Job Description
Founded in 2016, Katalon is the leading provider of a modern, comprehensive quality management platform. Katalon Platform enables quality assurance, DevOps, and software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently.
Since its first launch, Katalon has experienced tremendous growth, serving more than 100,000 users across 30,000 teams, many of which are in the Fortune Global 500, such as PwC, KPMG, Abbott, etc. Katalon is recognized as a top automation tool by prestigious review sites, such as Gartner, Capterra, and IT Central Station.
About this role:
The Manager, Revenue Operations leads critical operational functions that enable revenue growth and operational efficiency across Katalon’s go-to-market teams. This role manages and integrates the works of 4 key functions—DemandOps, RevOps Excellence, Deal Desk, and Compensation—ensuring alignment with strategic goals, process optimization, and operational excellence. Reporting to the Head of RevOps, this role is pivotal in driving predictable revenue, scalable processes, and team productivity.
Key Responsibilities:
Strategic Leadership - Lead and manage the DemandOps Specialist and Business Operations Analyst, providing direction, mentorship, and growth opportunities.
- Collaborate with GTM leadership to define and execute growth strategies across sales, marketing, and partnerships.
- Develop and drive alignment on Katalon’s business strategy, ensuring scalability and efficiency in all GTM motions.
Demand Operations - Oversee pipeline health for current and future quarters, ensuring marketing, sales, and partner teams contribute effectively to pipeline creation.
- Track and optimize MQL-to-SQL conversion rates, pipeline close rates, and pipeline coverage against fiscal year targets.
- Standardize outreach processes, messaging, and cadences to support sales reps in sourcing high-quality leads.
- Evaluate marketing-sourced pipeline performance and ensure alignment with demand-generation goals.
Business Operations - Streamline GTM processes such as lead management, opportunity tracking, and territory/account assignments.
- Collaborate with RevOps on the integration and optimization of tools like Salesforce, DealHub CPQ, and marketing automation platforms.
- Support accurate forecasting, quota planning, and territory alignment in partnership with Finance and Sales Ops.
- Maintain data integrity and consistency across all systems, ensuring high-quality reporting and insights.
Analytics & Insights - Define and monitor key performance indicators (KPIs) across demand generation, sales performance, and operational efficiency.
- Build dashboards and reports to provide real-time insights to GTM leaders, ensuring data-driven decisions.
- Deliver actionable insights on pipeline health, revenue trends, and team performance to inform strategy adjustments.
Cross-functional Collaboration - Work closely with Marketing, Sales, and Partnership teams to align efforts and optimize performance.
- Partner with RevOps to ensure seamless integration of DemandOps and Business Operations into broader revenue strategies.
- Collaborate with enablement teams to ensure GTM teams are equipped with the right tools, processes, and training.
Team Development - Foster a culture of accountability, collaboration, and continuous improvement within the Business Strategy & Operations function.
- Support the professional growth of the DemandOps Specialist and Business Operations Analyst, aligning their contributions with Katalon’s strategic goals.
