Role Overview: \n\nWe are seeking a highly skilled and strategic Senior Manager of Revenue Operations to join our growing team. Reporting to the VP of Revenue Operations, this role will own critical functions that drive the effectiveness and efficiency of our revenue operations, including revenue analytics, territory design and strategy, and go-to-market process improvement. This role will also play a pivotal role in the GTM planning process and systems and infrastructure strategy. The ideal candidate will partner cross-functionally with Sales, Marketing, Customer Experience, and Finance teams to streamline our revenue cycle and improve the overall customer journey.\nKey Responsibilities:\n\n* Revenue Analytics:\n\n\n\n* Manage revenue performance analytics, reporting, and forecasting across sales and account management.\n\n* Identify KPIs to inform data-driven decisions and strategic initiatives.\n\n* Provide data-driven actionable insights and recommendations to optimize revenue generation and growth.\n\n* Partner with GTM Systems teams to optimize data infrastructure to create reportability and visibility of full-funnel KPIs.  \n\n\n\n* Revenue Planning:\n\n\n\n* In partnership with VP of RevOps, Revenue leadership, and Finance, design a data-driven revenue plan for the Sales and Account Management functions.\n\n* Develop comprehensive ARR forecast and quota models to align with company growth goals.\n\n* Collaborate with Finance and Revenue teams to align revenue goals with budgeting and resource allocation.\n\n\n\n* Territory Design and Strategy:\n\n\n\n* Oversee territory design and planning, ensuring optimal alignment with GTM strategies and revenue goals.\n\n* Collaborate with sales leadership to design equitable and data-driven territory models that drive sales productivity and maximize coverage.\n\n* Continuously analyze and refine territory plans based on performance, market trends, and customer insights.\n\n\n\n* Systems Strategy & Process Improvement:\n\n\n\n* Influence the evolution of the RevOps systems architecture, ensuring alignment with business goals and scalability.\n\n* Partner with GTM systems teams to drive continuous improvements and efficiencies in tools, processes, and workflows across CRM and other revenue systems.\n\n* Lead projects to streamline revenue operations processes, ensuring high data quality, automation, and seamless handoffs between teams.\n\n\n\n* Cross-Functional Leadership:\n\n\n\n* Collaborate closely with Sales, Marketing, Customer Experience, and Finance to drive consistent revenue operations processes throughout the customer journey.\n\n* Act as a trusted advisor to leadership on revenue strategy and operational excellence.\n\n* Play a key role in shaping the end-to-end revenue cycle and identifying opportunities for continuous improvement in the customer experience.\n\n\n\n* Strategic Initiatives:\n\n\n\n* Lead or support strategic projects related to growth, scalability, and operational efficiency.\n\n* Develop and communicate clear, actionable insights and recommendations that drive revenue performance.\n\n\n\n\nQualifications:\n\n\n* 7+ years of experience in revenue operations, sales operations, business operations, or a related field, preferably in SaaS or education technology.\n\n* Proven track record of success in managing revenue analytics, sales planning, territory design, and operational strategy.\n\n* Deep knowledge of CRM systems (Salesforce experience preferred), data analytics tools, and revenue performance management systems.\n\n* Strong analytical and problem-solving skills, with an ability to translate data into actionable insights.\n\n* Excellent project management skills with the ability to drive cross-functional initiatives.\n\n* Ability to work collaboratively with multiple stakeholders across functions and levels of seniority.\n\n* Strong communication and presentation skills.\n\n* Passion for education and improving student outcomes is a plus.\n\n\n\nSalary: The base salary range for this role is $126,000 - $168,000 \n\n#Salary and compensation\n No salary data published by company so we estimated salary based on similar jobs related to Design, SaaS, Education, Finance, Senior and Sales jobs that are similar:\n\n $45,000 — $87,500/year\n
\n\n#Benefits\n 💰 401(k)\n\n🌎 Distributed team\n\n⏰ Async\n\n🤓 Vision insurance\n\n🦷 Dental insurance\n\n🚑 Medical insurance\n\n🏖 Unlimited vacation\n\n🏖 Paid time off\n\n📆 4 day workweek\n\n💰 401k matching\n\n🏔 Company retreats\n\n🏬 Coworking budget\n\n📚 Learning budget\n\n💪 Free gym membership\n\n🧘 Mental wellness budget\n\n🖥 Home office budget\n\n🥧 Pay in crypto\n\n🥸 Pseudonymous\n\n💰 Profit sharing\n\n💰 Equity compensation\n\n⬜️ No whiteboard interview\n\n👀 No monitoring system\n\n🚫 No politics at work\n\n🎅 We hire old (and young)\n\n
\n\n#Location\nBoston, Massachusetts, United States

Who Are We?\n\nPostman is the world's leading collaboration platform for API development. Postman's features simplify each step of building an API & streamline collaboration to help create better APIs—faster. More than 30 million developers & 500,000 organizations worldwide use Postman today. After receiving Series D funding in 2021 & releasing our biggest & best version ever of Postman in September 2022, we continue to strive humbly towards our mission of 100 million connected developers & serving companies as they seek to innovate in an API-first world. \n\nP.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture & our vision at Postman.\nThe Opportunity\n\nOur customer base is growing faster than ever. We are looking for an experienced leader to advance our Enterprise Solutions Architecture program and manage an existing team of expert Postman Solutions Architects.  You will be responsible for day-to-day team management and coaching, exploring new ways to improve our post-sales operations, and leveraging analytical insights to ultimately retain and grow our customer base.  You will own the technical aspects of our post-sales process for the Enterprise customer segment. You'll be supported by all other Postman teams - from sales and engineering, to product management, data science, and our executives - to ensure our customers achieve value from their usage of Postman.\n\nThe Solutions Architecture Manager at Postman plays a pivotal role in leading a team who is responsible for delivering technical post-sales support and consultation to our customers. The Solutions Architecture team is composed of experts in APIs and Postman products, who work closely with customers to ensure successful implementation, integration, and utilization of Postman solutions.\n\nThis role is perfect for a visionary leader passionate about creating scalable solutions to enhance customer engagement, satisfaction and retention.\n\nWhat You’ll Do\n\nTeam Leadership:\n\n\n\n\n* Lead and mentor a team of Solutions Architects, fostering a culture of collaboration, technical “know-how”, continuous curiosity, and customer-centricity\n\n* Provide guidance and support to Solutions Architects in resolving technical challenges and addressing customer needs effectively and efficiently\n\n\n\n\n\n\nCross-functional Leadership:\n\n\n\n\n* Partner with leaders in Customer Success, Sales, Solutions Engineering, and other GTM teams to develop processes and resources that accelerate customer adoption of Postman\n\n* Collaborate with Product and Engineering teams to convey and advocate for customer feedback and enhancement requests that will improve customer satisfaction and address their key use cases, serve as the voice of the customer within the organization\n\n\n\n\n\n\nCustomer Consultation:\n\n\n\n\n* Collaborate with Sales, Solutions Engineering, and Customer Success teams to understand customer use cases and develop tailored solutions that meet their needs\n\n* Build strong relationships with customers, fostering long-term partnerships and driving customer satisfaction and loyalty\n\n* Advise on consultations with key customer stakeholders by assessing technical requirements and offering recommendations for optimal API development workflows\n\n* Work closely with Solutions Architects and customers to design and architect scalable and robust solutions using the Postman platform\n\n\n\n\n\n\nTechnical Expertise:\n\n\n\n\n* Stay abreast of industry trends, emerging technologies, and best practices related to API development methodologies and workflows\n\n* Act as a subject matter expert on the Postman platform, providing insights and guidance to both internal teams and external customers\n\n\n\n\n\n\nData-driven Strategy and Knowledge Sharing:\n\n\n\n\n* Leverage data analytics to identify trends and areas of improvement in how we can deliver value to customers\n\n* Develop and maintain technical documentation, best practices, and use case examples to enable customers to maximize the value of Postman solutions\n\n* Facilitate