Revenue Operations Manager at Dialpad

About Dialpad Dialpad is the leading AI-powered customer communications platform, transforming how businesses communicate with their customers. More than 50,000 companies around the globe — including Netflix, RE/MAX, Uber, Randstad, and Tractor Supply — rely on Dialpad to build stronger customer connections using real-time, AI-driven insights. Visit dialpad.com to learn more. Being a Dialer At Dialpad, you’ll be part of a collaborative team working toward our shared mission of making our customers and their employees wildly successful. We believe that every conversation matters, and we're elevating each one with a platform that drives real-time insights and automation for our customers. We thrive on continuous evolution, where every employee leverages industry-leading AI to constantly refine our platform and our own skills. We seek individuals who not only meet our high standards but go beyond them. Our ambition is significant, and achieving it requires a team that operates at the highest level. We look for individuals who are not just ambitious but who also possess the traits that are fundamental to our success: Scrappy, Curious, Optimistic, Persistent, and Empathetic. Your role The Revenue Operations Manager – Upmarket owns operational execution, forecast integrity, and deal governance across Enterprise, Mid-Market, and Client Sales (expansion within existing customers). This role supports complex, high-ARR sales cycles and expansion motions where precision in pipeline management, deal inspection, and forecasting directly impacts revenue outcomes. This is a revenue execution role - not reporting support and not an embedded business partner. This position reports to our Director, Business Operations and has the opportunity to be based in our Austin, TX or Tempe, AZ offices. What you’ll do • Define and enforce opportunity stage entry and exit criteria. • Establish deal inspection frameworks by segment and deal size. • Identify and eliminate: • Poorly qualified pipeline. • Stalled or aging deals. • Inflated close dates and optimistic forecasts. • Create clear standards for when deals advance, reset, or exit the pipeline. • Own forecast methodology and call discipline across segments. • Standardize forecast categories (Commit, Best Case, Pipeline, etc.). • Lead or co-lead weekly forecast calls with Sales leadership. • Track and surface forecast bias, slippage patterns, and risk signals. • Improve forecast accuracy, confidence, and consistency over time. • Design and run pipeline councils by segment. • Ensure pipeline reviews are: • Forward-looking. • Decision-oriented. • Action-driven. • Equip Sales leaders with consistent inspection views that drive accountability. • Make pipeline hygiene a management habit, not a Rev Ops cleanup task. • Partner closely with: • Revenue Intelligence & Analytics. • Systems and Data teams. • Translate execution issues into: • Process improvements. • System enforcement. • Clear operating guidance. • Provide structured feedback into GTM strategy and planning. • Define and own the core pipeline and forecast KPIs • Hold the organization accountable to: • Stage-to-stage conversion. • Deal aging. • Forecast accuracy. • Ensure leaders understand why deals slip - not just that they did. Skills you’ll bring • 7–10 years of total professional experience. • 4–6+ years in Sales Operations, Revenue Operations, or GTM Strategy. • Experience supporting Direct Sales Teams and/or Channel organizations. • SaaS experience strongly preferred. • Strong analytical mindset with the ability to turn data into decisions. • Comfortable working with ambiguity and building structure where none exists. • Excellent executive communication — written, verbal, and storytelling. • Ability to influence senior stakeholders without formal authority. • High ownership mentality: you see problems and fix them. • Detail-oriented but able to zoom out to the bigger picture. • Strong experience with Salesforce, Tableau, Outreach, Clay, Scratchpad, ZoomInfo. • Familiarity working alongside tools like Anaplan, routing platforms (Leandata), or forecasting tools (Clari). • Ability to partner effectively with Business systems and analytics teams. We believe in investing in our people. Dialpad offers competitive benefits and perks, alongside a robust training program that helps you reach your full potential. We have designed our offices to be inclusive, offering a vibrant environment to cultivate collaboration and connection. Our exceptional culture, recognized repeatedly as a certified Great Place to Work, ensures every employee feels valued and empowered to contribute to our collective success. Don’t meet every single requirement? If you’re excited about this role and you possess the fundamental traits, the drive, and strong ambition we seek, but your experience doesn’t satisfy every qualification, we encourage you to apply. Dialpad is an equal-opportunity employer. We are dedicated to creating an inclusive environment, free of discrimination and harassment.