Manager, Revenue Operations (Customers)

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Are you actively looking for a new opportunity? Or just checking the market? Well… you might just be in the right place! 

We’re looking for a Manager, Revenue Operations (Customers) to join our Revenue Operations team in Montreal.

The Revenue Operations team is central to the success of our go-to-market functions. As the Manager of Revenue Operations for the Customer business unit, you will build and lead a high-performing RevOps team in your region, establishing a best-in-class revenue operations function. Your expertise will guide GTM teams in strategic planning, insightful reporting, and performance optimization, helping drive alignment and efficiency across departments.

In this role, you will own the development, monitoring, and refinement of key performance indicators (KPIs) across the entire customer journey to ensure measurable success at every stage. Partnering closely with Finance and GTM leadership, you’ll play a critical role in developing investment cases to enhance team productivity and efficiency. This is a strategic, high-impact position where you will contribute directly to business growth by optimizing processes, establishing robust reporting frameworks, and ensuring data-driven decisions across the organization.

What you’ll be doing:

As the Manager of Revenue Operations, you will lead the RevOps function to drive operational excellence and support profitable revenue growth strategies. Working closely with senior leadership, you’ll develop and execute strategic initiatives aligned with our company OKRs to help achieve revenue and profitability targets.

Weekly Performance Review and Pipeline Updates
Lead weekly performance reviews, providing a comprehensive analysis of the pipeline and insights to leadership. This includes detailed forecasting updates for end-of-month (EOM), end-of-quarter (EOQ), and end-of-year (EOY) projections to support proactive decision-making across the organization. You’ll Identify and establish new KPIs to track the health and effectiveness of the GTM teams, adapting to emerging business priorities.

Bi-Weekly Deep-Dive Reviews
Conduct in-depth bi-weekly sessions focusing on New Business (AE) and Account Management (AM) performance. This includes delivering rep-level insights, analyzing trends, identifying pipeline risks and opportunities, and contributing to the Weekly Business Review (WBR) to ensure the sales teams are equipped to drive growth.

Monthly and Quarterly Business Reviews (MBR/QBR)
Facilitate the Monthly Business Review (MBR) and Quarterly Business Review (QBR) sessions, partnering with GTM leaders to provide a strategic overview of performance. These reviews will analyze key metrics, assess progress against targets, and align on actionable insights to drive overall success.

Monthly Quota Analysis and Coverage Recommendations
Oversee the monthly analysis of quota attainment and coverage across the sales and customer teams. This responsibility includes providing unbiased data driven insights and recommendations on IC Quotas and Coverage to ensure optimal alignment with market opportunities, our company planning, and resource efficiency.

Quarterly Reforecasting
Lead the quarterly re-forecasting process, working closely with Finance and GTM leadership. This involves adjusting revenue and performance targets to align with current business realities, identifying areas for investment or cost optimization, and ensuring targets are realistic and achievable.

In addition to these core responsibilities, you will:

• Build and develop the Revenue Operations team as a strategic partner for the Head of RevOps, fostering a culture of high performance that aligns with Lightspeed’s values.
• Collaborate with cross-functional leaders in Enablement, Product, and Sales to ensure the strategy is aligned with global priorities and product roadmaps.

What you need to bring:

• A bachelor's degree in a relevant field, such as business, finance, technology, or operations; a master’s degree in business or a related discipline is a plus but not required.
• Proven experience leading and developing high-performing teams (2+ years) in a hybrid or remote environment, fostering a collaborative and results-oriented culture.
• Significant experience (6+ years) within a go-to-market (GTM) environment, with a track record of delivering on strategic GTM initiatives that drive revenue growth and operational efficiency.
• Demonstrated ability to drive cross-functional outcomes, successfully collaborating with stakeholders in Information Systems, Data, Finance, GTM, and Marketing.
• Strong experience leading budget and forecasting processes to align with company goals and expectations, ensuring financial accuracy and effective resource allocation.
• Solid analytical and data-driven decision-making skills, with experience establishing and managing KPIs to measure and optimize performance across the customer journey.

Who you are:

• Exceptional Analytical Skills: A keen ability to analyze complex data sets and derive actionable insights that will guide GTM strategies and optimize performance metrics across all customer journey stages.
• Strong Communication and Relationship-Building Abilities: Excellent communication skills to build and maintain relationships with stakeholders at all levels, especially in a cross-functional, hybrid, and rapidly evolving environment.
• Strategic Thinking and Problem-Solving: The capacity to think big-picture while managing details, with an eye for process improvement and alignment to organizational goals.
• Self-Starter with a Results-Driven Mindset: A proactive and resourceful attitude, with a drive for achieving tangible results and measurable impact on revenue performance.
• Change Management and Influence Skills: The ability to drive organizational change, fostering buy-in across teams, and promoting a culture of continuous improvement and feedback.
• Adaptability and Curiosity: A naturally curious, flexible approach to navigating complex and dynamic challenges, always seeking to learn and innovate in response to evolving business needs.
• Leadership and Team Development: Experience in building and developing a high-performing team that aligns with company values and supports GTM goals, with a commitment to fostering a culture of accountability and growth.

We know that people are more than what’s on their CV. If you’re unsure that you have the right profile for the role... hit the ‘Apply’ button and give it a try!

What’s in it for you?

Come live the Lightspeed experience...

• Ability to do your job in a truly flexible hybrid environment (3 days/week in office);
• Genuine career opportunities in a company that’s creating new jobs everyday;
• Work in a team big enough for growth but lean enough to make a real impact.

… and enjoy a range of benefits that’ll keep you happy, healthy and (not) hungry:

• Lightspeed RSU program (we are all owners)
• Unlimited paid time off policy
• Flexible working policy
• Health insurance
• Health and wellness benefits
• Possibility for transit fees to be covered
• Paid leave assistance for new parents
• Linkedin learning
• Volunteer day

#LI-TL2

To all recruitment agencies: Lightspeed does not accept unsolicited agency resumes. If we have not directly engaged your company in writing to supply candidates for a specific vacancy, Lightspeed will not be responsible for any fees related to unsolicited resumes.

Lightspeed is a proud equal opportunity employer and we are committed to creating an inclusive and barrier-free workplace. Lightspeed welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

Where to from here?
Obviously, this has to be mutually beneficial: we want you to step into a role you love, and we want to offer you a place you’re proud to come to every day. For a glimpse into our world check out our career page here.

Lightspeed is building communities through commerce, and we need people from all backgrounds and lived experiences to do that. We were founded in 2005, in Montreal’s gay village and our original members were all part of the LGBTQ+ community. The ethos of our business has been about inclusion from the very beginning, and we strive to provide a workplace where everyone belongs.

Who we are:
Powering the businesses that are the backbone of the global economy, Lightspeed's one-stop commerce platform helps merchants innovate to simplify, scale, and provide exceptional customer experiences. Our cloud commerce solution transforms and unifies online and physical operations, multichannel sales, expansion to new locations, global payments, financial solutions, and connection to supplier networks.