Revenue Operations Manager

About Company

BDO India LLP (or BDO India) is the India member firm of BDO International. BDO India offers strategic, operational, accounting and tax & regulatory advisory & assistance for both domestic and international organisations across a range of industries. BDO India is led by more than 300 Partners & Directors with a team of over 7000 professionals operating across 10 cities. We expect to grow sizably in the coming 3-5 years, adding various dimensions to our business and multiplying the increasing the current team size multi-fold.

About Technology Services

In the world of business today, the words disrupt, innovate, and transform’ have become daily goals. For companies to gain recognition, digital transformation is key. It increases profitability & retention, enhances governance, controls & compliance, and overall organisation growth. However, most companies struggle to meet their digital transformation goals.

At BDO in India, we assist clients in their digital transformation journey, enabling them to realign the way they do business and create more value. Leveraging our deep industry knowledge and extensive experience, our industry experts provide a holistic approach to clients looking for a successful digital transformation. Whether the focus is on automating tax compliance, enhancing customer interaction, increasing profitability through operational excellence, or improving employee experience and retention, we apply a proven framework and methodology that includes professionals with knowledge and experience.

Roles & Responsibilities

Sales Operations

• Maintaining pipeline hygiene, deal progression tracking, and CRM data quality standards across the GTM teams (SDRs, Pre-Sales, Sales and Customer Success Managers)
• Own day-to-day SLA monitoring for SDR Sales Manager CS handoffs flagging breaches and driving resolution with relevant stakeholders
• Maintain territory and quota tracking frameworks ensuring data is current and accurate at all times
• Support weekly and monthly Sales performance reporting packs for leadership

Sales Process & Funnel

• Track and monitor MQL-to-SQL-to-opportunity conversion rates identifying anomalies and working with the Sales Ops Manager to diagnose and resolve
• Maintain lead lifecycle management rules ensuring leads are correctly progressed, recycled, or disqualified in line with defined criteria
• Coordinate with Marketing on inbound routing logic and lead assignment rules to ensure a clean handoff from Marketing into Sales

Renewals & CS Ops

• Act as the primary RevOps owner for the Renewals pipeline ensuring all contract renewal dates are tracked in the CRM and flagged to Sales Managers well in advance
• Build and maintain a renewal forecasting tracker — monitoring at-risk accounts based on contract timelines, usage signals, and CS health inputs
• Coordinate with Customer Success on renewal readiness — supporting renewal pipeline reviews for QBRs and MBRs
• Support expansion motion workflows — identifying cross-sell and upsell triggers within the existing customer base and ensuring they are tracked and actioned in the CRM
• Work with Deal Desk on renewal-specific commercial terms, discount approvals, and contract amendment workflows

Stakeholder & Cross-functional

• Serve as the RevOps point of contact for Marketing — ensuring campaign data, UTM tracking, and attribution inputs flow accurately into the CRM
• Partner with Finance on renewal revenue data integrity — ensuring accurate contract and billing information feeds into financial reporting
• Contribute to QBR and MBR reporting packs with Renewals and Sales Ops performance data

Experience

• 4–6 years in Sales Ops, Renewals Ops, or RevOps in a B2B SaaS company
• Hands-on CRM experience — Microsoft Dynamics 365 preferred, Salesforce acceptable
• Demonstrated experience owning or supporting a sales/renewals pipeline or CS Ops process
• Exposure to cross-functional collaboration across Sales, Marketing, and Customer Success
• Background in Tax Tech, FinTech, or compliance-driven SaaS is a plus
• Familiarity with expansion motion or upsell/cross-sell tracking workflows is a plus

Technical Skills

• CRM: D365 or Salesforce • Excel / Google Sheets (advanced) • Basic BI tool exposure (Power BI or equivalent) • Marketing automation (HubSpot or Marketo — working knowledge)

Soft Skills & Competencies

• Process-disciplined with strong follow-through • Effective collaborator across Sales, CS, and Marketing • Proactive in flagging risks • Comfortable building structure in ambiguous environments

Education

• Bachelor's degree in Engineering, Business, Marketing, Finance, or a related field
• CRM (D365, Salesforce, Hubspot) certifications are a plusRole & responsibilities