knowledge sharing sessions and workshops internally to enhance the technical expertise of the Solutions Architecture team\n\n\n\n\n\n\nAbout You\n\n\n* Strong technical background from a Bachelor's degree in Computer Science/Engineering, a related field, or relevant work experience\n\n* 3+ years leading customer-facing technical teams, or similar, with a track record of driving business growth\n\n* Strong experience with the enterprise SaaS sales process and customer relationship management\n\n* Skilled at problem-solving, decision-making, and ability to navigate challenging situations professionally with an extreme focus on being customer-centric\n\n* 5+ years of enterprise solutions architecture or sales/solutions engineering experience\n\n* 2+ years of software development experience\n\n* Comfortable engaging and working with all levels of technologists from individual developers, development teams, QA teams, architects, product managers, and engineering and product management leaders\n\n* Experience with engaging senior management and executive audiences to convey Postman's value proposition\n\n* Strong understanding of APIs, and experience with producing and consuming with APIs across different domains\n\n* Strong understanding of modern development methodologies and DevOps with an appreciation of the software development life cycle\n\n* Familiar with typical developer tooling: IDEs, Git, CI/CD, monitoring services, microservices, containers, cloud computing services, etc.\n\n* Great communication skills (presentation, verbal and written)\n\n* Enjoys a fast-paced environment and loves teamwork and collaboration\n\n\n\n\n \nOur Values\n\nAt Postman, we create with the same curiosity that we see in our users. We value transparency & honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.\nWhat Else?\n\nThis is a remote role with a salary range of $157,000 - $212,000, plus a competitive equity package. Postman has an informal and fun working team environment. We believe in a hybrid workplace, and although this role is remote, there will be opportunities for you to meet and collaborate with teammates from around the globe. We offer comprehensive medical, dental, and vision insurance, and cool perks. Our employees enjoy unlimited PTO because we believe everyone should take the time off needed to refresh, relax, and reflect. Our wellness program offers fitness-related reimbursements, a meal stipend, home office set-up reimbursement, internet reimbursement, book reimbursements for professional development, and a training platform for continued learning and education for personal growth. Also, our donation-matching program can support causes you care about. We’re creating a long-term company, and we want you to be part of it. Join us and become a Postmanaut!\nEqual Opportunity\n\nPostman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this Web site or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.\n\nPostman will consider for employment qualified applicants with arrest and conviction records where directed under applicable law, such as pursuant to the San Francisco Fair Chance Ordinance. \n\n#Salary and compensation\n No salary data published by company so we estimated salary based on similar jobs related to Design, SaaS, DevOps, Education, Cloud, API, Senior and Sales jobs that are similar:\n\n $60,000 — $110,000/year\n
\n\n#Benefits\n 💰 401(k)\n\n🌎 Distributed team\n\n⏰ Async\n\n🤓 Vision insurance\n\n🦷 Dental insurance\n\n🚑 Medical insurance\n\n🏖 Unlimited vacation\n\n🏖 Paid time off\n\n📆 4 day workweek\n\n💰 401k matching\n\n🏔 Company retreats\n\n🏬 Coworking budget\n\n📚 Learning budget\n\n💪 Free gym membership\n\n🧘 Mental wellness budget\n\n🖥 Home office budget\n\n🥧 Pay in crypto\n\n🥸 Pseudonymous\n\n💰 Profit sharing\n\n💰 Equity compensation\n\n⬜️ No whiteboard interview\n\n👀 No monitoring system\n\n🚫 No politics at work\n\n🎅 We hire old (and young)\n\n

