Revenue Operations Manager, Downmarket

About Dialpad Dialpad is the AI platform for customer experience, built to resolve customer problems in real time across voice and digital. Our AI agents learn from your best human agents and improve with every interaction, helping organizations understand their customers, deliver better experiences, increase operational efficiencies, and build a lasting competitive advantage. Unlike legacy systems built to route and answer, or standalone agentic bot vendors built to deflect, Dialpad was built to resolve.

Our AI agents and human agents operate on a single platform with shared context, allowing Agentic AI to resolve issues, advance deals, and eliminate busywork through automation while seamlessly handing conversations to humans when needed, with full context preserved. Market-leading brands, including Randstad, Motorola Solutions, Netflix, the San Diego Padres, the Colorado Rockies Baseball Club, and Cal Athletics, trust Dialpad. Dialpad is backed by Andreessen Horowitz, GV, ICONIQ Capital, and T-Mobile.

Being a Dialer At Dialpad, AI isn’t just a feature; it’s how our teams do their best work every day. We put powerful AI tools in every employee’s hands so they can move faster, think bigger, and achieve more. We believe every conversation matters.

And we’ve built the platform that turns those conversations into insight and action, for our customers and ourselves. We look for people who are intensely curious and hold themselves to a high bar. Our ambition is significant, and achieving it requires a team that operates at the highest level.

We seek individuals who embody our core traits: Scrappy, Curious, Optimistic, Persistent, and Empathetic . Your role The Revenue Operations Manager– Downmarket and Sales Development drives scale and efficiency across high-volume Commercial and Small Business sales motions. This role focuses on velocity, conversion optimization, and forecasting discipline in shorter-cycle environments.

This is a revenue execution role — not reporting support and not an embedded business partner. This position reports to our Director of Business Operations and is hybrid, based in our Austin or Tempe office.

What You’Ll Do

Define and enforce opportunity stage entry and exit criteria. Establish deal inspection frameworks by segment and deal size. Identify and eliminate: Poorly qualified pipeline.

Stalled or aging deals. Inflated close dates and optimistic forecasts. Create clear standards for when deals advance, reset, or exit the pipeline.

Own forecast methodology and call discipline across segments. ). Lead or co-lead weekly forecast calls with Sales leadership.

Track and surface forecast bias, slippage patterns, and risk signals. Improve forecast accuracy, confidence, and consistency over time. Design and run pipeline councils by segment.

Ensure pipeline reviews are: Forward-looking. Decision-oriented. Action-driven.

Equip Sales leaders with consistent inspection views that drive accountability. Make pipeline hygiene a management habit, not a Rev Ops cleanup task. Partner closely with: Revenue Intelligence Analytics.

Systems and Data teams. Translate execution issues into: Process improvements. System enforcement.

Clear operating guidance. Provide structured feedback into GTM strategy and planning. Define and own the core pipeline and forecast KPIs.

Hold the organization accountable to: Stage-to-stage conversion. Deal aging. Forecast accuracy.

Ensure leaders understand why deals slip — not just that they did. Skills you’ll bring 7–10 years of total professional experience. 4–6+ years in Sales Operations, Revenue Operations, or GTM Strategy.

Experience supporting Direct Sales Teams and/or Channel organizations. SaaS experience strongly preferred. Strong analytical mindset with the ability to turn data into decisions.

Comfortable working with ambiguity and building structure where none exists.