Revenue Operations Manager

Legora

ABOUT US Legora is redefining how legal work gets done. Not built for lawyers, built with them. We work alongside the world’s best legal teams, who expect excellence, precision, and speed, and we hold ourselves to the same bar. Our AI-native workspace lets legal professionals move faster, think more clearly, and operate with sharper precision. By analysing thousands of documents in minutes and powering end-to-end workflows, we cut through complexity, teams can focus on what matters: judgment, strategy, and outcomes. 1,000+ customers across 50+ countries trust us, including Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays. We’ve scaled to $100M+ in ARR, with teams across Europe, North America and APAC, and continue to expand through acquisitions including Qura, Walter AI and Graceview. We partner with world-class performers: including Aaron Judge and the New York Yankees, Ludvig Åberg (and his caddie), and campaigns featuring Jude Law. Joining Legora means three things. * We lean in: ownership over titles, outcomes over intentions. * We fight for excellence: high standards, direct, ego-free feedback. * We grow together: as a team and with our customers. Mission before ego. Everyone contributes. No one coasts. If you’re driven by impact, pace, and raising the bar. This is the place. WHAT YOU'LL DO This is not a reporting role. It's a leverage role. You will sit at the centre of how Legora grows — influencing where we invest, how we sell, how we forecast, and how we retain and expand customers. You will partner closely with Sales, Customer Success, Marketing, and Finance to design programmes, drive performance insights, and operationalise high-impact initiatives across the full revenue lifecycle — from pipeline creation to expansion and retention. You won't just analyse problems. You'll build the solutions. This role is right for someone who thinks in systems and tradeoffs, loves data but doesn't hide behind it, and can move from an executive strategy conversation to hands-on execution in the same day. REVENUE STRATEGY & PLANNING * Partner with GTM leadership on annual and quarterly planning — translating company goals into measurable operating plans with clear owners and milestones. * Support territory design, capacity modelling, and investment allocation — and identify performance gaps before they become problems. ANALYTICS & PERFORMANCE INSIGHTS * Build and maintain reporting frameworks across the funnel — pipeline health, conversion rates, forecasting accuracy, and expansion metrics — and turn them into decisions, not dashboards. * Sharpen KPI definitions and metric consistency, and support executive and board-level reporting with analysis that holds up under scrutiny. OPERATIONAL EXECUTION * Design and implement process improvements across the full lifecycle — Lead → Close → Renew → Expand — owning core GTM workflows including lead routing, opportunity management, and lifecycle tracking. * Improve forecasting discipline and pipeline hygiene, reduce manual work, and eliminate inefficiencies that slow the revenue engine down. CROSS-FUNCTIONAL PARTNERSHIP * Serve as a strategic thought partner to Sales (pipeline health, productivity, comp performance), CS (renewals, expansion, churn), Marketing (lead quality, attribution, funnel conversion), and Finance (ARR modelling, forecasting, performance tracking). * Challenge assumptions, bring data to debates, and influence decisions — you are expected to have a point of view and defend it. WHAT YOU BRING You are a highly structured thinker with strong business judgment and the execution instincts to match. You are as comfortable building a capacity model as you are presenting a recommendation to a leadership team — and you hold yourself accountable to the outcomes, not just the analysis. WE'RE LOOKING FOR * 4–7+ years in Revenue Operations, Sales Operations, Strategy, Consulting, or a similar analytical role. * Strong analytical skills — advanced Excel or Sheets, experience with BI tools, and the ability to build models and run analyses independently without waiting for a data team. * Hands-on experience with CRM systems — Salesforce strongly preferred. * Executive communication skills — you write and present with clarity and authority, and you make complex analysis accessible to senior decision-makers. * A highly structured working style with sharp business judgment — you know what matters, you prioritise ruthlessly, and you don't get lost in the data. Legora is an Equal Opportunity Employer At Legora, we believe great teams are built on diversity of thought and experience. We’re proud to be an equal opportunity employer and committed to creating an inclusive, high-performance culture where everyone can do their best work. We welcome people of all backgrounds and don’t discriminate based on race, color, religion, national origin, gender, gender identity or expression, sexual orientation, age, disability, veteran status, or any other characteristic protected by law.

Fonoa

Revenue Operations Manager Build the Operational Engine Behind Autonomous Tax Fonoa is the Tax Operating System for autonomous tax. AI that tracks every rule, acts on every obligation, and proves every decision, built on modular infrastructure. Fonoa’s modules cover the full indirect tax lifecycle: tax ID validation, real-time tax determination, e-invoicing, and returns. All on one shared data model and integration, with one audit trail. Each added capability makes the others stronger. Agents monitor obligations, populate returns, catch anomalies and assemble audit packs in seconds. The system does the work. Humans make the calls. That’s autonomous tax. We operate across 120+ countries, with clients going live in weeks, if not days. Trusted by Canva, Netflix, Spotify, Uber, Zoom and Booking.com. Find out more: www.fonoa.com The Role We're looking for a Revenue Operations Manager to help scale the processes, systems, and insights that power Fonoa's go-to-market organisation. This role sits at the centre of Sales, Marketing, Customer Success, and Partnerships. You'll work closely with GTM leadership to improve how we plan, forecast, measure performance, and execute across the customer lifecycle. You'll own key operational processes, drive cross-functional initiatives, and ensure our teams have the data, systems, and structure they need to perform at their best. This is a hands-on role for someone who enjoys solving operational challenges, improving how teams work together, and turning data into better decisions. What You'll Do Revenue Operations * Own and improve core GTM processes across Sales, Marketing, Customer Success, and Partnerships * Monitor pipeline health, conversion rates, and funnel performance across the customer lifecycle * Manage forecasting processes and support revenue planning activities * Support territory planning, account ownership, and capacity planning initiatives * Drive weekly, monthly, and quarterly business reviews with GTM leadership Process & Performance * Identify operational bottlenecks and implement scalable solutions * Standardise processes and ways of working across commercial teams * Build metrics and reporting that improve visibility into business performance * Ensure teams are operating against clear targets, definitions, and performance measures * Support planning cycles and strategic initiatives across the revenue organisation Systems & Tooling * Own and optimise the GTM technology stack, including Salesforce and supporting platforms * Manage system enhancements, integrations, workflows, and automation projects * Evaluate and implement tools that improve productivity, data quality, and operational efficiency * Partner with stakeholders to ensure systems support evolving business requirements Business Partnership * Partner with leaders across Sales, Marketing, Customer Success, Finance, and Operations * Deliver analysis and recommendations that influence business decisions * Support executive reporting, forecasting, and board-level insights * Act as a trusted operational advisor to GTM leadership What We're Looking For Required * 5+ years of experience in Revenue Operations, Business Operations, GTM Operations, or a similar role * Experience supporting high-growth B2B SaaS organisations * Strong Salesforce experience and a deep understanding of commercial processes * Experience building and scaling revenue processes, reporting frameworks, and operational infrastructure * Strong analytical skills with the ability to turn data into actionable recommendations * Experience managing cross-functional projects and stakeholder relationships * Excellent communication and organisational skills Strong Signals * Experience with Salesforce, HubSpot, Gong, Clay, and modern GTM technology platforms * Familiarity with automation tools and workflow optimisation * Experience with SQL, BI platforms, or advanced spreadsheet modelling * Experience supporting forecasting, territory planning, and executive reporting * Proven ability to improve operational efficiency and drive adoption of new processes What This Role Is Not * A Salesforce Administrator role with a different title * A reporting-only analyst position * A project management role without operational ownership * A systems engineering position focused primarily on integrations and architecture * A people management role Why Join Fonoa? We're building a modern, AI-enabled operating system for tax. Internally, we're applying the same principles: clarity, scalability, automation, and operational excellence. This is an opportunity to help shape how Fonoa's go-to-market organisation operates as we continue to grow globally. You'll work closely with senior leaders, influence how we measure and improve performance, and play a key role in building the operational foundations that support our next stage of growth. If you're excited by solving operational challenges, improving commercial performance, and helping teams execute more effectively, we'd love to hear from you. As part of the recruitment process at Fonoa, we process your personal data in accordance with our Privacy Notice for Job Applicants. This notice explains how and why your data is collected and used, and how you can contact us if you have any concerns.

