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Senior Revenue Operations Manager, Commercial

Atlanta, Georgia, USA; Austin, Texas, USA; Portland, Oregon, USA

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us!

Your opportunity

Elevate your career at New Relic by making a significant impact as the Senior Manager of Sales Operations for our Commercial segment. In this pivotal senior individual contributor role, you will serve as the strategic and operational business partner to the Global VP of Commercial, supporting a rapidly expanding $130M+ business unit. This segment oversees thousands of high-velocity clients and owns the Product-Led Growth (PLG) motion globally. You will operate at a highly strategic level to shape GTM objectives while tactically managing the dynamic, transactional nature of the business.

We are seeking a highly analytical leader who thrives in an agile environment, excels in cross-functional collaboration, and can seamlessly translate complex data into actionable executive insights. This role offers an incredible opportunity to impact our long-term commercial strategy and drive operational excellence, and pave a path towards leadership as the business scales.

Opportunity to work from a remote office may be available depending on the applicant location.

What you'll do

Operational Excellence & Rhythm of Business (RoB):

  • Establish and run the Rhythm of Business (RoB) for the Commercial organization, driving operational excellence and strict rigor across all field operations.
  • Manage the weekly, monthly, and quarterly cadence of commercial and renewals team activities, including QBRs, forecasting, planning, and opportunity management.
  • Ensure assigned Commercial and Renewals objectives are completed accurately and on time, aggressively monitoring the sales organization’s compliance with CRM data standards and process rigor.

Strategic Business Partnering & GTM Strategy:

  • Act as a trusted advisor to the Global VP of Commercial and Sales leadership, shaping GTM strategy and supporting the global Product-Led Growth (PLG) motion.
  • Represent the Commercial and Renewals business requirements in key cross-departmental initiatives, ensuring tight alignment between overarching business strategy and day-to-day operational processes.
  • Strategize and enable the development of global standards, policies, and procedures to streamline operations for a high-volume, transactional sales environment.

Renewals Management & Long-Tail Growth:

  • Optimize the end-to-end renewals lifecycle to actively improve customer retention rates, mitigate churn, and drive sustainable growth and expansion across our expansive long-tail business.
  • Leverage historical trends, pipeline coverage data, and deal-specific knowledge to guide leaders during forecasting, driving highly predictable outcomes.
  • Analyze customer health and consumption data to understand potential downgrade risks, collaborating with cross-functional teams to identify and operationalize new methods to drive risk mitigation strategies.

Data, Systems, and Advanced Analytics:

  • Build repeatable, complex analyses and operational models (using Excel/Google Sheets) that synthesize vast datasets to identify trends, consumption patterns, and product adoption.
  • Manage and optimize reporting packages for team effectiveness, conducting rigorous metrics reviews with sales management to improve productivity and actionability.
  • Lead projects focused on simplifying workflows, optimizing the CRM (Salesforce) experience, and driving efficiency throughout the Commercial and Renewals organization.

Key Performance Indicators (KPIs) for this role

  • Forecast Accuracy & Pipeline Rigor: Maintaining highly accurate and predictable forecasting models within an agreed variance.
  • Gross Retention Rate (GRR) & Net Revenue Retention (NRR): Driving operational strategies that directly improve retention and upsell within the Commercial and long-tail segments as well as driving up Consumption based usage across Commercial and PLG.
  • Process Efficiency & Automation: Measurable reduction in manual reporting and administrative overhead for the GTM teams.
  • Data Compliance & Health: Achieving high scores in CRM data hygiene, opportunity management, and adherence to the Rhythm of Business.

This role requires

  • 8+ years of relevant work experience, preferably within a SaaS software provider or professional IT services company in Operations, Customer Success, or other customer-facing groups.
  • 5+ years of dedicated sales ops or revenue operations experience, with a proven track record in field sales operations and business partnering across cross functional teams.
  • Experience supporting a high-velocity, transactional business segment and a strong understanding of customer dynamics, sales lifecycles, and renewal patterns.
  • Exceptional analytical abilities: Candidates must be able to quickly leverage multiple data sources, connect them, work with massive datasets, and build highly complex Excel/Google Sheets models.
  • Demonstrated communication and presentation skills, with the ability to structure and produce clear executive presentations (PowerPoint/Google Slides) to influence C-level executives and field teams.
  • Strong problem-solving skills, mature judgment, and the ability to bring alignment, negotiate, and drive cross-functional projects to completion.
  • Deep understanding of SaaS and exposure to consumption-based business models.
  • High technical proficiency: Advanced skills in Salesforce, Excel, Tableau, and familiarity with SQL.
  • Bachelor's Degree or equivalent experience.

Bonus points if you have

  • Direct operational experience supporting a Product-Led Growth (PLG) go-to-market motion.
  • Skills and experience in utilizing AI, Large Language Models (LLMs), and Google Apps Script to build internal tooling, automate routine processes, and drive massive efficiencies in the way we support the GTM organization.
  • Direct experience in a high-growth, consumption-driven, or usage-based business model (e.g., Snowflake, Datadog, AWS).
  • Deep understanding of the Observability or Monitoring landscape.

Please note that visa sponsorship is not available for this position.

#LI-ZH1 #LI-Remote

The pay range below represents a reasonable estimate of the salary for the listed position. This role is eligible for a corporate bonus plan. Pay within this range varies by work location and may also depend on job-related factors such as an applicant’s skills, qualifications, and experience.

New Relic provides a variety of benefits for this role, including healthcare, dental, vision, parental leave and planning, and mental health benefits, a 401(k) plan and match, flex time-off, 11 paid holidays, volunteer time-off, and other competitive benefits designed to improve the lives of our employees.

Estimated Base Pay Range

$131,000 - $164,000 USD

Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes. 

If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to resume@newrelic.com.

We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid.

Our hiring process

In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic.

We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the San Francisco Fair Chance Ordinance.

Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic.

New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process.

Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics. 

Review our Applicant Privacy Notice at https://newrelic.com/termsandconditions/applicant-privacy-policy

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