The posting
At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.
The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us!
SolarWinds is hiring a player-coach to anchor the Revenue Operations reorg: owning salesprocess, territories, and lead and account routing, partnering with Finance and BizAppson forecasting, deal desk, CPQ, and compensation as they move into Rev Ops, and servingas the straight-answer partner to sales and executive leadership.
About the Role You will lead the Sales Ops pillar within GTM Technology and own sales process, territory,and lead and account routing, and partner with Finance, FP&A, and BizApps onforecasting, deal desk, CPQ, and compensation as those functions move into Rev Ops.You report to the Director, Revenue Operations, and represent Rev Ops directly to BUleaders, regional Sales VPs, Customer Success, and executives. This is a player-coach role with real autonomy. You are credible with executives, fluentenough in Salesforce to direct build work, and the person leaders turn to for a straightanswer on pipeline, forecast, or process.
What You’ll Do
Sales process:
Own end-to-end sales process design and documentation across theBU-aligned model, from lead to close and handoff.
Territory and routing:
- Define and maintain territory models, account assignment logic,and lead routing rules to support BU, geo, and segment strategies. Turn BU and geochanges into clear updates with scenario design, impact assessment, and rollout plans.Work with FP&A
- and Sales leadership on quota deployment, coverage, and capacity.
Forecasting and pipeline: Run pipeline inspection and coverage reporting, and presentdirectly to senior leadership. Partner with Finance and FP&A on the forecast cadenceand quarter-close, and build toward owning them as they transition to Rev Ops.
Deal desk and CPQ: Partner with BizApps, Finance, and Revenue Accounting on CPQoperation, quoting rules, approval workflows, and discount governance. Take on dealdesk ownership as it transitions.
Compensation: Partner with Finance and Revenue Strategy on comp planadministration, quota deployment, and crediting, and build toward ownership as ittransitions.
Systems and UAT: Turn business needs into testable requirements for Salesforce, CPQ,Outreach, and Gong, working with BizApps and GTM Technology. Review configurationwork directly. Own Rev Ops UAT and go/no-go recommendations.
Cadence and intake: Run a regular operating rhythm with Sales, FP&A, GTM Tech,BizApps, and Enablement. Work with the Rev Ops Help Desk to categorize salestickets (territories, routing, process, Salesforce) and turn recurring issues into processor roadmap work.
Team: Lead, coach, and evaluate your analysts and managers. Assess the team andrecommend where to build, backfill, or restructure.
What You’ll Bring
- 8+ years in Revenue Operations or related GTM operations, supporting quota-carryingB2B SaaS teams.
- 3+ years managing analysts or managers in an operations function.
- Hands-on Salesforce fluency (admin or power-user level): able to scope and reviewconfiguration, write requirements, and validate in UAT.
- Track record presenting forecast and pipeline data to senior leadership, and readinessto take on forecasting ownership as it transitions.
- Expertise in sales process design, territory and account assignment, and lead routing,connecting design choices to pipeline health and seller experience.
- Experience partnering with Finance and BizApps on deal desk, CPQ, and comp orquota administration.
- Proven partnership with FP&A, Finance, BizApps/IT, and Sales leadership.
- Comfort with autonomy, ambiguity, and moving between executive conversations andhands-on analysis.
- Global or multi-region sales experience.
Preferred:
- BU-aligned or matrixed sales organization; PE-backed or turnaroundenvironment; familiarity with Outreach, Gong, and PRM; exposure to AI or automation inGTM operations.
What Success Looks Like
- Forecast accuracy (variance vs. actuals) improves within two quarters of Rev Opstaking on the forecast.
- Sales and BU leaders see Rev Ops as a proactive partner, not a ticket queue.
- Sales processes, territories, and lead and account routing are documented and appliedconsistently, with a smooth handoff as forecasting, CPQ, and comp move in.
- Salesforce and CPQ workflows match how sellers actually work.
- The team shows clear gains in ownership and communication, or a documentedtransition plan is in place.
SolarWinds is an Equal Employment Opportunity Employer. SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.
All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice
