GTM Rev Ops Process Manager

Senior Program Manager, Revenue Operations

Elastic

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. WHAT IS THE ROLE Are you a cross-functional program leader who thrives at the intersection of strategy, operations, and GTM execution? If so, invite you to join us at Elastic as a Senior Program Manager, Revenue Operations!   As a member of our team, you will lead our programs of work that span across Field Engineering and Support organizations. Where our Senior Analysts are embedded partners to their respective collaborators, you are the connective tissue: the person who defines how we work, not just within a single team, but across all of them.   The Senior Program Manager will design and drive the operational standards, execution models, and planning rhythms that enable consistent, high-quality GTM execution at scale - and for ensuring that what works in one org finds its way into the others. WHAT YOU WILL BE DOING * Own the design and delivery of programs that cut across Field Engineering and Support, including annual planning, execution model development, and operational rhythm standardization * Serve as the primary owner of our canonical operating models: how we run QBRs, how we structure planning cycles, how we build feature adoption plays, how we define and communicate execution norms across geos * Coordinate fiscal year planning activities across both organizations, including headcount & allocation, quota setting, territory carve, and roll-out * Define the standard for how our internal customers operate - the rhythms, templates, and frameworks that Senior Analysts then localize for their specific org and geo * Build the feedback loop that ensures geo-specific nuance helps shape the standard rather than accumulate as silent workarounds * Partner with FE and Support management to identify gaps between how teams are operating today and how they should be operating, then design solutions that close those gaps durably * Identify cross-functional processes that are ripe for automation, and partner with Senior Analysts and systems teams to build solutions that reduce execution burden across the team * As automation creates capacity, redirect that capacity toward higher-order critical initiatives - act as a key voice in deciding where the team should spend its time * Establish repeatable communication, documentation, and training protocols that drive successful adoption of new processes, tools, and operating models * Collaborate with Sales Operations, IT, Finance, and Business Systems to identify dependencies and build comprehensive solutions WHAT YOU BRING * 5+ years in Program Management, Revenue Operations, or GTM Strategy & Operations in a B2B SaaS organization * Proven experience running cross-functional programs that span multiple organizations * Direct exposure to Field Engineering, Solutions Architecture, Customer Engineering, Technical Sales, or Support organizations * Systems-level thinker: able to identify how a change in one part of an operating model creates downstream effects elsewhere * Highly organized, analytical, and data-driven; comfortable in SQL, G-Sheets, and Salesforce — able to build the analysis that supports the program * Top-notch communicator, able to transition fluently between working sessions with senior leaders and detailed execution conversations with analysts and ICs * Comfortable operating with ambiguity, proactively structuring abstract problems to drive it to a concrete outcome * BS/BA in Business, Finance, Operations, or equivalent experience We would love for you to join our diverse Revenue Operations team! #LI-AM2 Compensation for this role is in the form of base salary.  This role does not have a variable compensation component.  The typical starting salary range for new hires in this role is listed below.  These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the ranges may be modified in the future.   An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.  Our total rewards package also includes a company-matched Registered Retirement Savings Plan (RRSP) with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $117,800—$167,800 CAD ADDITIONAL INFORMATION - WE TAKE CARE OF OUR PEOPLE As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. * Competitive pay based on the work you do here and not your previous salary * Health coverage for you and your family in many locations * Ability to craft your calendar with flexible locations and schedules for many roles * Generous number of vacation days each year * Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service * Up to 40 hours each year to use toward volunteer projects you love * Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.

GTM Rev Ops Process Manager

Sophos

About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.   Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.   Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. Role Summary Sophos is looking for a highly motivated and experienced GTM Rev Ops Process Manager to join our GTM Strategy & Ops team. As part of this role you will be responsible for designing, scaling, and optimizing the end-to-end processes that support our go-to-market engine across Sales, SDR & Marketing. This role translates business strategy into clear, repeatable workflows and will help drive operational rigor across the revenue lifecycle.  

