Job Description

Revenue Operations Manager

Full-Time | Remote / US

Our client is looking for a Revenue Operations Manager to build and run the operational backbone of our revenue organization — the systems, discipline, and rigor that let our sales and customer success teams pursue, win, and grow business with confidence.

You will own deal desk operations, CRM administration, forecasting and pipeline management, and sales commission and quota planning. This role is central to how our client pursues, structures, and reports on business in the competitive, RFP-driven world of selling to cities and public agencies — success means the revenue organization always knows where deals stand, what's coming next, and how to win.

You will report to the Head of Growth and work closely with Sales, Customer Success, Product, Finance, and Legal to keep pricing, forecasting, and CRM data accurate, consistent, and trusted across the organization.

Who We Are

Our client builds parking enforcement and citation management software purpose-built for municipalities. Our Kurbis and eTIMS platforms help cities modernize how they manage curbside compliance — from digital permitting and citation issuance to payment processing and revenue reconciliation.

Our customers are public agencies that need technology that works in the real world, integrates with existing infrastructure, and holds up under public scrutiny. We sell through competitive RFP processes to cities, transportation authorities, and enforcement agencies across the country. Winning those bids requires more than a compliant response — it requires a compelling story, credible proof, and airtight execution.

What You'll Do

Deal Desk & Pricing

• Own the deal desk function — reviewing, structuring, and facilitating deal reviews with management, including analysis of non-standard deal terms, pricing exceptions, and contract structures.

• Partner with Sales and Finance to build pricing workbooks and maintain pricing guardrails, discounting policy, and margin discipline.

• Support quote-to-cash processes, ensuring deals move smoothly from negotiation through signature and handoff to Customer Success.

CRM Management & Data Integrity

• Own CRM administration and governance, ensuring data integrity, consistent stage definitions, and clean pipeline hygiene across the team.

• Build and maintain dashboards, reports, and workflows that give leadership real-time visibility into pipeline, bookings, and renewals.

• Continuously improve CRM processes and automation to reduce manual work and drive adoption across the team.

Forecasting & Pipeline Management

• Run the weekly and monthly forecasting cadence, working directly with sales leadership to validate pipeline and commit accuracy.

• Identify pipeline gaps, coverage risk, and stalled deals, and flag them proactively to the Head of Growth.

• Maintain forecasting models and reporting that hold up to scrutiny from executive leadership.

RFP & Proposal Support

• Serve as a key member of the Center of Excellence, supporting the RFP response process alongside Capture Management and Proposal Management colleagues — coordinating inputs from Sales, Product, Legal, and Finance to deliver compliant, competitive, on-time submissions.

• Track win/loss outcomes on competitive bids and feed lessons learned back into process improvements.

Cross-Functional Collaboration

• Partner with Finance on revenue recognition, billing, and renewal forecasting for multi-year and performance-based contracts.

• Work with Marketing and Sales Enablement to keep collateral, battlecards, and playbooks aligned with current pricing and deal structures.

• Collaborate with the Customer Success team on renewal tracking, health scoring, and expansion pipeline reporting.

Reporting & Analytics

• Deliver regular reporting on pipeline, bookings, renewals, and RFP win rates to the Head of Growth and executive team.

• Recommend process and systems improvements as the revenue organization scales.

What You'll Bring

You are a detail-oriented operator who brings structure and discipline to revenue teams without slowing them down. You move easily between hands-on execution — building a report, cleaning up CRM data, turning around an RFP section — and higher-level process design.

• 7+ years of hands-on experience in Revenue Operations, deal desk, CRM management, forecasting/pipeline management, and RFP management.

• Experience working for a company selling into the public sector, specifically cities and municipalities required

• Deep, hands-on CRM administration experience (Salesforce, HubSpot, or similar), including reporting, dashboards, and workflow automation.

• A track record of running accurate, disciplined forecasting and pipeline management processes for a sales organization.

• Experience managing or coordinating competitive RFP responses, ideally in a public-sector or government-contracting context.

• Strong analytical skills, with the ability to translate data into clear, actionable insight for sales and executive leadership.

• Excellent cross-functional collaboration skills, with experience partnering across Sales, Finance, Legal, Marketing, and Customer Success.

• A builder's mindset — comfortable creating processes and systems from scratch and improving them as the business scales.

• Background in parking technology, urban mobility, smart city solutions, or adjacent municipal technology markets.

• Experience supporting multi-country or multi-currency deal and commission structures.

• Familiarity with government contract vehicles, cooperative purchasing agreements, or public-sector procurement platforms.

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