Revenue Operations Manager - NYC

Our story so far...
Pigment’s mission is to enable people and businesses to make better decisions.
Founded in 2019 by Romain Niccoli (ex founder and CTO of Criteo) and Eléonore Crespo (Index Ventures and Google), Pigment is a fast-growing international scale-up that raised $240M+ to become the central business planning solution powering Finance, HR, Sales, and Marketing decisions.
We serve fast-growing companies including Gong, Carta, Ledger, Deliveroo, Brex, Melio, and Spendesk to name a few!
We have offices in Paris, London, New York and Toronto.
What we do
Pigment is a SaaS planning platform that enables any business to play with business data in a safe, fun and collaborative environment.
It is an intuitive platform, which anyone can use and understand, that allows leaders and teams to analyze all of their business data better and anticipate the impact of their decisions with unprecedented speed and flexibility.
Join a forward-thinking team (from Meta, Google, Criteo, Datadog and others) that likes to move fast, work smart and solve big challenges as a team on this exciting journey!

The ideal candidate will bring hands-on Sales / Customer Success / Marketing Operations expertise, a knack for running a business cadence like clockwork with an eye for continuous improvement and driving change adoption, and a passion for hiring and developing top talent.
This is a leadership role that will partner closely with Sales, Customer Success and Marketing leaders the Finance and Training & Enablement organisations fellow Operations team leaders: Systems & Tools, and Planning & Reporting
The right candidate will be a hands-on leader who is able to roll up their sleeves and dive into the day-to-day reality of the business and gain a first-hand understanding of specific challenges and inefficiencies rapidly “zoom back out” and identify improvement initiatives prioritise those initiatives that will drive the most impact - and direct their execution partner across the organisation to manage change and drive adoption of the proposed new processes

What you'll do

• Build and shape the RevOps team, fostering a culture of collaboration and mutual support, accountability, velocity and data-driven decision making


• Drive the revenue teams’ purposeful and focused execution of our Go-to-Market (GTM) strategy towards the company’s quarterly and annual targets
• Implement and operate a run-the-business cadence for Sales and Success, including the weekly/monthly/quarterly forecasting process, large opportunity reviews, at-risk customer reviews, quarterly business reviews, etc
• Together with Sales and Success executives, hold sales and success team leaders accountable for their prep work and follow-up
• Ensure that these forecast review meetings are based on easily accessible, reliable data
• Keeping the best interest of Pigment and our customers at heart, ensure and enforce alignment with established processes (e.g. rules of engagement, SLAs…) provide regular updates to C-level leaders


• Enhance the productivity and operational effectiveness of revenue teams through continuous process improvement
• Analyse the prospect journey and the customer journey, identifying inefficiencies (e.g. poor conversion rates, low product / service adoption rates, missed SLAs…)
• Track leading indicators (inputs) and key results (outcomes); identify remediation actions (or areas to double-down on, where things go well!)
• Redefine and optimise relevant processes; drive change adoption
• Monitor the effectiveness and, as the business owner, drive the evolution of the GTM tech stack


• Continuously review, assess and evolve our GTM strategy
• Analyse pipeline generation and progression data, trends in win/loss and retention/churn rates by sales / success team, customer segment, type of deal, and other factors
• Enrich these quantitative insights with qualitative inputs from the field
• Develop, align, and implement new territory / account assignments, compensation plans, and targets / quotas
• Recommend, secure buy-in / approval, and drive implementation of change-the-business initiatives, inclusive of sales processes / methodologies, organisational design and incentive structure

Who you are

• Bachelor's degree or equivalent experience, advanced degree or MBA preferred
• 10+ years of experience with 5+ years experience as a Sales/Success/Revenue Operations Leader in an Enterprise Software/SaaS company
• Proven ability to lead and scale Sales/Revenue Operations of significant scope through growth periodsPreviously designed and implemented sales processes while leveraging data to drive influence and strategy
• Proficiency in Salesforce.com with expertise in leading Salesforce improvement efforts
• Experience with Data Wareh