Senior Revenue Strategy & Operations Manager | Hybrid | Reston, VA

About Ellucian

Ellucian powers innovation for higher education, partnering with approximately 3,000 customers across 50 countries, serving more than 21 million students. Ellucian''s AI-powered platform, trained on the richest dataset available in higher education, drives efficiency, personalized experiences, and strengthened engagement for all students, faculty and staff. Fueled by decades of experience with a singular focus on the unique needs of learning institutions, the Ellucian platform features best-in-class SaaS capabilities and delivers insights needed now and into the future. These solutions and services span the entire student lifecycle, including data-rich tools for student recruitment, enrollment, and retention to workforce analytics, fundraising, and alumni engagement. Ellucian''s innovative solutions, vast ecosystem of partners and user community of more than 45,000 provides best practices leading to greater institutional success and achieving better student outcomes.

About the Opportunity

The Senior Manager of Revenue Strategy & Operations will partner closely with the VP of Revenue Operations, Global Commercial leadership, and our Business Intelligence (BI) team to shape how Ellucian measures, forecasts, and grows revenue in our international regions. This is a high impact, mission critical role that sits at the intersection of strategy and execution: you will own the analytics and insight that inform where we place our bets, and the process and systems discipline that ensures we execute against them.

You will bring Revenue Operations subject matter expertise and direction to complex projects and initiatives, designing the actionable metrics, forecasting models, and dashboards that enable the business to make data-based decisions, while leading the strategic analysis that helps commercial leadership evaluate growth opportunities. This role begins as an individual contributor with the opportunity to build and lead a team as the function scales.

If you are energized by ambiguous problems, enjoy translating messy data into a clear point of view, and want a seat at the table where revenue strategy gets set, this could be a great fit for you.

Where you will make an impact

• Forecasting & Pipeline: Own the design, cadence, and continuous improvement of the global revenue forecast process, partnering with Sales, Marketing, and Finance leadership to drive forecast accuracy, pipeline health, and predictability.
• Performance Analytics: Develop, track, and manage the KPIs that define revenue team effectiveness; conduct performance analysis that identifies where the business is winning, where it is leaking, and what to do about it.
• Revenue Strategy: Lead analysis on market segments, product lines, and growth initiatives; build the business cases and models that inform go-to-market investment decisions and long-range planning.
• Executive Storytelling: Prepare and present findings, recommendations, and executive-level materials for commercial leadership and board-level audiences, translating complex data into a clear and actionable narrative.
• Insight Delivery: Partner closely with the Business Intelligence team to build dynamic dashboards and self-service reporting that deliver the insights needed to drive business results and influence revenue strategy.
• Systems & Process: Own the effectiveness of the revenue tech stack, driving process design, adoption, and optimization across Salesforce, Tableau, and adjacent tools to improve seller productivity and data quality.
• Data Integrity: Establish and enforce the data standards, definitions, and governance that make revenue reporting trusted across the organization; serve as a point of contact for the revenue organization on data questions.
• Problem Solving: Analyze and solve complex business problems by breaking work into actionable tasks and partnering with stakeholders to plan and communicate delivery commitments.
• Special Projects: Own cross-functional initiatives that improve revenue processes or advance go-to-market strategy, from framing the problem through implementation and measurement.
• Team Building: Mentor analysts across the Revenue Operations organization and help define the roadmap, standards, and structure for a growing Revenue Strategy & Operations team.

What you will bring

• 7+ years of experience in Revenue Operations, Sales Operations, Strategy & Operations, consulting, or a related analytical field; preferably in an Enterprise Software or SaaS environment.

• Demonstrated track record of building revenue reporting, KPIs, and forecasting models from the ground up.

• Strong strategic thinking with the ability to structure ambiguous business problems, build the analysis, and land on a defensible recommendation.

• Ability to translate complex data into insights that drive business decisions, a talent for storytelling through both qualitative and quantitative analysis.

• Excellent executive-level presentation development skills, with the ability to interface credibly with audiences at all levels of the organization.

• Deep understanding of revenue operations processes and systems across the full funnel, from lead through renewal.

• Strong relationship builder and communicator who can collaboratively partner across a highly matrixed, global environment.

• Highly effective project management skills with the ability to lead multiple projects simultaneously in a fast-paced environment.

• Results and execution oriented with a bias toward thoughtful action; flexible, collaborative, and comfortable with change.

• Creative problem solver with a healthy mix of intellectual agility and curiosity.

• Advanced Excel and PowerPoint skills; high proficiency with Salesforce and Tableau is required.

• Experience with the following is preferred:

• Power BI, Snowflake, or comparable data warehouse and visualization platforms

• SQL for independent data extraction and validation

• Clari, Gong, Xactly, Highspot, or similar revenue tooling

• Territory, quota, and compensation planning

• Experience mentoring or leading analysts, with an interest in building and managing a team over time.

