Manager – Revenue Ops

Job Location: Gurgaon

Work from Office: 5 days a week

Reporting to: Chief People Officer

Key Responsibilities

Financial Planning & Analysis

Own the end-to-end annual budgeting, quarterly forecasting, and monthly variance analysis processes across all business units.
Build and maintain dynamic financial models to support scenario planning, revenue projections, and profitability analysis.
Prepare executive-level dashboards, MIS reports, and board-ready financial presentations with actionable insights.
Conduct deep-dive analyses on unit economics, customer cohort profitability, CAC/LTV ratios, and margin trends.
Partner with business leaders to translate financial data into strategic recommendations and growth levers.

Revenue Operations & Leakage Prevention

Design and implement a robust revenue assurance framework to identify, quantify, and eliminate revenue leakage across the quote-to-cash cycle.
Monitor and reconcile billing, invoicing, collections, and revenue recognition processes to ensure 100% accuracy.
Establish and track key revenue KPIs (MRR, ARR, churn, expansion revenue, NRR) with real-time reporting mechanisms.
Collaborate with Sales and Customer Success to optimise pricing strategies, contract structures, and renewal workflows.
Audit CRM data quality (Salesforce / HubSpot) to ensure pipeline integrity and accurate forecasting.

Action Item Tracking & Execution Excellence

Own a centralised action-item tracker to ensure all strategic and operational initiatives are executed on time and with accountability.
Conduct weekly/bi-weekly reviews with cross-functional stakeholders to monitor progress, flag risks, and remove blockers.
Develop SOPs and playbooks for recurring financial and revenue operations workflows to ensure consistency and scalability.
Drive process automation initiatives to reduce manual effort and improve turnaround times across finance operations.

Qualifications & Requirements

B.Tech / B.E. from a premier engineering institute (IITs, NITs, or equivalent) combined with an MBA from a top-tier business school (IIMs, ISB, XLRI, FMS, or equivalent).
4–5 years of progressive experience in FP&A, Revenue Operations, Business Finance, or Strategic Finance roles.
Prior experience in IT Services, Fintech, SaaS, or Technology companies is mandatory.
Strong proficiency in financial modelling, advanced Excel/Google Sheets, and data visualisation tools (Tableau, Power BI, Looker).
Hands-on experience with ERP systems (SAP, Oracle, NetSuite) and CRM platforms (Salesforce, HubSpot).
Excellent understanding of SaaS metrics, subscription revenue models, and quote-to-cash lifecycle.

AI & New-Age Tools Proficiency

Demonstrated knowledge and hands-on experience with AI-powered analytics and automation tools (e.g., ChatGPT, Claude, Copilot, Gemini) for financial analysis, report generation, and workflow optimisation.
Experience leveraging AI/ML-based forecasting models or tools for demand planning and revenue prediction.
Familiarity with RPA tools (UiPath, Automation Anywhere) or no-code/low-code platforms for process automation.
Ability to evaluate and implement emerging AI tools to improve productivity and decision-making across finance and revenue operations.
A growth mindset towards continuously adopting new-age technologies and integrating them into day-to-day workflows.

Desired Competencies

Exceptional analytical thinking and problem-solving skills with a keen eye for detail.
Strong verbal and written communication skills; ability to present complex financial data to non-finance stakeholders.
High ownership mindset – proactive, self-driven, and comfortable operating in a fast-paced, ambiguous environment.
Proven ability to manage multiple workstreams simultaneously while maintaining quality and meeting deadlines.
Collaborative team player with strong cross-functional stakeholder management skills.
Experience in a high-growth startup or scale-up environment is highly preferred.

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