\nAbout Starburst\n\n\nAt Starburst, we are working to dismantle the status quo of data silos and vendor lock-in every single day. For decades, database companies have held their customers hostage and we believe that’s just plain wrong. Starburst offers a full-featured data lake analytics platform, built on open source Trino. Our platform includes all the capabilities needed to discover, organize, and consume data without the need for time-consuming and costly migration projects. Today more than 300 leading organizations trust us to make better decisions faster. \n\n\nThough Starburst has raised $414M in venture funding from top investors, we were founded in a rather unusual way as we bootstrapped the business with customers and revenue from the very beginning! We are a remote-first company with employees all over the world and are proud to be named a Best Place to Work. Come join our team of All-Stars!\n\n\nStarburst Majors Solutions Architects are responsible for the successful customer adoption of our products. In this customer-facing and highly technical role, you will work directly with our most strategic customers to ensure their overall success with Starburst’s product offering.  You will partner with field sales representatives to own the technical aspects of the sales cycle, customer evangelization, and qualification process, from discovery calls to closure. Responsibilities include demonstrations of Starburst capabilities, technical sales presentations, delivery of educational sessions and/or technical workshops, running proofs of value, providing guidance for migration from legacy platforms, and assistance with customers moving to production.  Solutions Architects are Starburst experts who will provide technical leadership, data management, and analytics experience and consultation.  \n\n\n\nAs a Majors Solutions Architect at Starburst you will: \n* Grow and retain accounts \n* Own the technical aspects of the sales cycle and work closely with sales representatives to drive customer projects to closure\n* Shape prospect evaluation requirements, define success criteria, educate customers, and participate in the qualification process\n* Define, scope, and execute customer proof of concept studies \n* Be an expert in our products and services\n* Design and build demos, presentations, reference architectures, and custom integrations\n* Perform overall system and SQL performance tuning and migrations from legacy systems\n* Act as the consultant and expert on architecture, deployment, and design discussions  \n* Act as the primary customer-facing technical resource during technology evaluations\n* Act as the voice of the customer during internal product engineering discussions\n* Collaborate with Engineering and Support teams for critical customer operational issues and questions\n* Develop field best practices, how-to documents, and contribute to our internal knowledge base\n* Have a willingness to travel to customers as needed\n\n\n\nSome of the things we look for:\n* Expertise or Experience in one or more of the following technical areas: Analytical and problem-solving skills, ANSI SQL , UNIX/Linux CLI interactions , Data Warehouse usage and concepts, Private/Public Cloud Deployments, Big Data Technologies: Hadoop, distributed systems and storage\n* Experience in customer-facing technical roles\n* Experience in field sales/field consultant roles\n* Strong presentation skills and an ability to respond dynamically to questions in real-time\n* Excellent verbal and written communication skills\n* Desire to work in a fast-paced startup environment with cutting-edge technologies\n\n\n\n\n$160,000 - $175,000 a yearThe base salary range for this US full-time position is $160,000 - $175,000 (+ commission or + bonus), subject to standard withholding and applicable taxes. All candidates receive equity (ISO) and access to a comprehensive benefits offering.  The base salary range reflects the minimum and maximum target for candidates across all US locations. Work location, skills, experience, and any relevant education or training determine the compensation awarded to the candidate. The Recruiting Team or Hiring Manager can share more about the specific salary range with you during the recruitment process.\n\nWhy build your career at Starburst?\n\n\nWe live by our three core company values: Character, Competence, and Ownership and are a team of top performers. We are each in the driver’s seat, shaping our organization and working together towards our common mission. We are solving exceptionally complex and meaningful challenges here and as we innovate, we each have the opportunity to build our careers alongside Starbursts’s growth.\n\n\nWe take care of our global workforce by making sure employees enjoy competitive salaries and attractive stock grants, remote-friendly work options, flexible paid time off, and more!\n\n\nStarburst Data is a diverse, equitable, and inclusive place to work. Everyone is welcome at the Starburst table and we have several employee resource groups such as Womxn At Starburst, Starburst Military, and Starburst Pride. We know that the more diverse perspectives we have at the table will only serve us to make a better team and company. \n\n\nStarburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.\n\n\n#BI-Remote #LI-Remote \n\n#Salary and compensation\n No salary data published by company so we estimated salary based on similar jobs related to Design, Education, Cloud and Sales jobs that are similar:\n\n $45,000 — $80,000/year\n
