Revenue Operations Manager

Revenue Operations Manager No playbook. No guardrails. Just you, the right AI stack, and a market full of people who already love the product This is Timefold -We’re building the future of intelligent planning—join us on the journey. We are an AI planning optimization platform built on powerful, field-proven open-source solver technology. Simply put: we enable software builders to tackle some of the world's most complex, high-impact operational planning problems. From optimizing vehicle routing and employee scheduling to streamlining maintenance planning and field service logistics, our tech delivers massive economic value where it matters most. We are on a relentless mission to free the world from wasteful scheduling! Founded in 2023, we represent the exciting next chapter of OptaPlanner —the legendary, field-proven open-source project that laid the foundation for everything we build today. Today, we are a technically sharp, deeply passionate team of over 40 people. While our headquarters are nestled in the iconic Wintercircus building in Ghent, Belgium, we operate as a remote-first team with vibrant hubs across Belgium, the Czech Republic, Brazil and the US. We're hiring a Revenue Operations Manager to build the data, systems, and process infrastructure that powers Timefold's commercial engine — from CRM and AI-assisted outreach to full-funnel forecasting and ICP intelligence. If you're someone who sees RevOps as a strategic function, not a support role, and you want to build it from the ground up at a fast-scaling tech company, this one's for you. About the role The Revenue Operations Manager, owns the systems, data, and process infrastructure that powers Timefold's full revenue lifecycle — from first marketing touchpoint through renewal and expansion. The Revenue Operations Manager aligns with Sales, Marketing, and Customer Success under a shared operational framework with unified data, consistent metrics, and process design that actually scales. The RevOps Manager sits inside the commercial team, partners daily with the Account Executives, and is one of the most important decision-support roles in the company. You will report to the CEO and work closely with Marketing, CS and the CFO. This is a phased role. In the first stage, your focus is entirely on Sales — arming the AE team with the data, tooling, and processes they need to operate effectively. In the second stage, you extend that same rigour to Customer Success and Marketing, building a unified operational model across the full revenue function. This is a builder role. The RevOps Manager designs them, implements them, and owns them What the role looks like day-to-day Architect the Revenue Process Design and own the full revenue process from first touch to renewal. Map and continuously improve the end-to-end revenue journey: Marketing → AE → Customer Success → Expansion, with clear handoff criteria and accountability at each stage Define pipeline stage logic, entry/exit criteria, and deal qualification standards that reflect how Timefold's enterprise buyers actually make decisions Build and maintain the sales playbook infrastructure: AE onboarding, objection handling, discovery frameworks, and closing process documentation With no SDR layer, design outbound workflow support directly for AEs — ensuring they have the tooling, templates, and sequencing logic to prospect efficiently without a dedicated pipeline team Put data behind GTM decisions The first and most important thing the RevOps Manager does is making Timefold's commercial team data-literate. Build dashboards and reports that answer the questions leadership actually asks: where is pipeline being created, where is it stalling, which accounts convert, what is our forecast, and where is the GTM engine leaking Define the KPIs that matter — and distinguish leading indicators (intent signals, pipeline created, meeting-to-opportunity rate) from lagging ones (ARR, churn, expansion) — making both visible in real time Turn CRM data into decisions: surface which ICPs convert fastest, which deal stages have the highest drop-off, which AE behaviours correlate with wins, and what the data says about where to focus next Flag anomalies before they become problems — a drop in pipeline creation rate or a mismatch between forecast and actuals should surface early, not at quarter-end Own the weekly and monthly commercial reporting cadence, ensuring leadership and the board have accurate, trustworthy numbers they can act on Act as the AI Powered GTM Engine Own the selection, configuration, and optimisation of AI tools across the GTM stack: AI-assisted outreach (Amplemarket, Clay, or equivalent), intent data platforms (Bombora, 6sense, G2 Buyer Intent), and predictive scoring (HubSpot AI, MadKudu, or equivalent) Build and maintain intent signal workflows: identify accounts showing buying signals (job postings, funding announcements, G2 activity, web visit data) and route them to the right AE with context, not just a name Implement and tune AI-assisted lead qualification and scoring so AEs prioritise the accounts most likely to convert — and override the model with confidence when the signal doesn't match the situation Configure AI-driven personalisation infrastructure: prompt libraries, outreach frameworks, and sequence logic that AEs can use to operate at high quality without high volume Continuously evaluate emerging AI tooling and make build-versus-buy-versus-configure recommendations to the commercial leadership team Own the CRM (HubSpot or Salesforce) end-to-end: data model, field