Job Description

Role Title: Manager of Revenue Operations & Growth

Department / Seat Name: Sales

Reports To (LMA): Managing Partner/Executive Leadership

Role Type: Hybrid (Remote + In Office) 

Location: Dallas, TX (DFW and surrounding areas)

Salary: $115,000+ Commission

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Role Summary 

The Manager of Revenue Operations & Growth is responsible for leading and executing RSI Security's revenue growth strategy through direct sales engagement, team leadership, marketing collaboration, and operational excellence.

This role combines the responsibilities of sales leadership, business development, revenue operations, and marketing support. The ideal candidate possesses strong cybersecurity or professional services sales experience, understands consultative sales methodologies such as MEDDPICC or Sandler, and has experience building repeatable revenue-generating processes.

This is a player-coach position. In addition to leading revenue initiatives and supporting team performance, the individual is expected to maintain an active sales pipeline, engage directly with prospects and strategic partners, and contribute personally to revenue attainment.

Required Qualifications

• Bachelor's degree in Business, Marketing, Information Technology, or related field (MBA preferred)
• 5+ years of B2B sales experience in cybersecurity, compliance, technology services, SaaS, or professional services
• 3+ years of sales leadership or revenue management experience
• Experience managing CRM platforms (HubSpot preferred)
• Experience supporting or managing marketing campaigns and lead generation programs
• Strong understanding of consultative sales methodologies
• Experience with revenue forecasting and pipeline management
• Excellent communication, negotiation, and presentation skills

Preferred Qualifications

• Experience selling cybersecurity and compliance services
• Familiarity with SOC 2, ISO 27001, PCI DSS, CMMC, FedRAMP, HITRUST, and NIST frameworks
• Experience with Sandler, MEDDIC, MEDDPICC, Challenger, or SPIN sales methodologies
• Experience with Account-Based Marketing (ABM)
• Experience managing SDR, BDR, or Account Executive teams
• HubSpot certifications
• Experience supporting webinar, event, and content marketing initiatives

Role Purpose

The Manager of Revenue Operations & Growth is responsible for driving predictable revenue growth through the alignment of sales execution, marketing initiatives, business development activities, and revenue operations.

This role serves as a player-coach leader who actively contributes to revenue generation while developing scalable systems, processes, and strategies that improve organizational performance. The individual is accountable for pipeline creation, revenue forecasting, CRM governance, sales methodology execution, marketing alignment, and overall revenue growth.

The Manager of Revenue Operations & Growth works cross-functionally with Sales, Marketing, Client Success, Delivery, and Executive Leadership to ensure the organization maintains a healthy pipeline, consistent sales execution, strong market visibility, and sustainable business growth.

Core Responsibilities

Revenue Strategy & Leadership

• Develop and execute revenue growth strategies aligned with organizational goals.
• Lead, coach, and develop Account Executives, SDRs, and future revenue team members.
• Implement and enforce structured sales methodologies (MEDDPICC, Sandler, Challenger, SPIN, or similar).
• Establish KPIs, scorecards, and accountability metrics for revenue performance.
• Conduct pipeline reviews, forecasting sessions, and deal strategy meetings.

Revenue Operations

• Own CRM administration and governance within HubSpot.
• Ensure pipeline accuracy, forecasting reliability, and data integrity.
• Develop dashboards, reporting structures, and executive-level revenue insights.
• Identify process bottlenecks and implement operational improvements.
• Manage lead qualification standards, opportunity progression, and sales stage governance.

Direct Revenue Generation

• Maintain and actively manage a personal pipeline of qualified opportunities.
• Conduct discovery meetings, presentations, demonstrations, and executive briefings.
• Own and close strategic opportunities.
• Build and maintain referral, channel, alliance, and strategic partner relationships.
• Participate directly in proposal development, contract negotiations, and deal structuring.
• Contribute personally to quarterly and annual revenue targets.

Marketing & Demand Generation

• Partner with Marketing to develop campaigns that generate qualified pipeline opportunities.
• Support webinar programs, events, content marketing, and referral initiatives.
• Assist with account-based marketing (ABM) strategies.
• Evaluate campaign effectiveness and marketing ROI.
• Provide market feedback to improve messaging and positioning.

Market Intelligence & Business Development

• Monitor cybersecurity, compliance, and regulatory market trends.
• Identify new service opportunities, market segments, and growth channels.
• Represent RSI Security at industry conferences, events, and networking opportunities.
• Maintain awareness of competitor positioning and emerging market opportunities.

Measurables

These metrics should appear on the EOS Scorecard:

Weekly

• New Qualified Opportunities Created
• Marketing Qualified Leads (MQLs)
• Sales Qualified Leads (SQLs)
• Discovery Calls Conducted
• Proposal Volume
• Pipeline Coverage Ratio
• Average Sales Cycle Length
• CRM Data Accuracy

Monthly

• New Revenue Closed
• Revenue Against Target
• Forecast Accuracy
• Opportunity Win Rate
• Lead-to-Opportunity Conversion Rate
• Opportunity-to-Close Conversion Rate
• Client Expansion Revenue
• Marketing Campaign ROI
• Partner-Sourced Opportunities
• Average Deal Size

Quarterly

• Revenue Growth %
• Pipeline Growth %
• Client Acquisition %
• Team Quota Attainment %
• Strategic Initiative Completion %

Right Mindset & Cultural Fit

This role requires someone who consistently demonstrates:

• Ownership and accountability
• Data-driven decision making
• Continuous improvement mindset
• Strong coaching and leadership abilities
• Strategic thinking balanced with execution
• Customer-centric problem solving
• High attention to detail
• Collaborative cross-functional leadership
• Ability to operate effectively within EOS accountability structures
• Comfort working in a fast-paced growth environment

Misalignment Indicators

This seat is considered vacant or at risk if the person:

• Consistently misses sales and pipeline targets
• Fails to maintain forecast accuracy
• Does not enforce sales process discipline
• Fails to collaborate effectively with Marketing, Client Success, and Delivery
• Allows CRM data quality to deteriorate
• Operates reactively rather than proactively
• Lacks ownership of revenue outcomes
• Does not develop team members effectively

Grounds for Termination

This seat may be subject to termination for:

• Repeated failure to meet performance expectations
• Material forecasting inaccuracies
• Failure to follow company sales processes and policies
• Misrepresentation of company capabilities or services
• Unethical sales practices
• Significant neglect of leadership responsibilities
• Violation of confidentiality or compliance requirements

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