About the Role
Citrine is hiring a Manager, Business Operations Level 3 to report to our COO. You will manage our Commercial Operations Team, which is responsible for our commercial team tech stack, commission planning, and deal desk. You will own the performance of that function.
You will also lead high-impact analytical work behind our growth – taking on the questions leadership needs answered, doing the analysis, and driving the resulting initiatives through to an outcome.
Responsibilities
Lead the commercial operations function
- Manage, develop, and grow our Commercial Operations Lead — setting priorities, raising the bar on execution quality, and creating room for them to take on more
- Own the health of our revenue systems and the data inside them; make our CRM a source of truth the sales team actually trusts
- Ensure sales compensation and commission calculations are accurate, on time, and clearly explained to the reps they affect
- Own deal desk as a capability, not a queue: build the approval frameworks, discount guardrails, and order-form standards that let deals move quickly without creating downstream problems
Pipeline and forecast analytics
- Own the forecast process end to end — the cadence, the inputs, the model, and the accuracy of the number we commit to
- Build and maintain pipeline, conversion, and sales productivity analytics; find where the funnel actually leaks and quantify what fixing it is worth
- Run rigorous win/loss and churn analysis, and turn the findings into changes in how we sell
- Design the dashboards and metric definitions that let the leadership team see the business without asking for a pull
Pricing and packaging
- Analyze pricing, packaging, and discounting performance across our customer base; surface where we are leaving value on the table and where we are creating friction
- Build the models that support pricing and packaging decisions, including scenario analysis on revenue and margin impact
- Partner with Sales, Product, and Finance to design and test changes to how we monetize the platform
- Establish and steward discount governance so pricing integrity holds as we scale
Growth initiatives
- Lead cross-functional, growth-focused initiatives from problem framing through to implemented outcome — segmentation and ICP definition, territory and coverage design, expansion and land-and-expand motions, funnel experiments
- Bring structure to ambiguous strategic questions: scope the problem, source the data, form a defensible recommendation, and get buy-in to act on it
- Support annual and quarterly GTM planning, including capacity modeling, quota setting, and goal architecture
- Identify operational inefficiencies across the commercial organization and drive the process and tooling changes that resolve them
Board and investor reporting
- Partner with the COO and CFO to produce the metrics package for board meetings and investor updates
- Own the definitions, data lineage, and consistency of our reported KPIs so the numbers hold up under scrutiny
- Build the executive narrative around the data — not just what happened, but what it means and what we should do about it
- Support diligence and reporting requirements for financing and strategic processes as they arise
Skills and Experience
- 5–8 years of experience in management consulting, business operations, revenue operations, or strategy & operations — including time inside a software company
- Demonstrated people management experience: you have managed at least one direct report and can speak specifically to how you developed them
- Track record of owning an ambiguous analytical problem end to end — framing it, doing the work, and driving the resulting change to completion
- Expert-level financial and operational modeling in Excel or Google Sheets; you can build a model someone else can audit
- Working fluency with a CRM (Salesforce or equivalent) and a BI tool (Looker, Tableau, Sigma, Power BI, or similar); comfortable reasoning about how GTM data is structured
- Command of core SaaS and GTM metrics — ARR, NRR/GRR, pipeline coverage, CAC payback, LTV:CAC, win rate, sales cycle, magic number
- Executive presence: you can present to a COO, a CEO, or a board and be met as a peer rather than a presenter
- Superb written and verbal communication, with the ability to translate complexity into clarity
- High degree of autonomy and self-management — essential in a remote-first company
- Hands-on fluency with modern AI tools, and a habit of using them to compress analytical and operational work
- Desire for a steep learning curve in a fast-paced, dynamic environment
- Legally eligible to work in the United States
Preferred Skills and Experience
- Located in US Eastern Time zone
- Experience at a startup or high-growth company, particularly one where you built a function rather than inherited one
- Enterprise B2B experience — long, complex, multi-stakeholder sales cycles with six- and seven-figure contracts
- Prior experience at a top-tier management or strategy consulting firm
- SQL proficiency and comfort querying a data warehouse directly
- Hands-on experience with sales compensation design and commission administration
- Experience supporting board and investor reporting at a venture-backed company
- Exposure to CPQ, quote-to-cash, or revenue recognition processes
- Interest in materials science, chemistry, manufacturing, or deep-tech markets — you do not need a technical background, but curiosity about what our customers do goes a long way
- MBA or comparable analytical training
Equal Opportunity
All qualified applicants will receive consideration for employment without regard to race, creed, color, or national origin. Please let us know if you need any accommodations during the interview process.
Accommodations
Citrine is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email us at [email protected] or inform your recruiter if you require any reasonable accommodations throughout the recruiting process.
Our Core Values
Citrine Informatics recognizes that its most valuable asset is its people. We have created our set of Core Values to encourage, support, and invest in our team as they work to innovate and support a more sustainable world. Our Core Values reflect our ongoing commitment to continuously invest in nurturing our talent and our people-first approach to conducting business.
- We take pride in and recognize the successes and growth of ourselves and our colleagues. We support each other in our growth.
- We prototype and collect data to make good decisions. We question that data and are constantly iterating to find the best solution.
- We are all owners of Citrine and make decisions like owners. We work autonomously with personal and organizational accountability.
- We commit to building a diverse and inclusive community within Citrine and actively promote equity and belonging.
- We are tirelessly committed to creating value for our customers.
- We exist to help our customers accelerate the development of sustainable products that are critical to the future of both our planet and our industry.
Compensation and Pay Transparency
At Citrine, we want your path to career growth to be transparent, straightforward, fair, and easily accessible -- starting with your application and interview process. The annual salary range listed below reflects the level we are considering for this position (please note that there may be unique situations where you may fall outside of this range). Where you fall within the range will depend on how your experience and skills align with our internal leveling system as we learn more about you throughout the interview process. This role is eligible for On Target Earnings in addition to the base compensation listed below.
$110,000 USD - $160,000 USD
*Range(s) listed are for full-time employees based in the United States only.
Our Benefits (for exempt, full-time employees based within the United States)
401k with matching up to 4%
Medical, vision, dental insurance (we pay 100% of your premium and 75% of your dependents)
Company-paid Life and Disability insurance
FSA and HSA plans
Equity options within the company
12 weeks of paid parental leave
Flexible PTO on top of our 15 paid company holidays (includes your birthday!)
Free financial counseling
$600 tech allowance
Monthly $75 phone reimbursement
$5,000 annual continuing educational allowance