Manager, Revenue Operations

Role Overview

Reporting to the Managing Director of Revenue Operations & Strategy, this role owns the analytical infrastructure driving Merit America's revenue decisions. As a data-forward, AI-first position, it is designed for a strategic builder to architect the forecasting, modeling, and data workflows essential for sustained revenue growth.

While the Managing Director sets the strategic vision—including pricing strategy, partner product packaging, and long-term growth direction—this role serves as a critical cross-functional partner who thrives in a building environment, is comfortable owning analytical work with limited precedent, and understands how to connect,  communicate and operationalize data cross-functionally for impact.

A key part of this role is working closely with the Development and Partnership Team — serving as a key analytical/operational support to that team in achieving their top-line targets, shaping forecasts, and informing goal setting. You must be able to translate data into insights and be able to reduce operational toil through CRM excellence to drive best-in-class revenue operations for donors, paid partners, and internal stakeholders.

We recognize that some individuals from underrepresented backgrounds may hesitate to apply if they don't meet 100% of the listed qualifications. Please don't let that discourage you from applying! We value the unique skills, experiences, and perspectives that each applicant brings, and we encourage you to apply if you believe your background demonstrates the required skills and competencies.

Responsibilities

Revenue Forecasting & Financial Tracking (30%)

Revenue Forecasting & Modeling: Own the AI-enabled revenue forecast model. Integrate pipeline, capacity, and enrollment data across all channels to directly drive development team goal-setting and performance tracking.

Executive Reporting & Insights: Synthesize inputs from program, finance, partnerships, and development teams into executive-ready projections and strategic decision materials for leadership.

Performance Tracking: Monitor actuals versus forecasts, surfacing variances early with clear data-driven explanations and actionable next steps.

Dashboard Management: Maintain executive dashboards to provide leadership with a real-time, transparent view of overall revenue health.

Strategic Pricing & Packaging: Support the Managing Director on pricing and packaging analysis by executing data modeling and preparing high-stakes materials for leadership and partner conversations.

Donor and Partner Compliance & Learner Volume Tracking (25%)

Revenue Integration: Serve as the operational link between operations and finance, ensuring all revenue sources are modeled accurately in the forecast.

Compliance Governance: Manage compliance requirements across all revenue sources—to ensure we are compliant with all revenue producing partnerships and funders.

Risk Mitigation: Monitor program completion rates against deliverables in philanthropic and corporate contracts, flagging variances early to protect funder and partner relationships.

Cross-Functional Synergy: Partner with the Learner Financing Specialist and finance team to unify financing data, compliance status, and learner outcomes into a single, cohesive view of revenue health.

CRM Governance & Pipeline Management  (25%)

Data Governance & Integrity: Own day-to-day governance of Salesforce as the system of record for partner pipeline and revenue — enforcing data entry standards, not just using the tool

Proactive Risk Management: Monitor funder/partner health indicators and flag at-risk relationships before they affect the forecast

Renewal Optimization: Support the grant renewal process by ensuring renewal timelines, contract terms, and partner status are tracked proactively and accurately

CRM Optimization: Continuously improve the CRM as a forecasting input, identifying gaps between what the data says and what the organization actually knows so as to reduce toil for the Development and Partnership Teams.

Cross-Functional Coordination & Communication (20%)

Capacity Optimization: Coordinate cross-functionally to pressure-test learner volume, learner performance against program schedule and partnerships commitments.

Executive Visibility: Prepare regular revenue reports and forecasting summaries that can be shared directly to leadership team

Data Enablement: Translate complex analytical findings into clear, accessible insights for non-technical stakeholders across the organization

Skills and Competencies

We recognize that some individuals from underrepresented backgrounds may hesitate to apply if they don't meet 100% of the listed qualifications. Please don't let that discourage you from applying! We value the unique skills, experiences, and perspectives that each applicant brings, and we encourage you to apply if you believe your background demonstrates the required skills and competencies.

Must-Haves for all roles at Merit America:

Committed to Merit America's mission to pave pathways to family-sustaining careers, break the poverty cycle, and create upward mobility for low-wage workers

Demonstrated history of embodying our values, which inform our work and drive our organization's culture

Shared sense of responsibility and ownership for our collective work in making a positive impact on the community we support, true to our value of Win & Lose Together

Committed to continuous learning and growth in advancing inclusive excellence and closing gaps across lines of difference

Passionate about fostering a workplace culture that embraces and values individual differences, aligned with our core value of inclusivity

Must Haves for this role:

Revenue Analysis & Forecasting

5+ years of experience in revenue operations, financial analysis, business intelligence, or a closely related analytical field

Proven track record of leading end-to-end forecasting model design — you independently build, stress-test, and communicate multi-scenario revenue projections to senior and executive audiences

Data Governance & Data Integrity

CRM experience — Salesforce strongly preferred — with a track record of enforcing data governance standards across a team, not just day-to-day usage

Ability to identify gaps between what the data says and what the organization actually knows, and drive the changes needed to close them

Advanced proficiency in Excel or Google Sheets, including complex model architecture, combined with demonstrated AI proficiency - you actively use AI tools (Claude, ChatGPT, Copilot) to accelerate analysis, automate reporting to drive agility

Communication & Cross-Functional Influence

Clear, precise written and verbal communication; able to translate analytical findings into recommendations that non-technical stakeholders can act on

Track record of cross-functional collaboration — you've worked across program, finance, or partnerships teams and kept complex coordination moving without a lot of formal authority

Proactive communication style: you surface issues, flag risks, and share updates as a default — not when asked

Strategic Thinking & Initiative

Ability to manage multiple analytical workstreams simultaneously in a fast-paced, evolving environment

Comfortable operating in a role where some systems are still being built — you see ambiguity as an opportunity to shape something, not a problem to wait out

Nice to Haves for this role:

Experience in a nonprofit, edtech, or workforce development organization

Familiarity with program or learner data and how it connects to revenue timing and financial outcomes

Experience supporting pricing or product development decisions

Exposure to data visualization tools (Tableau, Looker, or similar)

Experience interpreting compliance or reporting requirements related to partner contracts or grants

Other Logistics

This position is full-time: 4-day work week (Fridays are an operating day if there is a holiday closure during the week)

Location: Remote

Salary: $120,000; Merit America benchmarks compensation on a nonprofit pay scale and is committed to transparent, equitable pay practices.