Revenue Operations (RevOps) Manager (Sales & CS Ops) About Zluri: Securing the AI Future Zluri is building the Identity Control Plane for the AI Era- a unified platform that brings real-time visibility and governance to every identity in an organization, human and non-human alike. We combine Identity Security Posture Management (ISPM), Identity Visibility & Intelligence (IVIP), and Identity Governance into a single platform powered by a Context Graph architecture. While others build agents to do the work, we build the infrastructure to keep them from going rogue. We're a Series B startup backed by Lightspeed, MassMutual Ventures, Endiya Partners, and Kalaari Capital, trusted by 200+ enterprise customers to secure their identity landscape. If you're excited to help define how the world governs identity in an AI-first future, we'd love to talk. About the Role: The Revenue Operations (RevOps) Manager will be the connective tissue between our Sales and Customer Success (CS) teams. Your mission is to break down silos, streamline the complete sales-to-renewal lifecycle, and leverage AI to ensure our revenue-generating teams have the forward-looking processes, actionable data, and intelligent tools they need to operate at peak efficiency. Roles and Responsibilities: Salesforce Management & Optimization (Core Focus) * Mandatory: Serve as the primary owner and administrator of our Salesforce CRM, ensuring data integrity, optimized architecture, and seamless integrations. * Design and implement advanced workflows, custom objects, validation rules, and automation using Salesforce Flows to specifically support Sales and CS workflows. * Manage user roles, profiles, permission sets, and security controls across all Sales and CS functions within Salesforce. Sales Operations & Pipeline Management * Optimize the opportunity lifecycle from creation to closed-won, ensuring standardized sales stages, exit criteria, and accurate forecasting. * Reduce friction in the sales process by automating manual tasks, streamlining quoting (CPQ), and simplifying the contracting and approval processes. * Build and maintain executive-level dashboards and reports in Salesforce to track pipeline health, win/loss rates, sales velocity, and rep capacity. Customer Success Operations (CS Ops) & Retention * Architect and optimize the post-sale customer journey, including frictionless handoffs from Sales to CS, onboarding workflows, and automated renewal/expansion tracking within Salesforce. * Develop and manage customer health scores, churn risk alerts, and product usage dashboards to proactively guide CS interventions. * Partner with CS leadership to map and streamline capacity planning, Quarterly Business Review (QBR) processes, and upsell/cross-sell playbooks. * Ensure full visibility into the customer lifecycle by tightly integrating the CS tech stack (ChurnZero, Freshdesk, etc) with Salesforce. GTM Tech Stack & Integrations * Own and manage the broader Sales and CS tech stack and ensure flawless data flow into and out of Salesforce. * Ensure smooth data handoffs from marketing automation platforms into the sales environment, maintaining clear lead routing and SLA enforcement. * Evaluate, implement, and onboard new tools, championing AI adoption to eliminate manual data entry, improve rep productivity, and increase CS visibility. * Identify and deploy emerging AI use cases within Sales and CS (e.g., predictive forecasting, automated workflow triggers, conversational intelligence) to drive next-level operational efficiency. Data, Analytics, & Forecasting * Develop robust reporting for both pre-sale and post-sale metrics, including ARR, MRR, Gross Retention Rate (GRR), Net Retention Rate (NRR), time-to-value, and churn analysis. * Proactively audit data hygiene to ensure accurate attribution, forecasting, and reporting across all revenue functions. Enablement & Stakeholder Management * Train Sales and CS teams on new processes, tools, and best practices within Salesforce. * Serve as a strategic advisor to leadership, using data to uncover sales-cycle bottlenecks, highlight growth opportunities, and identify retention risks. Mandatory Qualification: * Mandatory: 4-6 years of experience in Sales Operations, CS Operations, or broader RevOps, preferably within a high-growth B2B SaaS environment * 2+ years of deep, hands-on experience administering Salesforce CRM (Salesforce Certified Administrator or Advanced Administrator credentials highly preferred). * Strong understanding of both acquisition (sales) and retention B2B SaaS metrics (ARR, MRR, Win Rates, Churn, GRR, NRR, LTV). * Demonstrated ability to build complex automations (Flows, Process Builder) and dashboards in Salesforce spanning the pre- and post-sale journey. * Experience integrating Salesforce with sales engagement tools and CS platforms. * High proficiency in data analysis (Excel/Google Sheets) and a naturally analytical mindset. * Excellent communication skills with the ability to translate complex technical concepts into business value for cross-functional stakeholders. Empowering Diversity, Championing Inclusivity Zluri values diversity and inclusivity, fostering an environment where every individual feels welcome and respected. We are an Equal Opportunity Employer, providing fair consideration to all qualified applicants, regardless of race, color, religion, gender, gender identity, sexual orientation, national origin, genetics, disability, age, or veteran status.