[Hiring] Senior Revenue Operations Manager @Instructure, Inc.

Role Description

Instructure is seeking a strategic, highly analytical, and execution-oriented Sr. Revenue Operations Manager (Sales Operations) to support and accelerate growth across our International and Channel business. This is a highly visible role that sits at the center of Sales, Finance, Marketing, Customer Success, and Executive Leadership, helping shape go-to-market strategy and operational execution across multiple regions and business units.

As a trusted business partner to sales leadership, you will:

• Own and drive sales forecasting, pipeline management, bookings analysis, and performance measurement processes across International regions to ensure alignment against revenue targets and strategic objectives.
• Partner directly with regional sales leadership to develop and execute growth strategies, optimize territory coverage, improve pipeline generation, and increase sales productivity.
• Lead strategic planning initiatives including territory segmentation, quota setting, capacity modeling, whitespace analysis, and coverage optimization to support scalable growth.
• Analyze sales performance trends, pipeline health, conversion metrics, seasonality, and customer behavior to identify risks, opportunities, and actionable recommendations.
• Develop executive-level reporting, dashboards, and presentations for senior leadership, QBRs, forecasting reviews, and board-level discussions.
• Build data-driven models and business cases using Salesforce, Snowflake, Tableau, Excel, and other data sources to inform operational and strategic decisions.
• Identify process gaps and drive automation and operational improvements that increase reporting accuracy, forecasting predictability, and organizational efficiency.
• Partner cross-functionally with Finance, Marketing, Customer Success, Deal Desk, and other GTM teams to ensure alignment across planning, reporting, and execution.
• Evaluate sales motions, customer journey metrics, and funnel performance to improve pipeline velocity, conversion, retention, and expansion opportunities.
• Support and influence compensation planning, incentive alignment, and operational governance initiatives that reinforce company objectives and sales behaviors.
• Operate as a trusted advisor and thought partner to leadership by bringing clarity, structure, and actionable insights to complex business challenges.
• Manage multiple high-priority initiatives simultaneously in a fast-paced, evolving environment while maintaining strong attention to detail and execution quality.

Qualifications

• 5+ years of experience in Sales Operations, Revenue Operations, Strategy & Operations, Business Analytics, or related functions within a SaaS or high-growth technology environment.
• Strong analytical and problem-solving capabilities with advanced experience in Salesforce, Excel/Google Sheets, Tableau, etc., and data platforms such as Snowflake.
• Proven experience translating complex data into executive-ready insights and strategic recommendations that influence business decisions.
• Deep understanding of sales forecasting, territory planning, pipeline management, capacity modeling, quota deployment, and go-to-market operations.
• Strong executive presence with the ability to communicate effectively and build credibility with senior leaders and cross-functional stakeholders.
• Demonstrated ability to manage ambiguity, prioritize effectively, and execute against multiple concurrent projects with tight timelines.
• Experience driving operational process improvements, systems optimization, and scalable reporting frameworks.
• Strong business acumen with the ability to connect operational metrics to broader company strategy and revenue outcomes.
• Excellent written and verbal communication skills with exceptional attention to detail and organizational discipline.
• Self-starter mentality with a proactive, adaptable approach and a track record of thriving in dynamic, high-growth environments.
• Ability to balance strategic thinking with hands-on execution and operational rigor.

Benefits

• Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
• Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.
• Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.
• Comprehensive wellness programs and mental health support.
• Learning and development resources, including professional development tools and tuition reimbursement, to support your growth.
• The technology and tools you need to do your best work.
• Motivosity employee recognition program.
• A culture rooted in inclusivity, support, and meaningful connection.