What makes #Ellucianlife

• Comprehensive health coverage: medical, dental, and vision

• Flexible time off

• Thrive Flex Lifestyle Account (LSA) that allows you to contribute towards your health, financial or learning interests

• 401k w/ match & BrightPlan - to help you save for the future

• Parental Leave

• 5 charitable days to support the community that supports us

• Telemedicine

• Wellness

• Headspace Care (mental health)

• Wellbeats (virtual fitness classes)

• RethinkCare & Wellthy- caregiver support

• Diversity and inclusion programs which provide access to internal employee resource groups

• Employee referral bonuses to encourage the addition of great new people to the team

• We Foster a learning culture with:

• Education Assistance Program

• Professional development opportunities

• LinkedIn Learning

#LI-AC1

#LI-HYBRID

• Comprehensive health coverage: medical, dental, and vision

• Flexible time off

• Thrive Flex Lifestyle Account (LSA) that allows you to contribute towards your health, financial or learning interests

• 401k w/ match & BrightPlan - to help you save for the future

• Parental Leave

• 5 charitable days to support the community that supports us

• Telemedicine

• Wellness

• Headspace Care (mental health)

• Wellbeats (virtual fitness classes)

• RethinkCare & Wellthy- caregiver support

• Diversity and inclusion programs which provide access to internal employee resource groups

• Employee referral bonuses to encourage the addition of great new people to the team

• We Foster a learning culture with:

• Education Assistance Program

• Professional development opportunities

• LinkedIn Learning

#LI-AC1

#LI-HYBRID

The Senior Manager of Revenue Strategy & Operations will partner closely with the VP of Revenue Operations, Global Commercial leadership, and our Business Intelligence (BI) team to shape how Ellucian measures, forecasts, and grows revenue in our international regions. This is a high impact, mission critical role that sits at the intersection of strategy and execution: you will own the analytics and insight that inform where we place our bets, and the process and systems discipline that ensures we execute against them.

You will bring Revenue Operations subject matter expertise and direction to complex projects and initiatives, designing the actionable metrics, forecasting models, and dashboards that enable the business to make data-based decisions, while leading the strategic analysis that helps commercial leadership evaluate growth opportunities. This role begins as an individual contributor with the opportunity to build and lead a team as the function scales.

If you are energized by ambiguous problems, enjoy translating messy data into a clear point of view, and want a seat at the table where revenue strategy gets set, this could be a great fit for you.

Where you will make an impact

• Forecasting & Pipeline: Own the design, cadence, and continuous improvement of the global revenue forecast process, partnering with Sales, Marketing, and Finance leadership to drive forecast accuracy, pipeline health, and predictability.
• Performance Analytics: Develop, track, and manage the KPIs that define revenue team effectiveness; conduct performance analysis that identifies where the business is winning, where it is leaking, and what to do about it.
• Revenue Strategy: Lead analysis on market segments, product lines, and growth initiatives; build the business cases and models that inform go-to-market investment decisions and long-range planning.
• Executive Storytelling: Prepare and present findings, recommendations, and executive-level materials for commercial leadership and board-level audiences, translating complex data into a clear and actionable narrative.
• Insight Delivery: Partner closely with the Business Intelligence team to build dynamic dashboards and self-service reporting that deliver the insights needed to drive business results and influence revenue strategy.
• Systems & Process: Own the effectiveness of the revenue tech stack, driving process design, adoption, and optimization across Salesforce, Tableau, and adjacent tools to improve seller productivity and data quality.
• Data Integrity: Establish and enforce the data standards, definitions, and governance that make revenue reporting trusted across the organization; serve as a point of contact for the revenue organization on data questions.
• Problem Solving: Analyze and solve complex business problems by breaking work into actionable tasks and partnering with stakeholders to plan and communicate delivery commitments.
• Special Projects: Own cross-functional initiatives that improve revenue processes or advance go-to-market strategy, from framing the problem through implementation and measurement.
• Team Building: Mentor analysts across the Revenue Operations organization and help define the roadmap, standards, and structure for a growing Revenue Strategy & Operations team.

What you will bring

• 7+ years of experience in Revenue Operations, Sales Operations, Strategy & Operations, consulting, or a related analytical field; preferably in an Enterprise Software or SaaS environment.

• Demonstrated track record of building revenue reporting, KPIs, and forecasting models from the ground up.

• Strong strategic thinking with the ability to structure ambiguous business problems, build the analysis, and land on a defensible recommendation.

• Ability to translate complex data into insights that drive business decisions, a talent for storytelling through both qualitative and quantitative analysis.

• Excellent executive-level presentation development skills, with the ability to interface credibly with audiences at all levels of the organization.

• Deep understanding of revenue operations processes and systems across the full funnel, from lead through renewal.

• Strong relationship builder and communicator who can collaboratively partner across a highly matrixed, global environment.

• Highly effective project management skills with the ability to lead multiple projects simultaneously in a fast-paced environment.

• Results and execution oriented with a bias toward thoughtful action; flexible, collaborative, and comfortable with change.

• Creative problem solver with a healthy mix of intellectual agility and curiosity.

• Advanced Excel and PowerPoint skills; high proficiency with Salesforce and Tableau is required.

• Experience with the following is preferred:

• Power BI, Snowflake, or comparable data warehouse and visualization platforms

• SQL for independent data extraction and validation

• Clari, Gong, Xactly, Highspot, or similar revenue tooling

• Territory, quota, and compensation planning

• Experience mentoring or leading analysts, with an interest in building and managing a team over time.