Revenue Operations Lead

iBanFirst

WHO ARE WE? iBanFirst is a fast-growing European fintech that is revolutionizing international payments for SMEs. Founded in 2016, our platform empowers Small & Medium Multinationals (SMMs) to regain control over their payment operations: currency conversion (FX), international transactions, and foreign exchange risk management across 140 countries — quickly, transparently, and securely. We make life easier for SMEs through an advanced technology platform (automation, APIs, AI…) combined with dedicated expertise, offering the best of both worlds: the agility of a SaaS solution and the reliability of a trusted partner. By simplifying complexity, iBanFirst helps thousands of bold companies seize global business opportunities with peace of mind — delivering simplicity, transparency, and security. KEY FIGURES * 350+ employees across 14 offices in 11 European countries * 30+ nationalities represented, average age: 32 * 10,000 corporate clients trust us * €80M in revenue in 2025, with a target of around €100M in 2026 * Profitable for nearly two years * Ranked for 7 consecutive years in the Financial Times FT1000, among the fastest-growing European companies * An NPS of 87.5 — an exceptional score in our industry that reflects enthusiastic client feedback on the simplicity, speed, and quality of our service A STRONG CULTURE BUILT AROUND 4 CORE VALUES * Team First: The complexity of our industry demands collective intelligence. We prioritize cooperation, transparency, and knowledge sharing. Success is a team effort, and decisions are made together. * Tenacity: We're transforming a challenging and highly regulated market. It requires endurance, fast learning, and resilience — qualities rooted in our entrepreneurial DNA. * Transformation: Innovation is not a buzzword; it's a necessity in a constantly shifting and strategic sector. We innovate with intent: every technical, product, or organizational improvement is designed for real impact. * Trust: Trust is the foundation of everything we build — with our clients and, above all, internally. It's driven by ownership, autonomy, and a shared commitment to transparency, rigor, and reliability. WHY JOIN US? * We operate at the heart of a strategic and fast-evolving sector: international payments for SMEs — a complex, high-potential market. * We're driven by a meaningful mission: helping bold "Small & Medium Multinationals" succeed globally. * Our platform integrates cutting-edge technologies (AI, automation…), making it an ideal playground to test, learn, and innovate continuously. * You'll join an agile environment where your expertise has tangible impact, working alongside talent from top financial institutions. * iBanFirst is profitable and backed by long-term investors: Xavier Niel and Bpifrance, historical shareholders, and Marlin Equity Partners, who joined in 2021 to support our international ambitions. Joining iBanFirst means joining a profitable, international, fast-growing company at a pivotal moment — where commercial transformation and data-driven decision-making are at the heart of our next phase of growth.   RECRUITMENT CONTEXT We are investing in building and strengthening our Revenue Operations function as iBanFirst enters a key phase of commercial transformation. With a new CRO on board and our commercial teams evolving across Europe, we are creating the conditions for a high-impact RevOps function that sits at the very centre of the business — a true intelligence hub for performance. This is a moment of real opportunity: the Rev Ops team will have direct visibility with the CEO and executive leadership, and will play a central role in shaping how iBanFirst grows across markets.   MANAGER & TEAM You will report to Anne-Sophie Pradier, VP Revenue Operations & Partnerships. You will work hand-in-hand with Anne-Sophie and in close collaboration with Alexandre Schont (Chief Revenue Officer), Anne-Sophie's N+1, who will be a key partner for strategic discussions on commercial performance. Your work will feed directly into decisions at CRO and executive level. The Revenue Operations team is structured around two complementary pillars: * Revenue Operations — strategic analytics, KPI definition, funnel intelligence, business partnering with the CRO * Sales Operations — execution-focused, working closely with country managers and commercial teams on process, CRM, and productivity You will be the RevOps Lead — working at the intersection of data, strategy, and commercial execution, with high visibility across the organisation.   