Revenue Operations Manager

Hybrid Full TimeAustin, TX, United StatesOtto

At Otto, you’ll notice we are on a mission to create a world where both Veterinarians and Pet Parents have peace of mind. We create technology and services to enable veterinary teams to provide high quality care so that vets and pet parents can enjoy the highest quality of life. We are a fast paced start-up with a team of passionate entrepreneurial minded people excited to build an amazing place to work. If this inspires you, please apply!

Who You Are

As the Revenue Operations Manager at Otto and first hire of this department, you will be a key leader and partner for the overall productivity and effectiveness of the revenue  teams. You will manage revenue operations, including our technology stack, reporting, and lead flow processes, across sales, marketing, CX as well as working cross-functionally (finance, product, etc…) to drive business efficiencies, strategic analysis, and growth.

We’re looking for a hands on, analytical, data-driven leader to drive better understanding of marketing, customer success and sales effectiveness. The goal for this role is to help our team make better decisions by developing analysis and strategy with marketing spend, performance, sales success, and retention/churn.

What you’ll do:

  • Develop data analysis, methodologies, and modeling to uncover insights that guide marketing, sales and CX, including lead and spending performance by channel; sales pipeline modeling; customer expansion opportunities; drivers of support volume; drivers of churn.
  • Manage the revenue team tech stack to ensure the most effective setup, handle change management, and operation of the software and tools necessary to support Sales, Marketing, Customer Success and Support  activities, with Salesforce as the central hub. Other tools include Marketo, Chilipiper, Salesloft, Chorus, Zendesk, and ChurnZero
  • Support leadership in developing, and analyzing the key metrics within marketing, lead generation, pipeline, forecasts, sales efficiency, retention, and other KPIs
  • Optimize lead flow, and distribution methodology to ensure quality leads are passed to our sales teams
  • Work with Finance to deploy quota allocation, including administering commissions for various teams
  • Implement data-driven lead assignment rules that consider factors like lead source, territory, enhancing conversion rates and response times
  • Develop and maintains Otto’s demand generation, sales, and retention data models for accurate and effective reporting


  • Expert-level knowledge of Salesforce (admin certification not required) and ChurnZero, with demonstrated experience in analyzing funnel metrics and developing recommendations that drive improvements
  • 5+ years of experience in a Marketing or Revenue Operations role, preferably with experience working in marketing performance, sales operations, and data analysis
  • Experience using analytics to drive company growth efforts, including increasing revenue, growing share, and other key business outcomes
  • Experience with SMB marketing and marketing analytics
  • Excellent written and verbal communication skills and data visualization skills
  • Ability to work independently with a high degree of accountability, while also able to collaborate cross-functionally with exceptional intrapersonal skills
  • Proven ability to thrive in a fluid, fast-paced, unpredictable environment
  • Experience at growth-stage organizations in the software industry a significant plus

Why Work Here?

We celebrate diversity and are committed to creating an inclusive environment for all employees. At Otto we believe health and wellness are an important part of life. We strive to provide each of our team members with a selection of high-quality benefits for you and your loved one’s, including the furry ones.

At Otto, you get:

  • Competitive pay, benefits package, and 401(k)
  • Open vacation (PTO) policy
  • Life insurance, short and long term disability insurance
  • Employee Assistance Program
  • Pet insurance
  • Parental leave and New Pet Parent Leave
  • Education and training
  • Flexibility – Work from home when needed
  • Vibrant startup environment
  • Company events, happy hours, free drinks, snacks and more!

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  • This position has been filled

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