Revenue Operations Manger - #2195750

The role at a glance

The Revenue Operations Manager owns the quality of Mitigo's prospect and customer data and turns that data into the reporting our commercial team runs on.

You will create a trusted view of performance across the revenue funnel, identify where opportunities are being won or lost, and turn that insight into practical improvements that help the business grow.

Job title: Revenue Operations Manager

Works with: SDR team, Business Development Managers, Marketing, Leadership team

Location: South Manchester - hybrid (3 days in office)

Contract: Full time

About Mitigo and the role

Mitigo Group is a UK cyber security services firm. Most of our clients are professional services firms in legal, accountancy, financial services and architecture, many of them regulated.

Our SDRs book meetings for our Business Development Managers using prospect data from various sources. The quality of that data decides how much of the team's time goes on selling. The reporting built on it decides where we focus.

This role owns both. You will keep our data accurate, complete and compliant, and give the business a clear, trusted view of what is working, what is not and how we can improve and scale.

Prospect data: quality. enrichment and compliance

You will make sure every record the sales team works from is accurate, complete, compliant and assigned to the right person.

•    Own the standards for account, contact and lead data in Salesforce: required fields, naming conventions, ownership and assignment rules.

•    Build and enrich targeted prospect lists from ZoomInfo and Apollo against our target sectors and ideal customer profile, using trigger events and intent signals so SDRs reach the right firms at the right time.

•    Run regular data quality checks for duplicates, missing fields, job changes, bounced emails and out of date records. Fix the records and the causes.

•    Manage data imports and list builds for SDR campaigns, so records are assigned correctly and never worked twice.

•    Maintain account hierarchies so contacts, offices and group companies sit under the right parent account.

•    Track enrichment credits and usage so we get full value from our data subscriptions.

•    Keep prospect data handling compliant with UK GDPR and PECR, opt outs, suppression lists, and retention and deletion rules.

•    Make sure prospect and customer data stays within approved systems, with access controlled.

Reporting and analysis

You will give the commercial team and the leadership team one trusted view of pipeline and performance, and the analysis to act on it.

• Build and maintain Salesforce reports and dashboards covering SDR activity, meetings booked and held, pipeline, conversion and revenue.
• Track conversion at each stage, from first contact through meeting held, opportunity and closed won, by SDR, BDM, sector and source.
• Produce weekly sales performance reporting, and monthly and quarterly reporting for the leadership team.
• Analyse which sectors, job titles, campaigns and data sources produce pipeline and revenue, and recommend where we should focus.
• Support forecasting with pipeline coverage, weighted pipeline and forecast accuracy against actual results.
• Support SDR commission calculations, attribution and capacity planning, including modelling headcount needed to hit revenue targets.
• Report on referral partner and marketing contribution to pipeline, including the outcome reports we share with referral partners.
• Analyse which services existing and new clients buy, to support cross-sell and upsell planning.
• Answer ad hoc questions from the leadership team with clear, accurate analysis and a plain statement of what it means.

Systems and process

You will keep our commercial systems working together and keep the processes around them simple and followed.

• Provide day to day Salesforce support for sales and marketing: fields, validation rules, list views, reports and user setup.
• Manage the integrations between Salesforce, ZoomInfo and Apollo, including sync rules and field mapping, so good data is never overwritten.
• Define and document lead and opportunity stages and qualification fields, so everyone records activity the same way and reporting reflects reality.
• Train SDRs and BDMs on data standards and on using reports and follow up where records fall short.
• Recommend and test improvements to tools and processes and assess new data sources before we buy them.

What you will bring

Essential

• At least five years in a sales operations, revenue operations, CRM or data analyst role in a B2B business.
• Strong hands-on Salesforce experience, including reports, dashboards, data imports and flow automation.
• Experience with B2B data and enrichment tools such as ZoomInfo or Apollo.
• Advanced analytical skills with strong proficiency in Excel and Business Intelligence tools.
• Working knowledge of UK GDPR and PECR as they apply to B2B prospect data.
• The ability to explain numbers clearly to non-specialists and say what they mean for decisions.
• Strong commercial acumen and ability to translate data into actionable business insights.

Desirable

• Python programming experience
• Salesforce Administrator certification.
• Experience with a BI tool such as Power BI or Tableau.
• Experience working with database technologies
• Experience working with cloud service providers (AWS, Azure, GCloud)
• Experience in cyber security, professional services, or a business selling into regulated sectors.
• Familiarity with sales qualification frameworks such as MEDDICC.

How to Apply: Please submit your CV and a cover letter outlining your relevant experience and why you are the perfect fit for this role.

Mitigo Group is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.