Revenue Operations Manager

ABOUT HANDSHAKE Handshake was founded on a simple belief that everyone deserves a path to a great career, regardless of where they went to school or who they know. Today, we power 25 million job seekers, 1 million+ employers, and 1,600 educational institutions. In 2025, we started Handshake AI and built the fastest-growing AI data business in history.

We work directly with frontier AI lab researchers to create evaluations, publish benchmarks, and push the boundary of data. We’ve grown from $0 to ~$1B run rate and pay ~$60M to over 30K individuals every month. Why join Handshake now:

• Shape how every career evolves in the AI economy, at global scale, with impact your friends, family, and peers can see and feel
• Partner hand-in-hand with world-class AI labs, Fortune 500 partners, and the world’s top educational institutions
• Work together with engineers, scientists, operators, and more from Palantir, Meta, Scale AI, and former YC founders
• Build a massive, fast-growing business with billions in revenue ABOUT THE ROLE Handshake is hiring a Revenue Operations Manager reporting to the Director of Strategy & Operations who leads our Revenue Operations team. You will be the day-to-day operating partner for our new business sales teams (Mid-Market, Strategic Corporate and Public Sector), owning the pipeline, forecast and productivity insights that help us win new logos. This is a hands-on individual contributor role with real ownership. You will build the analysis yourself, run the operating cadence, and use AI and automation to take manual work off reps and managers so they spend more time selling. In this role, you will:
• Partner with new business sales leaders as their go-to operator, turning bookings goals into pipeline, coverage and productivity targets, and helping managers act on them
• Run the new business operating cadence: weekly pipeline reviews, forecast calls, and monthly and quarterly business reviews, bringing an independent, data-backed view of the forecast
• Own new business reporting on pipeline health, stage conversion, sales cycle, coverage, attainment and rep productivity, with one clear definition for every metric
• Find and fix funnel friction: diagnose where deals stall, and partner with Marketing, Sales Development and Enablement on programs that improve conversion and velocity
• Support annual and quarterly planning, including capacity models, territory and account assignment, and quota inputs, in partnership with Finance and the Rev. Ops leader
• Keep the sales process clean: stage definitions, rules of engagement, lead and account routing, and Salesforce data quality
• Model and monitor new business comp plans with Finance and Commissions, and track whether plans drive the behavior we intend
• Build AI and automation programs that drive pipeline: partner with GTM Engineering to launch and scale programs that generate new business leads, testing in short build, test, learn sprints
• Automate the manual work: use AI to automate reporting and deal inspection, and build internal tools that give managers and reps time back YOU HAVE Must-Haves: - 4 to 7+ years in Revenue Operations, Sales Operations or Strategy & Operations at a B2B SaaS company, supporting new business or acquisition sales teams
• A track record as the trusted operating partner to frontline sales managers and sales leaders
• Strong analytical skills: you build models and dashboards yourself, using SQL and a BI tool (Omni, Looker, Tableau, Hex or similar)
• Advanced Salesforce skills, plus experience with forecasting and pipeline inspection tools
• Experience running forecast and pipeline cadences and managing funnel performance (conversion rates, sales cycles, coverage)
• Experience supporting territory, capacity and quota planning
• Clear, concise written and verbal communication; you turn analysis into a recommendation and present it to senior leaders
• Hands-on use of AI tools (LLMs such as Claude or ChatGPT, Clay or similar) to automate your own work, with a builder mindset
• An ownership mentality, a bias toward action, and comfort working through ambiguity in a high-growth environment
• The ability to influence without authority across Sales, Finance, Marketing and Product Bonus Points:
• Hands-on experience with Gong, Nooks, Clay, Gainsight or comparable tools
• Experience supporting multiple sales segments
• Experience building automations or lightweight tools (Python, Zapier, Workato, n8n or similar)
• Experience supporting sales enablement programs that improve rep productivity
• Management consulting, investment banking or private equity experience paired with in-house operating experience PERKS Handshake delivers benefits that help you feel supported and thrive at work and in life. The below benefits are for full-time US employees. 🎯 Ownership: Equity in a fast-growing company 💰 Financial Wellness: 401(k) match, competitive compensation, financial coaching 🍼 Family Support: Paid parental leave, fertility benefits, parental coaching 💝 Wellbeing: Medical, dental, and vision, mental health support, $500 wellness stipend 📚 Growth: $2,000 learning stipend, ongoing development 💻 Remote & Office: Internet, commuting, and free lunch/gym in our SF office 🏝 Time Off: Flexible PTO, 15 holidays + 2 flex days 🤝 Connection: Team outings & referral bonuses