Revenue Operations Manager, Upmarket at Dialpad

About Dialpad Dialpad is the AI-native business communications platform. We unify calling, messaging, meetings, and contact center on a single platform - powered by AI that understands every conversation in real time. More than 70,000 companies around the globe, including WeWork, Asana, NASDAQ, AAA Insurance, COMPASS Realty, Uber, Randstad, and Tractor Supply, rely on Dialpad to build stronger customer connections using real-time, AI-driven insights. We’re now leading the shift to Agentic AI: intelligent agents that don’t just analyze conversations but take action by automating workflows, resolving customer issues, and accelerating revenue in real time. Our DAART initiative (Dialpad Agentic AI in Real Time) is redefining what a communications platform can do. Visit dialpad.com to learn more. Being a Dialer At Dialpad, AI isn’t just a feature; it’s how our teams do their best work every day. We put powerful AI tools in every employee’s hands so they can move faster, think bigger, and achieve more. We believe every conversation matters. And we’ve built the platform that turns those conversations into insight and action, for our customers and ourselves. We look for people who are intensely curious and hold themselves to a high bar. Our ambition is significant, and achieving it requires a team that operates at the highest level. We seek individuals who embody our core traits: 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 or an embedded business partner. This position reports to our Director of Business Operations and has the opportunity to be based in our Austin or Tempe 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. Why Join Dialpad • Work at the center of the AI transformation in business communications • Build and ship agentic AI products that are redefining how companies operate • Join a team where AI amplifies every employee’s impact • Competitive salary, comprehensive benefits, and real opportunities for growth We believe in investing in our people. Dialpad offers competitive benefits and perks, cutting-edge AI tools, and a robust training program that help 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, repeatedly recognized as a Great Place to Work, ensures that 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 possess the fundamental traits, drive, and strong ambition we seek, but your experience doesn’t meet every qualification, we encourage you to apply. Dialpad is an equal-opportunity employer. We are dedicated to creating a community of inclusion and an environment free from discrimination or harassment.