Manager / Senior Manager - Revenue Operations (POS BU)

Company Overview

PetPooja is the largest next-generation Point of Sale (POS) Software platform in India, serving over 100,000 outlets across the country. Based in Ahmedabad, Gujarat, PetPooja is a product-driven software company dedicated to organizing the unorganized food sector both in India and globally. The company employs more than 1,900 professionals and operates in over 1,000 cities, providing comprehensive restaurant management solutions including billing, inventory management, online ordering, and other front and back-of-house modules. PetPooja's platform processes over 60 lakh bills daily, handles more than 6 million invoices, and interacts with extensive databases and cloud services. The platform is built using technologies such as Node.js, Python, PHP, MySQL, MongoDB, and AWS, and integrates with major partners like Zomato, Swiggy, UberEats, PayTM, and more. PetPooja is also pioneering in applying next-generation Machine Learning models in POS systems.

Job Summary

The Manager / Senior Manager - Revenue Operations (POS BU) is responsible for owning and optimizing revenue operations for a scaling ₹150 crore+ business unit. This role acts as the core engine behind new sales, upselling, and renewals, ensuring the achievement of revenue targets through strategic pricing, incentives, data-driven decision-making, and sales enablement. The role involves building systems, dashboards, and processes to streamline revenue growth, improve sales efficiency, and enable data-backed decision-making across the sales organization.

Responsibilities

• Pricing and Incentives Management: Own the POS price architecture and incentive structures end-to-end. Continuously test and optimize pricing, bundles, and incentive schemes through A/B experiments, scaling successful strategies to meet revenue targets.
• MIS and Data Layer Ownership: Develop and maintain dashboards and reports that serve as the single source of truth for POS revenue, segmented by zone, RM, SKU, and cohort. Ensure data accuracy and clarity for effective decision-making.
• Sales Planning and Forecasting: Lead the annual Operating Plan (AOP) creation, including revenue projections by geography, product mix, and ARPU. Regularly re-forecast based on actuals and adjust targets at the zone and RM levels.
• Revenue Analytics: Analyze upsell, renewal, and churn data to identify cohorts, drivers, and intervention points. Develop targeting logic for upsell opportunities and early warning signals for renewals.
• Sales Enablement and Excellence: Improve lead flow quality, optimize deal routing, and enhance stage-wise conversion. Map product pitches to customer needs and diagnose deal leaks to refine sales processes and training.
• Program Management and Stakeholder Coordination: Act as the execution arm for the VP Sales, coordinating with Product, Tech, Marketing, Finance, and L&D teams. Manage operational cadences such as MBRs, target reviews, and initiative rollouts, ensuring timely delivery without escalation.

Qualifications

• 3-5 years of experience in revenue operations, sales strategy, business operations, consulting, or a founder’s/CEO’s office.
• Proficiency in Advanced Excel, capable of building models and data pulls independently.
• Experience designing and executing pricing or incentive experiments with measurable results.
• Prior experience in RevOps or Sales Excellence roles.
• Strong analytical skills with the ability to interpret data and translate insights into action.
• Excellent stakeholder management and communication skills.
• Educational qualifications: Bachelor’s degree in Business, Economics, Engineering, or related fields; MBA or relevant advanced degree preferred.

Preferred Skills

• Exposure to field sales organizations.
• Experience working in SaaS or SMB businesses with high-volume, low-ARPU sales motions.
• Hands-on experience with CRM and sales technology implementation.
• Knowledge of sales process optimization and programmatic testing.

Experience

• Minimum of 3 to 5 years in relevant roles involving revenue operations, sales strategy, or business analytics.
• Proven track record of managing pricing, incentives, or sales process improvements in a fast-paced environment.

Environment

• Location: Ahmedabad (onsite role).
• Work Hours: 10:00 AM to 7:00 PM.
• The role involves working closely with cross-functional teams including Product, Tech, Marketing, and Finance.
• The environment is dynamic, data-driven, and collaborative, with a focus on continuous experimentation and improvement.

Salary

Not specified.

GrowthOpportunities

Not specified.

Benefits

Not specified.