Revenue Operations Manager
At Buildkite, our mission is to unblock every developer on the planet. We've rethought how software delivery should work and have built a platform that is fast, reliable, secure, and able to scale to the needs of the most demanding high-growth tech companies globally including Airbnb, Canva, Shopify, PagerDuty, and Lyft. Job Overview We're looking for a full-time Revenue Operations leader to help scale our Go-to-Market engine. This role sits at the heart of our growth strategy: partnering directly with our CRO and working alongside our Senior Commercial Analyst to deliver a single source of truth for revenue, drive forecasting accuracy, and enable our GTM teams to thrive. You'll move us into a true strategic function, owning data governance, GTM process design, and the systems that power Sales, Marketing, and Customer Success. If you're passionate about aligning teams, building scalable processes, and turning data into decisions, this is the role where you'll have impact from day one.
What You'll Do
Strategy & Alignment
- Partner with the CRO to define and execute the RevOps roadmap
- Align Sales, Marketing, CS, and Finance around shared definitions (ARR, NRR, churn, pipeline)
- Provide input on sales hiring, quota design, territories, commissions, and forecasting
- Co-build quarterly GTM review packs with the Senior Commercial Analyst for ELT and board
Territory & Quota Planning
- Develop and refresh frameworks for annual/quarterly quota setting
- Align quota distribution to capacity, pipeline coverage, and bookings targets
Data Governance & Metrics
- Own the single source of truth for revenue metrics across systems
- Partner with Finance to reconcile bookings, ARR/NRR, and revenue reporting
- Build dashboards in Salesforce & Metabase for CRO and GTM leaders
- Track and analyse GTM KPIs (pipeline coverage, conversion, churn, retention, NRR/GRR)
Systems
- Own and evolve our GTM tech stack (Salesforce, HubSpot, PandaDoc, Notion)
- Drive system enhancements, integrations, and data hygiene
- Recommend future tools to support scale and automation
Process Optimization
- Define, document, and improve workflows across lead to invoice to renewal
- Identify bottlenecks, propose scalable solutions, and drive adoption
- Ensure smooth automation and alignment across GTM functions
Reporting & Analytics
- Deliver executive dashboards for pipeline, ARR movement, churn/expansion
- Partner with Finance on forecast accuracy and reconciliation
- Provide GTM insights for CRO and leadership decision-making
- Diagnose conversion bottlenecks and recommend improvements
What You Bring
- Experience in Revenue Operations, Sales Ops, GTM Strategy within a SaaS environment
- Strong knowledge of Salesforce (admin-level capability preferred)
- Proven ability to align GTM teams (Sales, Marketing, CS, Finance)
- Skilled in data governance and revenue metric reporting
- Comfortable leading systems and process transformation projects
- Analytical mindset with strong communication and stakeholder skills
Why Join Buildkite At Buildkite, we value kindness, autonomy, and collaboration. You'll be part of a remote-first company where your work can make a meaningful impact - empowering engineers worldwide to build and deliver better software faster.
- Competitive compensation, including salary, equity, and benefits package
- Flexible, remote-first culture
- Opportunities for professional growth and leadership development
- Work with a collaborative, high-performing finance team supporting a rapidly growing global company
- An inclusive and innovative culture where your ideas make a real impact
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