Revenue Operations Manager, Downmarket
Dialpad•4h ago
United StatesHybridFull-timeMid Level2+ yrs exp
Top focus
Revenue OperationsOperations ManagerBusiness Ops Manager
- About Dialpad
- Dialpad is the AI-native business communications platform. We unify calling, messaging, meetings, and contact center on a single platform - powered by AI that understands every conversation in real time.
- More than 70,000 companies around the globe, including WeWork, Asana, NASDAQ, AAA Insurance, COMPASS Realty, Uber, Randstad
- Tractor Supply, rely on Dialpad to build stronger customer connections using real-time, AI-driven insights.
- We’re now leading the shift to Agentic AI: intelligent agents that don’t just analyze conversations but take action by automating workflows, resolving customer issues
- accelerating revenue in real time. Our DAART initiative (Dialpad Agentic AI in Real Time) is redefining what a communications platform can do.
- Visit dialpad.com to learn more.
- Being a Dialer
- At Dialpad, AI isn’t just a feature; it’s how our teams do their best work every day. We put powerful AI tools in every employee’s hands so they can move faster, think bigger, and achieve more.
- We believe every conversation matters. And we’ve built the platform that turns those conversations into insight and action, for our customers and ourselves.
- We look for people who are intensely curious and hold themselves to a high bar. Our ambition is significant
- achieving it requires a team that operates at the highest level. We seek individuals who embody our core traits: Scrappy, Curious, Optimistic, Persistent
- Your role
- The Revenue Operations Manager– Downmarket and Sales Development drives scale and efficiency across high-volume Commercial and Small Business sales motions. This role focuses on velocity, conversion optimization
- forecasting discipline in shorter-cycle environments.
- This is a revenue execution role — not reporting support and not an embedded business partner.
- This position reports to our Director of Business Operations and has the opportunity to be based in our Austin or Tempe offices.
- What you’ll do
- Define and enforce opportunity stage entry and exit criteria.
- Establish deal inspection frameworks by segment and deal size.
- Identify and eliminate:
- Poorly qualified pipeline.
- Stalled or aging deals.
- Inflated close dates and optimistic forecasts.
- Create clear standards for when deals advance, reset, or exit the pipeline.
- Own forecast methodology and call discipline across segments.
- Standardize forecast categories (Commit, Best Case, Pipeline, etc.).
- Lead or co-lead weekly forecast calls with Sales leadership.
- Track and surface forecast bias, slippage patterns, and risk signals.
- Improve forecast accuracy, confidence, and consistency over time.
- Design and run pipeline councils by segment.
- Ensure pipeline reviews are:
- Forward-looking.
- Decision-oriented.
- Action-driven.
- Equip Sales leaders with consistent inspection views that drive accountability.
- Make pipeline hygiene a management habit, not a Rev Ops cleanup task.
- Partner closely with:
- Revenue Intelligence & Analytics.
- Systems and Data teams.
- Translate execution issues into:
- Process improvements.
- System enforcement.
- Clear operating guidance.
- Provide structured feedback into GTM strategy and planning.
- Define and own the core pipeline and forecast KPIs.
- Hold the organization accountable to:
- Stage-to-stage conversion.
- Deal aging.
- Forecast accuracy.
- Ensure leaders understand why deals slip — not just that they did.
- Skills you’ll bring
- 7–10 years of total professional experience.
- 4–6+ years in Sales Operations, Revenue Operations, or GTM Strategy.
- Experience supporting Direct Sales Teams and/or Channel organizations.
- SaaS experience strongly preferred.
- Strong analytical mindset with the ability to turn data into decisions.
- Comfortable working with ambiguity and building structure where none exists.
- Excellent executive communication — written, verbal, and storytelling.
- Ability to influence senior stakeholders without formal authority.
- High ownership mentality: you see problems and fix them.
- Detail-oriented but able to zoom out to the bigger picture.
- Strong experience with Salesforce, Tableau, Outreach, Clay, Scratchpad, and ZoomInfo.
- Familiarity working alongside tools like Anaplan, routing platforms (Leandata), or forecasting tools (Clari).
- Ability to partner effectively with Business systems and analytics teams.
- Why Join Dialpad
- Work at the center of the AI transformation in business communications
- Build and ship agentic AI products that are redefining how companies operate
- Join a team where AI amplifies every employee’s impact
- Competitive salary, comprehensive benefits, and real opportunities for growth
- We believe in investing in our people. Dialpad offers competitive benefits and perks, cutting-edge AI tools
- a robust training program that help you reach your full potential. We have designed our offices to be inclusive, offering a vibrant environment to cultivate collaboration and connection. Our exceptional culture, repeatedly recognized as a Great Place to Work , ensures that every employee feels valued and empowered to contribute to our collective success.
- Don’t meet every single requirement? If you’re excited about this role and possess the fundamental traits, drive
- strong ambition we seek, but your experience doesn’t meet every qualification, we encourage you to apply.
- Dialpad is an equal-opportunity employer. We are dedicated to creating a community of inclusion and an environment free from discrimination or harassment.