Founded in 2016, Katalon is the leading provider of a modern, comprehensive quality management platform. Katalon Platform enables quality assurance, DevOps, and software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently.
Since its first launch, Katalon has experienced tremendous growth, serving more than 100,000 users across 30,000 teams, many of which are in the Fortune Global 500, such as PwC, KPMG, Abbott, etc. Katalon is recognized as a top automation tool by prestigious review sites, such as Gartner, Capterra, and IT Central Station.
About this role:
As the Manager of Revenue / Sales Operations, you will lead and directly manage key areas of the Revenue /Sales Operations function, including DemandOps, Deal Desk, and RevOps Excellence. In this role, you will serve as a trusted partner to stakeholders across the company, driving strategic initiatives and operational excellence. The ideal candidate brings expertise in Go-to-Market strategy and operations, with a proven track record in high-growth, fast-paced enterprise technology environments. You thrive on solving complex problems with flexible and innovative approaches.
Key Responsibilities:
Strategic Business Partnership
- Serve as a trusted advisor to Sales and Revenue leadership, delivering forward-looking insights and actionable recommendations to drive growth and efficiency.
- Collaborate on business planning, strategy development, and implementation of key revenue initiatives.
- Partner with cross-functional teams to align on goals, processes, and metrics, fostering a unified approach to revenue operations.
Revenue Process Optimization
- Analyze and optimize sales and revenue processes to enhance productivity, efficiency, and customer outcomes.
- Improve deal desk workflows, enabling efficient pricing, quote generation, and tracking while maintaining alignment with company goals.
- Streamline quote-to-cash processes, ensuring seamless integration with systems and adherence to business policies.
- Enhance GTM processes such as lead management, opportunity tracking, and territory/account assignments.
- Partner with RevOps to integrate and optimize tools such as Salesforce, DealHub CPQ, and marketing automation platforms.
- Collaborate with Finance and Sales Ops to support accurate forecasting, quota planning, and territory alignment.
- Maintain data integrity and consistency across systems to ensure high-quality reporting and insights.
Performance Monitoring & Insights
- Define and monitor key performance indicators (KPIs) across demand generation, sales performance, and operational efficiency.
- Develop and maintain performance dashboards and trend analyses to support business reviews and inform decision-making.
- Deliver actionable insights on pipeline health, revenue trends, and team performance to adjust strategies as needed.
- Administer and refine annual sales compensation plans, including commission calculations and documentation maintenance.
Operating Rhythm & Enablement
- Lead regular operational reviews, including weekly segment reviews, monthly business updates, and process optimization sessions.
- Act as the central point of contact for promoting and communicating operational processes, tools, and enablement initiatives.
- Collaborate with Sales Enablement to ensure adoption and compliance with new tools, processes, and systems.
Change Management & Collaboration
- Lead change management efforts for new tools and processes, driving clear communication, collaboration, and measurable adoption.
- Act as a liaison between leadership and field teams, ensuring alignment and clarity on operational objectives.
- Foster a culture of continuous improvement by identifying gaps, implementing solutions, and measuring outcomes.
Team Development
- Manage and mentor a team of four, fostering a culture of learning, collaboration, and accountability.
- Set clear performance expectations, provide constructive feedback, and support career growth for team members.
- Oversee the DemandOps Specialist, Deal Desk Specialists, and RevOps Excellence Specialist, ensuring alignment with organizational priorities.
- Address skill gaps through targeted training and development initiatives to build a high-performing team.
- Experience:
- 8+ years of experience in business strategy, sales operations, or analytics roles within a SaaS or technology-driven organization.
- Proven experience managing and developing high-performing teams.
- Skills & Competencies:
- Sales Expertise: Deep understanding of sales processes and systems, including forecasting, pipeline management, and deal acceleration.
- Analytical Acumen: Advanced analytical skills with a keen eye for detail and the ability to translate data into actionable insights.
- Change Management: Proven track record of leading change management initiatives and driving the adoption of new tools and strategies.
- Collaboration: Exceptional ability to work cross-functionally and build relationships across all levels of the organization.
- Technical Proficiency: Expertise in Salesforce CRM and data analysis tools (e.g., Excel, SQL, Power BI).
- Communication: Outstanding written and verbal communication skills with the ability to simplify complex information for diverse audiences.
- Self-Starter: Highly organized and able to manage multiple priorities in a fast-paced environment.
- Key Success Metrics
- Achievement of organizational goals for demand generation, deal velocity, and revenue growth.
- Improved operational efficiency through streamlined processes and optimized systems.
- High team satisfaction and professional growth metrics, reflecting strong leadership.
- Adoption rates of new tools and processes among Revenue/ Sales and RevOps teams.
Why Join Us?
As the Manager of Revenue / Sales Operations, you will shape Katalon’s revenue strategy, lead critical operational initiatives, and develop a high-performing team. If you are a strategic thinker passionate about driving alignment and impact, this role offers the perfect opportunity to make your mark.
At Katalon, we bring together self-starting, open-minded, and talented people while actively promoting a transparent and growth-enabling working environment. But don’t just take our word for it. Take a better look below!
- Total Remuneration: Satisfying your financial goals through competitive compensation and periodic performance bonuses.
- Growth & Rewards: Thriving professionally through employee enablement, a culture of trust, and rewarding performance.
- Physical & Mental Health: Staying healthy through comprehensive health plans, and generous paid leaves.
- Diversity, Equity & Inclusion: Becoming part of a global team that celebrates differences and equal opportunity.
Katalon is proud to be an equal-opportunity employer. We care about our people and celebrate our differences. We want to work with talented, collaborative, and innovative people. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.
