue leadership to translate strategic priorities into operational execution. Partner with Finance on bookings, ARR, churn, and commission data integrity. Grow into broader strategic RevOps ownership over time, with a path toward a Director of Revenue Operations role. Salesforce Administration Oversee our contract Salesforce administrator, owning strategy and optimization of the platform. Own Salesforce roadmap, priorities, and change management, and manage intake/prioritization for revenue systems requests Ensure data integrity, cleanliness, and consistency across all Salesforce records and integrated tools. What We’re Looking For Required Experience 2 to 4 years of experience in Revenue Operations, Sales Operations, or Salesforce Administration, ideally in a B2B SaaS environment. Strong Salesforce administration experience. Comfortable building and troubleshooting flows, managing objects, and maintaining data integrity. Able to set direction for the platform and effectively leverage a contractor for execution, while stepping in hands-on when needed. Familiarity with SaaS metrics (ARR, MRR, churn, conversion rates) and how they connect to day-to-day operations. Experience supporting Sales, Marketing, or Customer Success teams in an operational capacity. Skills and Competencies Strong attention to detail and a passion for clean, accurate data. Comfortable wearing multiple hats. You can toggle between admin tasks and strategic process work. You know when to build something yourself vs. when to delegate. Solid communication skills with the ability to work across teams and explain technical concepts to non-technical stakeholders. Comfortable both influencing and taking direction, and excel at turning high-level goals into clear, actionable workflows for go-to-market teams. Self-starter mentality with a genuine interest in process improvement and operational efficiency. Ability to prioritize initiatives based on business impact and capacity. Eagerness to grow. You’re excited by the opportunity to take ownership and grow with the role. Leverages AI tools to accelerate personal productivity and drive operational efficiency across the organization Preferred Experience with Gong, HubSpot, ChurnZero or similar platforms Salesforce Administrator Certification or equivalent experience