\n\n#Benefits\n 💰 401(k)\n\n🌎 Distributed team\n\n⏰ Async\n\n🤓 Vision insurance\n\n🦷 Dental insurance\n\n🚑 Medical insurance\n\n🏖 Unlimited vacation\n\n🏖 Paid time off\n\n📆 4 day workweek\n\n💰 401k matching\n\n🏔 Company retreats\n\n🏬 Coworking budget\n\n📚 Learning budget\n\n💪 Free gym membership\n\n🧘 Mental wellness budget\n\n🖥 Home office budget\n\n🥧 Pay in crypto\n\n🥸 Pseudonymous\n\n💰 Profit sharing\n\n💰 Equity compensation\n\n⬜️ No whiteboard interview\n\n👀 No monitoring system\n\n🚫 No politics at work\n\n🎅 We hire old (and young)\n\n
\n\n#Location\nUnited States

\nAbout us:\n\n\nWe are the world’s largest telenutrition and foodcare solution, backed by a national network of Registered Dietitians and designed to yield consistently healthier food choices, lasting behavior change and long-term results.  Foodsmart’s highly personalized, digital platform guides members through a personalized journey to eating well while saving them time and money.  Foodsmart seamlessly integrates dietary assessments and nutrition counseling with online food ordering and cost-effective meal planning for the whole family that makes the most of ingredients at home and on the go. With national and regional retail partners across the US now accepting SNAP/EBT, Foodsmart helps bring healthier food within reach to eligible members and can also assist with SNAP enrollment.  \nFoodsmart has supported over 1.8 million members from over 700 health plan, employer and health system clients, with leading strategic and venture investors like Advocate Health, Intermountain Health, Memorial Hermann, Blue Cross Blue Shield of Massachusetts, Mayfield Fund and Founder Collective.\nLearn more at www.foodsmart.com\n\n\nAbout the role:\nThe Customer Support team is a vital part of Foodsmart, ensuring the best possible customer experience.The Customer Support Manager is responsible for leading and managing the team to achieve excellent customer support outcomes. This role is essential in enhancing the overall customer experience and ensuring customer satisfaction. Foodsmart is seeking a team member to join the Customer Support team who can bring leadership and innovation to deliver top-notch customer service.\n\n\n\nYou will:\n* Leadership and Team Management\n* Lead, inspire, and mentor a team of customer service professionals, fostering a culture of excellence, teamwork and service quality.\n* Set clear goals, expectations, and KPIs for the team to achieve outstanding customer support outcomes.\n* Conduct regular meetings to review performance metrics, address concerns and to ensure all team members are informed of updates and changes to processes or policies.\n\n\n\n* Customer Experience Enhancement\n* Empathize with customers especially those with limited technology experience \n* Develop and implement strategies to ensure exceptional customer experiences at every touchpoint.\n* Monitor customer feedback, analyze data, and use insights to drive improvements in customer support processes and procedures.\n* Collaborate with cross-functional teams to address customer pain points and enhance the overall customer journey.\n* Support System Migration - Spearhead the transition to a new telephony system including flow design, inbound phone number transition, inquiry prioritization, inquiry routing, etc.\n* Multi-language IVR - Implementation of an IVR with multi-language capabilities aimed at escalating certain calls and rerouting others to help-docs with ability to send SMS texts messages with helpful links. This IVR will extend 12+ levels and should aim to direct and automate inquiries to appropriate resources.\n* Multi-language Chatbot - The IVR and Chatbot should leverage the same framework with the goal of reducing the need for human interaction and increase the reliance on supporting articles and communications.