TOPdesk
Revenue Operations Manager
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Company Description
TOPdesk is an international software company specializing in service management, employing over 700 people across 8 countries and serving more than 5,000 customers worldwide. What truly sets us apart is our people. They are the heart of our company. Our diverse team comprises individuals from various academic backgrounds, with and without disabilities, and from a multitude of cultural backgrounds. While each team member brings their own expertise, we thrive as a team. We are dedicated to providing exceptional service to our customers. At TOPdesk, we believe in creating an inclusive and supportive work environment where everyone can grow and contribute their best.
Job Description
About the Role
You'll be the operational right hand to TOPdesk's commercial leaders. The person sales, marketing, and CS leadership trust to tell them where the business stands, what's at risk, and how to hit their numbers. You run the forecast cadence, own the RevOps relationship with regional leaders, and make sure your team of 3–4 delivers clean pipeline data and the analyses that feed planning.
This is a role for someone who lives in the numbers, can pressure-test the forecast, and brings enough process rigour to make the operational side run without heroics. The goal is that every commercial leader feels they have a RevOps partner genuinely invested in helping them hit their targets.
What You'll Personally Own
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Stakeholder partnership and commercial support
- Run the weekly, monthly, and quarterly forecast process: facilitate calls with sales leadership, consolidate inputs, and present conclusions, not just data
- Surface pipeline risk proactively with a point of view on what to do about it, not just a report that something is off
- Be the primary RevOps contact for regional and segment sales leaders; show up in their forecast calls, understand their targets, and remove operational friction before it becomes a problem
- Own the inputs the VP needs for annual planning, budget conversations, and leadership reviews; partner with Finance and HR on quota-setting, capacity planning, ramp structures, and SPIFs
Lead quality standards
- In partnership with the VP, maintain funnel metrics definitions, thresholds, and disqualification criteria alongside marketing, BDR/BDM, AM & CSM leadership
- Own the strategy and vendor decisions for the enrichment and prospecting stack (ZoomInfo, Clay, or equivalent)
Commissions
- Own commission plan logic and maintain plan documentation; partner with the RevOps commissions analyst on payout calculation and processing
- Primary point of contact for plan questions and disputes; escalate edge cases to VP as needed
- Contribute to the evaluation and eventual implementation of dedicated comp tooling (planned 2027)
What Your Team Executes (3–4 Direct Reports)
Forecasting and pipeline operations
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- Build and maintain forecast models; track accuracy over time and embed best practices (coverage ratios, commit vs. best case discipline, stage entry/exit criteria)
- Monitor pipeline health metrics, coverage, conversion, velocity, slippage and maintain early-warning signals for at-risk regions and segments
- Build and maintain attainment dashboards, leaderboards, and gamification tools that reinforce CRM hygiene and forecast submission discipline
Lead quality operations
- Manage the enrichment stack day-to-day: data quality, suppression lists, and GDPR compliance across EMEA markets
- Run regular lead quality reviews; surface ICP drift, coverage gaps, and conversion trends across the funnel
Reporting and dashboards
- Own the recurring reporting cadence (QBRs, monthly business reviews, weekly commercial updates)
- Maintain core KPI definitions and dashboards; produce standard analyses on funnel efficiency and segment performance
Qualifications
- 3-6 years in Revenue Operations, Sales Operations, GTM Strategy, FP&A
- Previous roles owning a forecast that leadership trusts and improving its accuracy
- Experience working closely with FP&A
- B2B SaaS or recurring-revenue background; deep fluency in subscription metrics (ARR, NRR, GRR, pipeline coverage, win rates, CAC payback)
- Strong Salesforce reporting skills and advanced Excel modelling
- Hands-on leader who enjoys working in the numbers alongside the team
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