Senior Manager: Revenue Operations

Location: South Africa

Department: Enterprise Sales: Africa (South Africa)

Location: South Africa

Description

The Role

As the Senior Manager: Revenue Operations, you will translate Clickatell's commercial priorities into coordinated go-to-market plans, operating rhythms and measurable execution. You will lead alignment, governance and operational discipline across Marketing, Sales, Customer Success, Customer Growth and Product-Led Growth, with a primary focus on the sales and revenue acquisition engine. You will support capacity, coverage and territory planning; govern funnel performance and cross-functional handoffs; coordinate priority go-to-market initiatives; and establish consistent reporting, forecasting and performance measurement across the revenue organisation. Reporting directly to the VP: Revenue Acquisition and Operations, you will provide the operating frameworks, insights and performance visibility required to improve execution and support sustainable business growth.

We Do The Right Things

GTM coordination

• Coordination of Clickatell's GTM operating model through a Sales lense, ensuring alignment across Marketing, Sales, Customer Success, Customer Growth, Product-Led Growth.
• Track & coordinate the GTM operating rhythm, including strategic and annual planning cycles, pipeline and forecast reviews, account inspections and handovers, growth reviews, cross-functional GTM initiative tracking and executive reporting forums, in coordination with Sales, Customer Growth and Customer Success leaders.
• Identify operational bottlenecks and process gaps impacting growth performance and implement scalable improvements.
• Coordinate customer facing team enablement programs in partnership with HR.

Lead Management & Funnel Governance

• Govern end-to-end lead management process from lead creation by Sales & Marketing through qualification, acceptance, conversion and revenue realization.
• Design and optimize inbound and outbound lead management processes, ensuring effective handoffs between Marketing, SDRs, Sales and Customer Growth teams as PLG motions mature.
• Define/Optimise lead routing rules, qualification criteria and service level agreements across all customer acquisition channels.
• Monitor conversion performance and lead leakage, driving continuous improvement of funnel effectiveness.

Strategic Account & Account-Based Marketing Coordination

• Maintain strategic account lists and account assignment processes to ensure alignment across Sales, Marketing, Customer Success and Partnerships.
• Track account engagement, penetration and opportunity progression across key strategic accounts.

Customer Growth & Lifecycle Optimization

• Coordinate customer growth motions across Customer Success, Customer Growth and Marketing to improve expansion visibility, retention focus and net revenue growth.
• Develop lifecycle management frameworks that improve visibility into acquisition, onboarding, adoption, expansion and retention activities.
• Ensure expansion opportunities are identified, tracked and executed consistently across the customer base in the CRM.

GTM Analytics, Governance & Reporting

• Define GTM performance metrics and reporting frameworks across acquisition, pipeline generation, customer growth and partner contribution. (in conjunction with Commercial finance)
• Ensure accurate CRM governance and operational discipline
• Provide executive visibility into GTM performance, highlighting trends, opportunities, risks and recommended actions.
• Own GTM analytics and executive reporting, using insights to improve execution effectiveness and investment decisions.

Cross-Functional Alignment & Execution

• Act as the primary coordination point across GTM teams, facilitating alignment and execution against company growth priorities.
• Build and maintain strong relationships across Product, Marketing, Sales, Customer Success, Revenue Operations and Commercial Finance.
• Create clear decision-making structures, governance processes and accountability frameworks that enable efficient execution.

We Are On A Learning Journey

• Relevant experience in Revenue Operations, GTM Operations, Sales Operations, Commercial Operations, Business Operations or related leadership roles within a SaaS or technology organization.
• Proven experience driving alignment across Marketing, Sales, Customer Success and partner ecosystems.
• Experience designing and implementing scalable GTM processes and operating models.
• Experience managing CRM-driven operating environments and data-driven decision making. (HubSpot)
• Experience operating within high-growth B2B SaaS or technology businesses.

Knowledge and Abilities

• Strong understanding of SaaS go-to-market models, customer acquisition motions and revenue growth frameworks.
• Deep understanding of lead management, pipeline generation, account-based marketing and customer lifecycle management.
• Ability to work effectively across marketing, commercial, customer and product organizations.
• Strong commercial, analytical and operational leadership capability.
• Excellent communication, facilitation and stakeholder management skills.
• Advanced capability in building scalable GTM operating models, governance frameworks and execution processes.
• Strong ability to operate across multiple business functions and drive organizational alignment.
• Deep experience translating strategic objectives into measurable execution plans and operational outcomes.
• Strong expertise in customer journey design, lead management, account planning and revenue process optimization.
• Proven ability to establish performance measurement frameworks and drive accountability through data and execution governance.
• Ability to bring structure, prioritization and focus in dynamic, high-growth environments.

A Bit About You

• o Cultivating Talent: Actively drives the development of skills and strengths within the team and recognizes achievements. Coaches the team on procedures, technical issues, and priorities. Leads and contributes to a positive team environment with open communication and clear goals. Listens to team members’ feedback and resolves any issues or conflicts.
• o Managing Resources: Manages resources optimally by making the right decisions that impacts how resources are used and for what benefit. Accurately estimates, forecast, projects, and monitors available levels of relevant resources and makes the right calls.
• o Expert Exchanges: Seeks and communicates insights. Acts as access point for information within their team and throughout the organization and ensures sharing of key learnings. Prepares and presents reports, and updates advising on performance and capacity.
• o Risk Mitigation: Resolves problems that are complex and drives decision-making processes. Systematically processes key factors when resolving conflict, managing risk, ensuring compliance, and addressing quality concerns.
• o Foster Teamwork: Builds relationships and influentially engages across teams to elevate performance. Facilitates brainstorming that delivers the best solutions. Encourages an

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