Senior Manager, Revenue Operations

Tacton is seeking a Senior Manager, Revenue Operations to act as the primary operational partner to the SVP of Sales (North America). This role sits at the intersection of revenue growth and operational governance, requiring a unique ability to drive commercial performance while enforcing discipline, data integrity, and process adherence.

You will operate in close partnership with the sales organization, contributing insights to pipeline reviews, deal discussions, and forecasting cadences without owning or leading the sales management process. At the same time, you will serve as a control point for deal quality, CRM hygiene, and quote-to-cash execution.

You will work directly with Account Executives on active opportunities, providing candid, data-driven guidance on deal strategy, qualification, and next steps. Your role is to improve deal quality and win rates through insight and challenge, not to manage salespeople or own deal execution.

Core Mandate: Growth & Governance

Revenue Growth & Sales Effectiveness

• Act as a strategic advisor to the SVP of Sales, providing data-driven insights to improve pipeline health, deal progression, and win rates

• Proactively identify risks and opportunities across the pipeline and guide AEs and sales leadership on actions required to improve outcomes

• Support and enhance pipeline reviews, deal inspections, and forecasting processes by providing structured insights, risk assessments, and recommendations to sales leadership

• Drive adoption of best practices in opportunity management, qualification (e.g. MEDDIC), and sales execution

Governance, Compliance & Data Integrity

• Enforce adherence to sales rules of engagement, approval processes, and commercial policies

• Ensure high standards of CRM data quality, pipeline accuracy, and forecasting integrity

• Act as a key stakeholder in deal structuring, approvals, and contract governance

• Maintain discipline across the quote-to-cash process to ensure accurate downstream reporting and invoicing

What you will do

Revenue Growth & Sales Effectiveness

• Support territory planning, pipeline coverage analysis, and performance tracking

• Work directly with AEs and sales leadership to provide structured recommendations to improve deal outcomes

• Analyze pipeline, activity, and performance data to identify trends, risks, and opportunities

• Deliver candid, constructive feedback, grounded in data and insights, even when it challenges current deal strategy

• Prepare and deliver structured insights ahead of pipeline and deal review processes, highlighting stalled or at-risk opportunities and recommended actions for sales leadership

Gong, Enablement & Coaching

• Leverage Gong insights to conduct targeted deal reviews with AEs, highlighting risks, missed signals, and improvement opportunities

• Provide evidence-based feedback using call data to improve messaging, discovery quality, and stakeholder alignment

• Build and maintain enablement libraries in Gong in collaboration with Product Marketing and Product Management

• Translate call and deal insights into scalable coaching programs, playbooks, and training materials

• Support sales leadership with actionable insights for coaching AEs and improving win rates

AI-Driven Growth & Efficiency

• Identify and implement AI-driven opportunities to improve sales effectiveness, pipeline quality, and operational efficiency

• Leverage AI tools (e.g. Gong, CRM analytics, and emerging technologies) to:

• Improve deal inspection and risk identification

• Automate manual processes and reporting

• Enhance forecasting accuracy and pipeline visibility

• Partner with Go-to-Market teams to embed AI into daily workflows and decision-making

Governance & Deal Quality

• Act as a control point for deal structuring, pricing governance, and approval workflows

• Ensure all deals comply with internal policies and approval matrices

• Support complex deal execution by coordinating with Legal, Finance, and other stakeholders

Quote-to-Cash & Data Integrity

• Ensure accuracy and completeness across the quote-to-cash process

• Maintain high data quality standards across CRM and revenue systems

• Perform regular audits of key data points including ARR, pipeline, and deal attributes

• Ensure deal data is structured to support downstream processes such as invoicing and reporting

Requirements

• 5+ years of experience in Revenue Operations or Sales Operations in a high-growth SaaS environment

• Proven experience partnering closely with senior sales leadership (e.g. VP/SVP level)

• Proven ability to influence Account Executives and improve deal outcomes without formal authority

• Strong analytical skills with experience in data modeling, reporting, and dashboarding

• Hands-on experience using Gong (or similar) for deal inspection, coaching, and enablement

• Experience leveraging AI tools to drive sales efficiency and improve decision-making

• Deep understanding of sales processes, pipeline management, forecasting, and CRM best practices

• Strong knowledge of quote-to-cash processes, deal governance, and approval workflows

• High level of integrity and attention to detail, with a track record of maintaining data quality and enforcing standards

• Ability to balance commercial agility with operational discipline

• Confidence to challenge stakeholders and enforce standards when required

What to Expect During the Recruitment Process

• Screening call with Global Talent Acquisition Partner

• First Interview with our Hiring Manager

• Personality and logical ability test

• Second Interview with AI specialist peers

• Third Interview & assignment

• Final Interview with senior management

• Reference checks

Why Tacton?

• At Tacton, we’ve been building CPQ software for over 20 years. We’re a stable company with global customers and a product that’s central to how manufacturers sell

• We offer competitive benefits, flexibility in how we work, and a culture that values learning and collaboration

• A solid and stable company with over 20 years of industry experience.

• Complimentary Gym Membership

• Flexible hybrid setup - 3x a week at the office

• 30days of paid time off – 20 days of PTO, 10 Wellness Days

Tacton is a global leader in software for manufacturers of complex, highly configurable products. Tacton delivers the Buyer-Centric Smart Factory, connecting buyer engagement with engineering and order fulfillment through a single source of truth.

By uniting Configure, Price and Quote, Configuration Lifecycle Management, and Configured Order Fulfillment, Tacton helps manufacturers manage complexity, protect margins, and deliver with confidence across the lifecycle.

With more than 26 years of experience, Tacton supports manufacturers worldwide and is headquartered in Stockholm, Sweden and Chicago, USA. Learn more at www.tacton.com.

We understand compensation is a principal factor as you consider the next step in your career. At Tacton we are committed to equitable pay for all employees, and we strive to be more transparent with our pay practices. The estimated base salary for this position is $120,000 to 150,000 annually. The estimated range is meant to reflect an anticipated salary range for the position. We may pay more or less than the anticipated range based upon market data and other factors, all of which are subject to change. Individual pay is based upon location, skills and expertise, experience, and other relevant factors. For questions about this, our pay philosophy, and available benefits, please speak to the recruiter if you decide to apply and are selected for an interview.