Fonoa

Senior Revenue Operations Manager Build the Operational Engine Behind Autonomous Tax Fonoa is the Tax Operating System for autonomous tax. AI that tracks every rule, acts on every obligation, and proves every decision, built on modular infrastructure. Fonoa’s modules cover the full indirect tax lifecycle: tax ID validation, real-time tax determination, e-invoicing, and returns. All on one shared data model and integration, with one audit trail. Each added capability makes the others stronger. Agents monitor obligations, populate returns, catch anomalies and assemble audit packs in seconds. The system does the work. Humans make the calls. That’s autonomous tax. We operate across 120+ countries, with clients going live in weeks, if not days. Trusted by Canva, Netflix, Spotify, Uber, Zoom and Booking.com. Find out more: www.fonoa.com The Role We're looking for a Revenue Operations Manager to help scale the processes, systems, and insights that power Fonoa's go-to-market organisation. This role sits at the centre of Sales, Marketing, Customer Success, and Partnerships. You'll work closely with GTM leadership to improve how we plan, forecast, measure performance, and execute across the customer lifecycle. You'll own key operational processes, drive cross-functional initiatives, and ensure our teams have the data, systems, and structure they need to perform at their best. This is a hands-on role for someone who enjoys solving operational challenges, improving how teams work together, and turning data into better decisions. What You'll Do Revenue Operations * Own and improve core GTM processes across Sales, Marketing, Customer Success, and Partnerships * Monitor pipeline health, conversion rates, and funnel performance across the customer lifecycle * Manage forecasting processes and support revenue planning activities * Support territory planning, account ownership, and capacity planning initiatives * Drive weekly, monthly, and quarterly business reviews with GTM leadership Process & Performance * Identify operational bottlenecks and implement scalable solutions * Standardise processes and ways of working across commercial teams * Build metrics and reporting that improve visibility into business performance * Ensure teams are operating against clear targets, definitions, and performance measures * Support planning cycles and strategic initiatives across the revenue organisation Systems & Tooling * Own and optimise the GTM technology stack, including Salesforce and supporting platforms * Manage system enhancements, integrations, workflows, and automation projects * Evaluate and implement tools that improve productivity, data quality, and operational efficiency * Partner with stakeholders to ensure systems support evolving business requirements Business Partnership * Partner with leaders across Sales, Marketing, Customer Success, Finance, and Operations * Deliver analysis and recommendations that influence business decisions * Support executive reporting, forecasting, and board-level insights * Act as a trusted operational advisor to GTM leadership What We're Looking For Required * 5+ years of experience in Revenue Operations, Business Operations, GTM Operations, or a similar role * Experience supporting high-growth B2B SaaS organisations * Strong Salesforce experience and a deep understanding of commercial processes * Experience building and scaling revenue processes, reporting frameworks, and operational infrastructure * Strong analytical skills with the ability to turn data into actionable recommendations * Experience managing cross-functional projects and stakeholder relationships * Excellent communication and organisational skills Strong Signals * Experience with Salesforce, HubSpot, Gong, Clay, and modern GTM technology platforms * Familiarity with automation tools and workflow optimisation * Experience with SQL, BI platforms, or advanced spreadsheet modelling * Experience supporting forecasting, territory planning, and executive reporting * Proven ability to improve operational efficiency and drive adoption of new processes What This Role Is Not * A Salesforce Administrator role with a different title * A reporting-only analyst position * A project management role without operational ownership * A systems engineering position focused primarily on integrations and architecture * A people management role Why Join Fonoa? We're building a modern, AI-enabled operating system for tax. Internally, we're applying the same principles: clarity, scalability, automation, and operational excellence. This is an opportunity to help shape how Fonoa's go-to-market organisation operates as we continue to grow globally. You'll work closely with senior leaders, influence how we measure and improve performance, and play a key role in building the operational foundations that support our next stage of growth. If you're excited by solving operational challenges, improving commercial performance, and helping teams execute more effectively, we'd love to hear from you. As part of the recruitment process at Fonoa, we process your personal data in accordance with our Privacy Notice for Job Applicants. This notice explains how and why your data is collected and used, and how you can contact us if you have any concerns.