\n* Customer Facing Knowledge Base - Migrate and update existing support microsite to the new interface and/or website. Ensure the micro-site follows a similar flow design as the IVR and chatbot to guide users to their desired resources and properly prioritize content.\n* Infrastructure Evaluation - Create a model for necessary staffing and tools to identify any gaps in flows or staffing that need to be addressed in order to properly manage current support inquiries.\n* Internal Registered Dietitian Support System - Foodsmart Registered Dietitians raise a large number of inquiries while interacting with customers and have operating questions of their own. We need a system to organize, prioritize and route these inquiries appropriately. \n\n\n\n* Continuous Improvement Initiatives\n* Champion a culture of continuous improvement, innovation, and entrepreneurial thinking to streamline customer support operations and increase efficiency.\n* Monitor and analyze customer feedback, drawing insights to improve the customer experience and service quality.\n\n\n\n* Data-Driven Decision Making\n* Utilize data analytics and metrics to track customer success performance to ensure the company remains at the forefront of industry.\n* Prepare and present reports to senior management, highlighting key performance indicators, trends, and improvement opportunities.\n\n\n\n* Customer Relationship Management\n* Collaborate with Sales and Product teams to ensure alignment on customer needs and product/service enhancements.\n\n\n\n\nYou are:\n* Proactive and act as an advocate for your customers.\n* Take pride in your work and approach every project with enthusiasm and excitement.\n* Excellent in communication and interpersonal skills, with the ability to build rapport with customers and internal teams.\n* Exceptional problem-solving abilities and a customer-centric approach.\n* Knowledge of HIPAA privacy rules and HIPAA consent authorization\n\n\n\n\nYou have:\n* Minimum 5+ years of customer support experience.\n* Proven experience in a leadership role within a customer success, customer service, or related field.\n* Strong entrepreneurial mindset with a track record of driving innovation and process improvements.\n* Proficiency in data analysis and familiarity with customer support software and CRM systems.\n* Bachelor’s degree (BA/BS) in Business, Marketing, Communications, or related field or equivalent work experience.\n* Robust expertise in building and managing sophisticated customer support workflows to be leveraged in an IVR, chatbot and inbound automated response system\n* Advanced knowledge of customer support automation tools\n\n\n\n\nPreferred Skills:\n* B2B2C customer support experience\n* Healthcare support experience\n* Experience in fast-paced start-up environment\n* Expert in Microsoft Excel/Google Sheets\n* Use of AI/predictive modeling to optimize support medium and efficiency\n* Experience with Zendesk, Five9, Intercom support softwares or comparable software\n\n\n\n\n\n$75,000 - $105,000 a yearRole: Customer Support ManagerLevel: M4Location: RemoteBase Salary Range: $75,000/yr to $105,000/yr + equity + benefits\nOur salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries at our headquarters in San Francisco, California. Individual pay is determined by work location, job-related skills, experience, and relevant education or training.\n\n\nAbout our benefits and perks:\n\n\nRemote-First Company\nUnlimited PTO\nFlexible & remote location\nHealthcare Coverage (Medical, Dental, Vision)\n401k, bonus, & stock options\nCommuter benefit \nGym reimbursement \n\n\n\n\nFoodsmart  is an equal opportunity employer and values diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or any other protected class.\n\n \n\n#Salary and compensation\n No salary data published by company so we estimated salary based on similar jobs related to Design, Education, Microsoft, Senior and Sales jobs that are similar:\n\n $50,000 — $85,000/year\n
\n\n#Benefits\n 💰 401(k)\n\n🌎 Distributed team\n\n⏰ Async\n\n🤓 Vision insurance\n\n🦷 Dental insurance\n\n🚑 Medical insurance\n\n🏖 Unlimited vacation\n\n🏖 Paid time off\n\n📆 4 day workweek\n\n💰 401k matching\n\n🏔 Company retreats\n\n🏬 Coworking budget\n\n📚 Learning budget\n\n💪 Free gym membership\n\n🧘 Mental wellness budget\n\n🖥 Home office budget\n\n🥧 Pay in crypto\n\n🥸 Pseudonymous\n\n💰 Profit sharing\n\n💰 Equity compensation\n\n⬜️ No whiteboard interview\n\n👀 No monitoring system\n\n🚫 No politics at work\n\n🎅 We hire old (and young)\n\n
\n\n#Location\nUS