Revenue Operations Manager

About this role

Job Description
Join the future of news
We’re on a mission to deliver riveting storytelling for all of America. At The Washington Post, you’ll help reinvent news. Our work is driven by a deep investigative spirit and enhanced by innovation to bring audiences closer to the stories that matter most.
About Our Team
The Washington Post is powered by the passion and talent of our people. It takes all of us to reinvent news. Beyond our award-winning Newsroom and Opinions teams, we work across many departments, including Brand & Events, Communications, Customer Care, Engineering & Product, Finance, Human Resources, Legal, Marketing & Advertising, Print Operations, and Sales.
Why This Role Matters
The Washington Post is seeking a Revenue Operations Manager to design and operationalize the infrastructure that powers our go-to-market organization. This role sits at the intersection of strategy, systems, analytics, and execution — enabling revenue teams to operate with greater clarity, efficiency, and accountability.
This is a dual-ownership role: approximately half your time will be spent architecting frameworks, strategies, and operational models; the other half implementing, running, and iterating on them directly. You will own end-to-end delivery across GTM strategy, pipeline governance, CRM systems, revenue analytics, compensation design, deal desk operations, marketing operations, and AI-first GTM initiatives.
You will work in close partnership with a dedicated GTM Enablement Manager, who leads Sales Excellence and cultural programming. Your focus is the operational and systems backbone that makes those programs possible and scalable.
As part of the Revenue Operations team, you will design and operationalize the frameworks, processes, and systems that support revenue growth across Sales, Marketing, Customer Success, and related business functions. You will play a critical role in improving forecasting accuracy, pipeline visibility, operational consistency, and cross-functional alignment across the revenue organization.
This role is ideal for someone who thrives equally in strategic problem-solving and hands-on execution. You will help shape how our go-to-market engine evolves while directly building and maintaining the operational systems that support scalable growth and informed decision-making.
What Motivates You

• You enjoy building operational frameworks and systems that directly influence business growth — and you want to own the execution of those systems, not just their design.

• You thrive in environments where strategy and hands-on delivery are equally valued. You are energized by seeing your work move numbers, not just move decks.

• You are motivated by solving complex operational problems across people, processes, systems, and data — and you approach ambiguity with curiosity and a bias for action.

• You enjoy collaborating cross-functionally with Sales, Marketing, Finance, Customer Success, Legal, and Enablement teams to improve how the revenue organization operates.

• You are driven by turning data into actionable insight — building the reporting infrastructure that empowers leaders to make faster, more confident decisions.

• You value operational clarity, accountability, and continuous improvement — and you build systems that create those qualities in the teams around you.

• You are genuinely excited about AI and its potential to transform revenue operations — you already use AI tools in your daily work and want to help define what an AI-first GTM org looks like.

• You balance strategic thinking with pragmatic execution and understand that the best framework in the world is worthless if it doesn’t get implemented.

How You'll Support the Mission
This role carries owned accountability across the following domains, with equal responsibility for both strategy design and direct execution.
GTM Strategy & Operations

• Design and evolve the go-to-market operational model, including ICP definition, market segmentation, competitive positioning, and GTM motion design.

• Operationalize territory assignments, account routing rules, and pipeline hygiene cadences directly in CRM.

• Translate executive business objectives into specific operational blueprints, processes, and measurable execution plans.

AI-First GTM Strategy & Operations
Lead the development of an AI-first GTM operating model — identifying where AI agents, automation, and predictive intelligence can replace or augment manual RevOps workflows across every domain. Evaluate, recommend, and implement AI-native GTM tools for pipeline intelligence, lead scoring, forecasting, and conversation analytics (e.g. Clari, Clay, 6sense, Gong Forecast). Build and document AI-assisted workflows for common RevOps tasks — territory modeling, QBR prep, comp modeling, pipeline inspection — to drive speed and consistency across the team. Use AI tools (e.g. Claude, ChatGPT, Copilot, Notion AI) to accelerate your own output and serve as the internal subject matter expert on emerging AI capabilities relevant to revenue operations. Track AI tool ROI across the revenue org; partner with GTM Enablement to train and enable the revenue team on approved AI workflows.
Marketing Operations
Design and own the lead lifecycle model, including MQL, SAL, and SQL definitions, handoff rules, and SLA standards between Marketing and Sales. Define lead scoring methodology, segmentation logic, and attribution modeling strategy (first-touch and multi-touch) in partnership with Marketing and Finance. Administer and optimize the marketing automation platform (MAP), including workflows, nurture sequences, campaign operations, and MAP-to-CRM data hygiene. Build and deliver campaign performance reporting, funnel conversion dashboards, and channel ROI analysis.
Deal Desk
Design and own the deal desk framework, including approval tiers, escalation paths, authority matrices, and SLA standards for non-standard deal review. Develop deal structuring guidelines covering…