Manager, Revenue Operations

Manager, Revenue Operations

Company: Qualitrol

Location: Fairport, NY (hybrid)

Reports To: Sr. Director, Commercial Operations

Direct Reports: Sales Compensation & Incentive Analyst; BI/Analytics Developer; Sales Systems Admin & Data Integrity Analyst; Pricing & Commercial Analytics Analyst (all India-based)

About Qualitrol

Qualitrol is the global leader in electrical condition monitoring and protection solutions, trusted by utilities in more than 120 countries. Since 1945, we have pioneered innovations that deliver real-time insights, prevent failures, and ensure the reliability of the world's energy grid. With over 4 million installations worldwide, our monitoring technologies safeguard critical assets, extend equipment life, and reduce operational risk. Our expert service teams bring decades of hands-on experience, offering diagnostics, training, and consulting to help customers make smarter, data-driven decisions. Represented on global standards bodies, Qualitrol is recognized as a trusted advisor shaping the future of grid reliability. For over 80 years, our mission has remained clear: protecting power systems with reliable solutions that keep the lights on.

Position Summary

The Manager, Revenue Operations leads Qualitrol's newly established Revenue Operations function within Commercial Operations. This role owns forecast accuracy, funnel governance, and standardized KPI reporting across all regions, and manages a team of four analysts covering sales compensation, systems administration, BI/analytics, and pricing. This role is the primary link between the sales organization's day-to-day pipeline execution and the forecast, budget, and growth commitments Qualitrol reports to leadership.

This role is central to Qualitrol's growth objective - scaling orders significantly over the next several years - by ensuring leadership has a forecast it can trust and sales has the systems, data, and governance to scale without adding headcount 1:1.

Key Responsibilities

Forecasting & Demand Planning

• Own the monthly and quarterly sales forecast process, including pipeline-weighted, rep-committed, and manager-adjusted forecast layers.
• Lead annual territory and regional budget planning, in partnership with regional sales leadership.
• Build scenario-planning and stress-testing models that let leadership pressure-test order-plan and budget assumptions before they are finalized.
• Track forecast accuracy (commit vs. actual) by rep and segment to continuously improve forecast reliability.
• Serve as the demand-planning liaison to Operations, translating the sales forecast into a demand signal for the S&OP process - Operations retains ownership of production planning and scheduling.
• Supervise the accuracy and timely generation of appropriate regional dashboards and KPI trackers.

Funnel Governance & Regional Consolidation

• Define and maintain stage-gate criteria and pipeline-health governance, applied consistently across all regions.
• Establish a standardized set of pipeline and activity KPIs so regional directors coach and report to a common standard.
• Build and maintain exception/problem-solving reporting that surfaces stalled or at-risk deals before they affect the forecast.
• Consolidate regional director reporting into a single rollup view spanning Belfast, Rochester, Toronto, and the Brazil, China, and India teams.

Team Leadership

• Manage, coach, and develop the Sales Compensation & Incentive Analyst, Sales Systems Admin & Data Integrity Analyst, BI/Analytics Developer, and Pricing & Commercial Analytics Analyst.
• Lead an India-based team: define work packages with clear objectives and acceptance criteria, document standard work, and validate output before it is deployed into the business.
• Set priorities and workload across the team, balancing administrative continuity with longer-term analytical and digitization initiatives.
• Lead hiring, onboarding, and performance management for the Revenue Operations team.

Leadership & Cross-Functional Partnership

• Own preparation and delivery of the forecast package for the Directors Sales Meeting and other executive forecast reviews.
• Partner with Finance on bookings, revenue, and Oracle-Salesforce reconciliation integrity, and on cancelled-order adjustments.
• Partner with Sales leadership on territory and account assignment, quota methodology, and sales compensation plan design.
• Partner with IT and Operations leadership on the sales technology roadmap, including potential future tools such as Gong.

Commercial & Business Integration

• Serve as the connective tissue between Revenue Operations and broader commercial and business strategy, ensuring forecasting, compensation, and systems decisions are made in the context of company-wide priorities, not in isolation.
• Translate business and commercial strategy into RevOps priorities, and surface RevOps insights (forecast risk, pipeline trends, comp dynamics) into business planning conversations.
• Build working knowledge of Qualitrol's markets, geographies, and the electrical/power infrastructure industry quickly enough to be a credible business partner, not just a systems and process owner.

Qualifications

Required

• Bachelor's degree in Business, Finance, Analytics, or a related field.
• 5+ years of experience in sales operations, revenue operations, FP&A, or commercial analytics, including direct ownership of a forecasting process (industrial products and manufacturing environment is a plus).
• Experience managing or directly leading a team of analysts or specialists.
• Hands-on experience with Salesforce CRM and pipeline/forecast management in a B2B environment (certification preferred).
• Strong executive communication and presentation skills, with experience presenting to VP- and Director-level stakeholders.
• Experience operating across multiple regions or business units.
• Demonstrated versatility and a fast-learning orientation - comfortable picking up new tools, markets, and business context quickly.
• Strong interpersonal skills paired with the confidence to constructively push back on sales and commercial leadership when the data warrants it.

Preferred

• MBA strongly preferred.
• Experience in industrial and manufactured equipment, utilities, or another long-cycle B2B environment.
• Working knowledge of global markets/geographies and the electrical or power infrastructure industry.
• Experience with Oracle ERP in an environment integrated with Salesforce.
• Familiarity with Power BI/Microsoft Fabric reporting environments.
• Experience building or scaling a RevOps or Sales Operations function.
• Experience leading offshore or distributed analytical teams, including in India.
• Exposure to sales compensation/incentive plan design or administration oversight.

Leadership Competencies

Strategic & Analytical Leadership

• Translates ambiguous growth targets into a concrete forecasting and governance model.
• Balances short-term operational continuity with longer-term analytical capability building.

People Development & Team Building

• Recruits, onboards, and develops a small, high-leverage analytical team.
• Delegates effectively across specialized functions (compensation, systems, BI, pricing).

Cross-Functional Influence

• Builds credibility with regional sales directors to drive adoption of standardized KPIs and reporting.
• Aligns with Operations leadership on forecast-to-production handoff without owning production planning.

Executive Communication

• Presents forecast and pipeline health clearly and credibly to senior sales and commercial leadership.

Accountability & Execution

• Owns forecast accuracy outcomes and takes corrective action when accuracy trends are off track.
• Has the backbone to hold a position on data integrity and process discipline under pressure, even when it's an unpopular message to sales leadership.

Success Measures

Success in this role is demonstrated by:

• Measurable improvement in forecast accuracy (commit vs. actual) over successive quarters.
• Adoption of standardized pipeline/KPI definitions and consolidated reporting across all regions.
• Successful onboarding, development, and retention of the four Revenue Operations team members.
• Clean, reconciled bookings and revenue data between Salesforce and Oracle.
• Positive feedback from the VP Sales and regional sales directors on forecast and pipeline visibility.
• On-time, well-prepared forecast delivery for the Directors Sales Meeting and other executive reviews.