definitions, workflow automation, dashboard design, and AE-facing views Govern data quality across the full stack — CRM, marketing automation, CS platform — ensuring systems speak to each other and data degrades are caught early Manage the GTM tech stack: evaluate tools, own integrations, rationalise where necessary, and prevent tool sprawl Design and enforce data standards: contact and account hygiene, disposition codes, pipeline stage definitions, and the 'not now vs never' distinction that drives fundamentally different follow-up logic Define and validate our Ideal Customer Profile (ICP) using data-driven market intelligence The RevOps Manager plays a central role in figuring it out how to analyse win/loss patterns, deal velocity by segment, and conversion rates by ICP attribute to identify where Timefold wins, why, and what to pursue next Build account scoring models that combine firmographic data, technographic signals, and behavioural intent — and iterate them based on closed-won feedback from AEs Maintain and evolve the ICP definition in collaboration with Marketing and Sales: which verticals, company sizes, geographies, and buyer profiles convert fastest and generate the highest ACV Surface market intelligence from CRM data that informs positioning, messaging, and product roadmap decisions Covering full-funnel forecasting and reporting Build the visibility the leadership team which helps them on decision making and focusing on the right things by covering sales forecasting: pipeline coverage, deal velocity, stage conversion rates, and forecast accuracy — with a methodology that leadership and investors can trust Build cross-functional revenue dashboards that track the full funnel, not just the sales pipeline: MQL-to-opportunity, opportunity-to-close, ACV, NRR, and GTM efficiency ratio Design a KPI framework that distinguishes leading indicators (intent signal volume, pipeline created, meeting-to-opportunity rate) from lagging ones (ARR, churn, expansion) and makes both visible in real time Flag anomalies early — a drop in pipeline creation rate, a deterioration in deal velocity, or a mismatch between forecast and actuals — before they become quarter-end surprises Act as the AE enabler & process support together with our internal AI experts Build and maintain the tools, templates, and workflows that make AEs more effective: outreach libraries, competitive battlecards, discovery question banks, proposal templates Own AE onboarding from a process and systems perspective: CRM training, sequence setup, tool access, and the operational foundations new hires need to ramp quickly Run regular pipeline reviews with AEs — not as a reporting exercise, but as a coaching mechanism to identify deal risk early and improve qualification discipline Act as the internal escalation point when systems, data, or process issues are blocking commercial activity. Support the CFO in designing and validating commission plans for revenue-generating profiles — providing the data infrastructure, quota modelling, and historical performance analysis needed to build incentive structures that are fair, accurate, and aligned with Timefold's commercial priorities. You're probably a fit if Start-up energy doesn't scare you — it motivates you. You've built things before that didn't exist, and you'd rather own a function than inherit one. You are analytic can build a forecasting model, interpret pipeline data, and tell a coherent story from a messy CRM export. You're as comfortable in a spreadsheet as you are in a strategy conversation, and you know the difference between a dashboard that looks good and one that actually changes decisions. AI isn't a buzzword in your toolkit — it's how you get more done with less. You care about pipeline because you understand what it takes to fill it, not just measure it. 4–7+ years of experience in Revenue Operations, Sales Operations, or a closely related GTM role at a B2B SaaS or technology company Capability of understanding enterprise sales cycles: long timelines, multiple stakeholders, technical buyers, and the operational support AEs need to navigate them Clear communicator with both technical and commercial audiences Familiarity with developer-led, open-source, or infrastructure product sales is a genuine advantage What do we offer Culture & Environment At Timefold, we offer more than just a paycheck; we offer a culture where you can thrive. We promise an open and authentic workplace where you will be trusted to act, trusted to ask, and supported as you seek to grow . In return, we look for people who are ready to own and deliver impactful results. Standard Perks A Full Time position in a fast growing start up environment A competitive salary package complemented by a range of local benefits Flexibility to engage as an employee or independent contractor How we work & connect Flexibility : our focus is on your talents, not your location. Choose the working arrangement that suits you best, whether it is remote, hybrid or on-site Our dedication to creating an inclusive environment, where diversity is celebrated and everyone is treated with fairness and respect <3 Regular team building activities and gatherings to enhance (international) team spirit and cooperation (this requires a willingness to travel once or twice a year) Department Sales Remote status Hybrid About Timefold Timefold is a VC-backed scale-up based in Ghent, Belgium, and the world's foremost experts in scheduling optimization. Founded in 2023 and headquartered at Wintercircus, we're on a mission to free the world from wasteful scheduling. Co-workers 40+