(Sr.) Revenue Operations Manager

About Upwind

Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth.

About the Role

Upwind is seeking a high-impact (Sr.) Revenue Operations Manager to join our growing Revenue Operations team. This role sits at the heart of our go-to-market engine. You will be the first line of defense for our frontline GTM team — solving problems, architecting processes, and supporting the day-to-day needs of the sales org. This is a high-ownership, high-visibility role for someone who thrives at the intersection of systems thinking, operational excellence, and sales partnership. If you’re excited to build, learn, and grow at a fast-scaling startup — this role is for you.

Responsibilities

Sales Operations and Embedded GTM Support

• Serve as the embedded operational partner to the Sales org — the go-to resource for

reps, managers, and leadership on all things process, systems, and workflow.

• Debug and resolve process breakdowns in real time, keeping sellers unblocked and focused on revenue-generating activities.

• Partner closely with the GTM Systems team to define new processes, architect scalable workflows, and implement tooling improvements.

• Support territory planning, quota setting, and headcount modeling in collaboration with Sales leadership and our Head of RevOps.

Business Rhythm & Reporting

• Maintain a close pulse on business performance day-to-day — tracking pipeline health, forecast accuracy, and key KPIs.

• Build, maintain, and enhance Salesforce dashboards and reports that give leadership real-time visibility into the business.

• Assist managers and executives in the preparation, coordination, and execution of Quarterly Business Reviews (QBRs).

• Consolidate and synthesize data into actionable insights that drive strategic decisions across the GTM organization.

Process Design and Enablement

• Identify operational gaps and design scalable process improvements across the revenue engine.

• Develop playbooks, training materials, and documentation that support new hire onboarding and ongoing rep enablement.

• Reinforce CRM best practices, forecasting discipline, pipeline hygiene, and data governance standards across the sales org.

• Support the rollout of new tools, programs, and initiatives that help the team perform at their best.

• 4–6 years of experience in Sales Operations, Revenue Operations, Consulting, Investment Banking, or Finance.

• Background in B2B technology or SaaS at a late-stage, high-growth company is strongly preferred.

• Hands-on experience in Salesforce (SFDC) — building reports, managing data, and driving CRM adoption.

• Strong analytical skills with proficiency in Excel or Google Sheets to model, interpret, and communicate data.