Revenue Operations Manager

Category-defining tech. Career-defining work. The next era of software won’t operate at human scale. Applications will create applications. Systems will coordinate with systems. Data and decisions will move faster than teams can react to them. The infrastructure powering that world cannot be fragile, reactive, or limited by the assumptions of the past. Cockroach Labs exists to build what comes next — before the world requires it. We created CockroachDB to survive failures, scale without compromise, and adapt to changing conditions automatically. Now we’re helping define a future where complexity fades into the background and infrastructure simply works, no matter the scale. This is the kind of challenge that attracts people who want to shape industries, not just participate in them. The work is ambitious, the standards are high, and the impact is real. The Role GTM Operations is a small, high-intensity team at the center of Cockroach Labs' revenue transformation. As a Revenue Operations Manager, you'll own the systems, data, and processes that power how our GTM organization operates — from CRM governance and pipeline reporting to sales process design and tech stack optimization. You'll sit at the intersection of Sales, Marketing, and Customer Success, building the operational infrastructure that makes each of those teams faster, smarter, and more accountable. This role requires real operational and technical fluency. You'll own our CRM data integrity, build reporting frameworks, design scalable sales processes, and increasingly leverage AI to automate and accelerate how the revenue org works. If you thrive in ambiguity, move faster than the organization expects, and believe the best operations are the ones people actually adopt, this role was built for you. To be eligible for this role, you must be based in NYC and will be expected to go into our Chelsea office on Mondays, Tuesdays, and Thursdays. What You'll Do CRM Ownership and Data Integrity: Own Salesforce as the system of record for the revenue org — managing data hygiene, pipeline stage definitions, field governance, and process automation. Make sure leadership can trust what they see in the CRM. Reporting and Revenue Analytics: Build and maintain the dashboards, reports, and KPIs that give Sales, Marketing, and CS visibility into performance — pipeline coverage, conversion rates, deal velocity, rep productivity, and retention metrics. Surface insights that drive real decisions. Sales Process Design and Enablement: Define, document, and enforce the sales processes and rules of engagement that keep the GTM org aligned — from lead routing and opportunity management to forecasting cadences and handoff protocols. Tech Stack Management: Own and optimize the GTM tech stack (Salesforce, Gong, Outreach, and more) — evaluating tools, managing integrations, driving adoption, and ensuring the stack actually supports how the team sells. AI and Automation: Identify and deploy automation and AI-powered workflows that reduce manual work and increase GTM efficiency — from enrichment and routing to forecasting and health scoring. Measure impact and iterate. Cross-Functional Program Execution: Partner with Sales leadership, Marketing Ops, Finance, and Data Engineering to run programs end-to-end — diagnose operational gaps, design solutions, coordinate across stakeholders, and make sure adoption sticks. Strategic Partnership: Act as a trusted operational partner to revenue leaders across Sales, Marketing, and Customer Success. Earn influence through operational rigor, speed of execution, and a clear point of view on what the data actually shows. What We're Looking For 3–5 years of experience in Revenue Operations, Sales Operations, or a related GTM operational role at a B2B SaaS or high-growth technology company Strong analytical skills — you can build pipeline models, dissect conversion data, and translate complexity into clear, actionable recommendations Fluency with AI tools: you use LL