WHAT WILL YOU DO? With a cross-functional view of the full customer lifecycle — acquisition, closing, retention — you will be a key driver of alignment between our Sales, Marketing, and Customer Success teams across multiple markets. You are equal parts data cruncher and strategic partner: as comfortable diving into the numbers as you are presenting insights to leadership. KEY RESPONSIBILITIES: Business Performance Analysis & Insights: * Build and own a unified view of the revenue funnel, from lead generation to client upsell * Track and analyse key revenue metrics: ARR, NRR, churn, LTV, conversion rates by stage and market * Define and align company-wide KPIs in close collaboration with Anne-Sophie and the CRO — ensuring the whole organisation speaks the same language on performance * Deliver actionable insights to support go-to-market decisions and executive reviews Sales, Marketing & CS Alignment: * Identify and resolve friction points across teams to streamline the customer journey * Define and maintain shared definitions, metrics, and processes across functions * Lead cross-functional projects to improve the end-to-end customer lifecycle Tech Stack & CRM: * Oversee the integration and consistency of the GTM tech stack (CRM, marketing automation, CS tools, revenue intelligence platforms) * Ensure data quality and integrity across the full funnel Forecasting & Strategic Planning: * Contribute to revenue forecasting and commercial planning exercises * Model growth scenarios and market prioritisation frameworks AI & Efficiency: * Drive AI adoption initiatives within the commercial teams — identifying concrete use cases to increase team efficiency and impact   ROLE OBJECTIVES First 3 months: * Get fully up to speed with iBanFirst's commercial model, data infrastructure, and existing reporting * Build strong working relationships with Anne-Sophie, Alexandre Schont, and key business stakeholders across Sales, Marketing, and Customer Success * Develop a clear view of the current state of KPI definition and funnel tracking First 6 months: * Define and align the company's core revenue KPIs — the top priority for this role * Deliver a reliable, decision-grade view of the revenue funnel across markets * Establish a regular cadence of insights and business reviews with senior leadership First 12 months: * Be recognised as the intelligence hub of the commercial organisation — the team people come to for answers on business performance * Have a measurable impact on the quality of go-to-market decisions * Contribute to at least one strategic initiative (AI, commercial transformation, or planning)   WHAT DO YOU BRING? Experience: * 5–7 years of experience in Revenue Operations, Sales Operations, Business Operations, or a business analyst role in a B2B environment * Proven track record of turning complex data into clear, actionable insights that drive commercial decisions * Experience working cross-functionally with Sales, Marketing, and/or Customer Success teams Must-have skills: * Strong analytical mindset — you are a data cruncher at heart; you live in the numbers and know how to make them tell a story * BI tools proficiency — hands-on experience with Power BI, Metabase, Tableau, or equivalent; Excel/Google Sheets at an advanced level * Entrepreneurial spirit — you don't wait to be told; you identify opportunities, take initiative, and are energised by having real impact in a fast-moving environment * Cross-functional collaboration — you build trust across teams, communicate clearly with both technical and non-technical stakeholders, and know how to align diverse teams around shared goals * Salesforce or equivalent CRM — comfortable working with CRM data; Salesforce experience is a strong plus * Fluent in both French and English  Nice to have: * Experience in fintech, payments, or B2B SaaS — especially familiarity with SaaS metrics (ARR, NRR, LTV, CAC…) * Previous exposure to revenue forecasting or commercial planning * Experience with AI tools in a commercial or operational context   WHAT DO WE OFFER? * Permanent contract (CDI) * Compensation: €65,000 – €85,000 gross annual package, including a 10% performance bonus * Location: Paris (Porte Maillot) * Hybrid work policy: Office-first culture — approximately 1 day/week remote. Travel to European offices ~2 times per quarter. WHY THIS IS A GREAT OPPORTUNITY: * High visibility from day one — direct exposure to the CEO, CRO, and executive leadership team; your work shapes decisions at the top * A pivotal moment — iBanFirst is transforming its commercial organisation; you will be a key architect of that transformation * Real strategic impact — this is not a support role; it's a central, decision-driving function that the business relies on * Entrepreneurial environment — flat hierarchy, fast decisions, and the space to build and own your scope * AI at the forefront — you'll be part of initiatives to bring AI into the commercial teams, in a company that takes technology seriously BENEFITS: * Swile meal card * AXA health insurance * 50% commuter benefit reimbursement * RTT (extra paid days off) * Gymlib subscription * Paid parental leave * Company-wide events, team offsites, and social activities   RECRUITMENT PROCESS 1. Screening call with Malorie Petitjean (Talent Acquisition Specialist) — 30 minutes – remote (Teams) — Purpose: General fit, motivation, salary expectations, availability 2. Interview with Anne-Sophie Pradier (VP Revenue Operations & Partnerships) — 30 minutes – remote (Teams) — Purpose: Role fit, analytical mindset, strategic vision, team fit 3. Case study with Anne-Sophie Pradier — 45 minutes – remote or in-person — Purpose: Practical assessment of analytical thinking, data approach, and RevOps problem-solving 4. Final round with Alexandre Schont (Chief Revenue Officer) — remote or in-person — Purpose: Leadership validation, strategic alignment, long-term potential         ____________________________ #LI-MP1 #LI-onsite / #LI-hybrid / #LI-remote