Manager, Revenue Operations

Manager, Revenue Operations

The Manager, Revenue Operations serves as the operational backbone for a defined sales segment, acting as the strategic and executional partner to segment sales leadership. This role drives go-to-market readiness, ensures NRR accountability, and leads the intersection of people, process, and systems needed to hit revenue targets. The Manager, Revenue Operations interfaces directly with Sales leadership and participates in President-level forecast calls, translating commercial intent into operational reality across the full revenue lifecycle.

About the Role

In this opportunity as Manager, Revenue Operations, you will be responsible for:

Segment Go-to-Market Strategy

• Own and operationalize the segment GTM strategy, translating business objectives into actionable territory, coverage, and capacity plans
• Partner with segment leadership to define annual and in-year GTM motions, including new logo acquisition, expansion, and renewal plays
• Develop and maintain segment-level market sizing and opportunity analysis to inform coverage decisions and resource allocation
• Drive alignment between GTM strategy and quota/territory design to ensure field execution reflects commercial priorities
• Monitor GTM execution effectiveness through leading indicators and proactively recommend course corrections
• Drive accountability across the segment for NRR outcomes by embedding renewal and expansion goals into sales team scorecards and performance reviews
• Serve as the segment's primary interface to the central Revenue Operations, Sales Enablement, Compensation, and Systems teams
• Partner with the Sales Compensation team to ensure compensation plan design supports GTM objectives, and serve as the first point of escalation for segment compensation disputes
• Manage complex, multi-phase projects with cross-functional workstreams, diverse stakeholder groups, and competing priorities
• Drive and project manage Annual Sales Meeting agenda for Segment level planning
• Lead overall data quality standards and process improvements in partnership with CRM administrators, ECM/D&A Team and data governance teams
• Partner with HR on organizational design, headcount planning, and talent strategy to support segment revenue goals
• Collaborate with the Systems team to drive CRM hygiene standards, data governance, and adoption across the segment sales team

Sales Leadership Interface

• Act as the primary operational partner ("chief of staff") to sub-segment sales and commercial excellence leadership, owning the rhythm of business and cadence of operational reviews
• Prepare and facilitate weekly, monthly, and quarterly business reviews, including pipeline reviews, forecast calls, and performance reporting
• Synthesize operational data into executive-ready narratives and recommendations for VP and SVP-level audiences
• Drive accountability within the sales team by tracking and communicating performance against KPIs and revenue milestones
• Serve as the liaison between the field and central functions, ensuring leadership decisions are operationalized quickly and accurately

President-Level Forecast Calls

• Represent the segment in President-level forecast calls, owning the preparation, data integrity, and commentary for the segment's revenue outlook
• Build and maintain a rigorous bottoms-up forecast model informed by pipeline health, coverage ratios, and historical conversion data
• Partner with Finance to reconcile field forecast submissions with financial targets and provide variance analysis
• Proactively identify forecast risks and upsides, clearly communicating assumptions and dependencies to senior leadership
• Develop cadence and governance for forecast submissions, ensuring consistency and accuracy across the segment
• Partner with HR on organizational design, headcount planning, and talent strategy to support segment revenue goals

About You

You're a fit for the role of Manager, Revenue Operations if your background includes:

• Undergraduate degree with 7+ years of experience in Revenue Operations, Sales Operations, Sales Strategy, or a related commercial excellence function
• Demonstrated experience supporting senior sales leadership (VP / SVP level) and participating in executive-level business reviews and forecast calls
• Proven track record of owning NRR or revenue retention metrics within a segment or business unit
• Deep experience with GTM strategy development, territory design, and quota-setting methodologies
• Strong background in cross-functional project management with complex, multi-stakeholder workstreams

Skills & Competencies

• Exceptional communication and executive presence; able to build compelling narratives from complex data for President/C-suite audiences
• Thorough understanding of end-to-end sales and renewal workflows, including pipeline management, forecasting, and account coding
• Strong analytical skills with the ability to build and maintain financial models, bottoms-up forecasts, and NRR tracking frameworks
• Proven ability to build and maintain relationships and influence at all levels, from individual contributors to senior executives
• Ability to balance strategic priorities with day-to-day operational execution across multiple concurrent workstreams
• Comfort operating with ambiguity, driving toward clarity through data and structured problem-solving

Systems & Tools

• Extensive experience with CRM systems, with Salesforce.com required; experience with Salesforce administration or advanced configuration a plus
• Advanced proficiency with Tableau or equivalent BI/reporting tools for pipeline and performance analytics
• Experience with Sales Compensation platforms (e.g., Varicent) and territory design tools
• Proficiency with AI Tools (i.e. Claude), Microsoft Excel, PowerPoint and the broader Microsoft 365 suite
• Familiarity with data warehouse environments and comfort querying or interpreting structured data (e.g., SQL, Business Objects)

What's in it For You?

• Hybrid Work Model: We've adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) while delivering a seamless experience that is digitally and physically connected.
• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
• Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow's challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
• Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
• Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
• Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
• Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.

In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee;