Revenue Operations Manager, Wolters Kluwer

• 5+ years in Revenue Operations, Marketing Operations, or a closely related B2B function
• Proven experience designing and governing lead acquisition, nurture, and pipeline progression processes — including intent-based prioritization, communication architectures, routing logic, SLA governance, and hand-off standards
• Hands-on proficiency with MAPs, CRMs, Sales Engagement platforms, routing, and enrichment tools in a business process capacity (requirements definition, adoption, data integrity — not system administration)
• Experience with account-based marketing (ABM) frameworks and the operational infrastructure required to execute them, including lead nurturing program design and attribution models
• Demonstrated ability to operate as a Business Process Owner in a matrixed organization influencing without authority, driving change management, and holding teams accountable
• Comfortable building ad hoc analysis and reporting to answer specific business questions, in partnership with a technical operations team
• Appetite and aptitude for AI tools and agents: experience building or managing AI-powered workflows, or a clear track record of rapidly adopting emerging tools to drive efficiency
• Thrives in environments with incomplete processes and evolving priorities creates structure rather than waiting for it

Desirable

• We have completed a comprehensive assessment of our commercial operations and are executing against a clear transformation roadmap. Among the most critical priorities: building a top-of-funnel that actually works
• Core pieces of the top-of-funnel motion are still being defined, rebuilt, or scaled globally. You will establish the operating model, not inherit one
• If you are the kind of operator who sees a broken process as an invitation, who can navigate ambiguity without losing momentum, and who wants genuine ownership over a function that will directly determine whether our commercial transformation succeeds this role was designed for you
• Target Account Acquisition, Lead Management, & BDR Operations:
• Build a scalable top-of-funnel engine. Design, optimize, and govern end-to-end lead management processes to support current and future GTM motions including ABM and PLG. Partner with IT counterparts on lead capture process, lead definition, SLAs, routing, and hand-off standards. Building on what exists and closing gaps where they remain
• Drive Account-centric growth and BDR effectiveness. Design and operationalize a comprehensive engagement and intent prioritization model: defining high-value signals, incorporating third-party intent data, and building a framework that maximizes BDR focus on the right accounts at the right time
• Scale demand generation and nurture across target accounts. Partner with Marketing to define and drive adoption of a lead nurturing framework that builds demand within target accounts and customers, maximizing return on lead acquisition investment
• Serve as the operational backbone of the BDR function workflow infrastructure, account-based prioritization, activity standards, and opportunity hand-off requirements
• Partner with BDR leadership to shift from a lead-centric to a fully account-centric operating model, coordinated across BDRs, AEs, and Marketing
• Campaign Production & Marketing Attribution:
• Own the business-side campaign production process and govern the marketing attribution framework — ensuring contribution is accurately captured and moving the business from activity-based to outcome-based reporting
• Metrics, Reporting & Cross-Functional Collaboration:
• Partner with Divisional Operations to implement a reliable TOFU reporting framework; lead a regular performance review cadence and build ad hoc analysis to drive optimization decisions
• Collaborate with the RevOps Manager (Quote to Cash) on clean funnel hand-offs, the Sales Enablement Manager on GTM motion implementation, and Marketing on ABM execution
• Collaborate closely with the Sales Enablement Manager to support the implementation of GTM motions — ensuring operational processes and enablement programs are designed and sequenced together
• Business Process Ownership — TOFU Technology:
• Serve as Business Process Owner for all TOFU processes within the shared tech stack (Marketo, Salesforce, LeanData, ZoomInfo GTM Studio, Highspot) — define requirements and partner with the IT team who configure and maintain the stack
• Own process governance: accountable for adoption and adherence across all TOFU workflows, including defining standards, monitoring compliance, and driving corrective action
• Lead change management for new and optimized processes, ensuring measurable adoption across BDR, Marketing, and Sales
• Actively leverage AI tools and agents — including ZoomInfo GTM Studio — to drive efficiency across TOFU workflows. Build, deploy, and manage AI-powered solutions that improve targeting, reduce manual effort, and scale the team’s impact. Bring intellectual curiosity and a hands-on approach to emerging tools even where playbooks don’t yet exist
• This is an early stage build with executive sponsorship and a clear mandate. The processes you shape will become the standard. The infrastructure you put in place will determine whether a restructured Sales and BDR organization can execute
• Four RevOps roles are being hired concurrently — this is a team being built, not a backfill
• You will operate with executive visibility, partner cross-functionally across RevOps, Marketing, and Sales, and play a foundational role in shaping how the global GTM organization scales

• To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts
• Our interview process is designed to assess your individual skills, experiences, and communication style
• We value authenticity and want to ensure we’re getting to know you—not a digital assistant
• To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process
• Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process
• Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process