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

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