Manager, Revenue Process Management

Imagine Your Future with Us! Since 1971, Paychex has been at the forefront of simplifying HR, payroll, and benefits for American businesses. Our digital HR technology and advisory solutions cater to the changing needs of employers and their employees. With our award-winning training and endless opportunities for growth and development, you can build a lifelong career with us. We pride ourselves on fostering an inclusive and innovative culture. Our leaders are here to support your career journey; they and our dedicated employees embody the values that drive us to support each other, our clients, and our communities. Join us to pursue your passion and unleash your potential. Overview The Manager, Revenue Process Management owns end-to-end stewardship of revenue-critical processes enabled by the revenue technology stack—from lead generation and routing through opportunity management, quoting, contracting, onboarding, and renewal. This leader defines process standards, SLAs, and quality metrics to ensure consistent, efficient, and compliant execution across all business units and channels. Reporting to the Head of Revenue Tools and Technology, this role partners with GTM Strategy Operations, GTM Planning, GTM Analytics, Architecture & Design, and Platform Management to drive operational excellence, reduce cycle times, and improve forecast accuracy and seller productivity. Responsibilities End-to-End Process Design & Stewardship • Own definition and governance of core revenue processes: Lead Management, Opportunity Management, Quoting & Contracting, Onboarding, and Renewal Management • Document current-state workflows, pain points, decision rights (RAPIDs), and handoffs across Sales, Marketing, Customer Success, Legal, Finance, and Operations • Design future-state processes with clear roles, responsibilities, SLAs, and success criteria aligned to GTM strategy and business objectives • Maintain authoritative process repository, playbooks, and decision frameworks accessible to all stakeholders SLA Definition & Performance Management • Establish and govern SLAs for each stage of the revenue lifecycle (e.g., lead routing within 5 minutes, quote turnaround within 24 hours, contract approval within 48 hours) • Define process quality metrics: completion rates, error rates, cycle times, handoff efficiency, and compliance adherence • Monitor performance dashboards partnering with GTM Analytics; escalate systemic issues and drive root-cause resolution • Run quarterly process health reviews with RT2 leadership, GTM Strategy Ops, and business unit leaders Cross-Functional Process Optimization • Identify automation, AI, and workflow improvement opportunities partnering with Architecture & Design and Platform Management • Lead process optimization initiatives (e.g., reduce quote-to-contract cycle time by 30%, improve lead acceptance rate by 15%) • Facilitate working sessions with Sales, Marketing, Customer Success, and Operations to align on process changes and adoption plans • Partner with Technology Enablement to ensure process changes are clearly communicated, trained, and embedded in tools Data Integrity & Governance • Define data quality standards for revenue processes (required fields, stage criteria, next steps discipline, forecast categorization) • Partner with Architecture & Design to enforce data governance through validation rules, automation, and workflow guardrails • Monitor CRM hygiene metrics and work with GTM Strategy Ops Associates to coach field teams on process adherence • Ensure compliance with legal, financial, and regulatory requirements (e.g., CPQ approval thresholds, contract redlines) Team Leadership & Stakeholder Engagement • Build and lead a team of 8-10 FTEs focused on process design, documentation, SLA monitoring, and continuous improvement • Set OKRs, develop talent, and foster a culture of operational rigor and customer-centricity • Serve as primary RT2 liaison to GTM Strategy Ops Leads and Sales leadership for process-related intake and escalations • Represent RT2 in RevOps leadership forums, QBRs, and cross-functional process governance councils Qualifications Bachelor's Degree in Business / Operations Management / Industrial Engineering / Related Field - Required Master's Degree in Operations Management / Business Process Management / Business Administration - Preferred • 7+ years leading process excellence, operational governance, or similar functions in SaaS, technology, or HCM environments • Proven success designing and implementing complex, cross-functional processes at scale (500+ sales FTEs) • Experience defining SLAs, process KPIs, and governance frameworks in GTM or commercial settings . • 5+ years in managing lead-to-cash or order-to-cash processes with tight integration to CRM, CPQ, and ERP systems. Lean Six Sigma Black Belt or Green Belt - Preferred Salesforce.com Administrator or Advanced Administrator - Preferred Process Design & Improvement Expert Cross-Functional Leadership Expert Data-Driven Decision Making Advanced CRM & CPQ Expertise Advanced SLA & Governance Advanced People Leadership Advanced Change Management Intermediate Compensation In the spirit of pay transparency, we are excited to share that the starting base pay range for this position is $81,600-$128,200 annually. Please keep in mind that this range is the base pay only and does not consider other components that make up the total rewards package for the position. If you are hired at Paychex, your overall compensation will be determined based on factors such as geographic location, skills, education, and/or experience which may result in total compensation outside of this range. Live the Paychex Values Act with uncompromising integrity. Provide outstanding service and build trusted relationships. Drive innovation in our products and services and continually improve our processes. Work in partnership and support each other. Be personally accountable and deliver on commitments. Treat each other with respect and dignity. What's in it for you? We value your well-being: We provide over 21 comprehensive rewards, including medical coverage, virtual wellness classes, tuition reimbursement, 401(k) + employer match, adoption assistance, financial assistance, and much more. We value your time: From paid time off to company holidays, culture days, and comprehensive work-life balance programs, we will ensure you have the flexibility you need to be your best. We value your development: Our award-winning training and development programs empower our employees with ongoing learning opportunities to give you the building blocks to grow your career. We value your perspective: Our company culture reflects the diversity of our employees. We want you to be you and your voice to be heard. We value our communities: We offer paid time off for volunteerism and promote many company-wide and local initiatives that benefit organizations you care about. Note: The benefits described apply to full-time employees. Benefits for part-time, contract, and intern roles may vary. Not sure if you meet every requirement? At Paychex, we know that great talent comes in many forms. If you're passionate about the role but don't check every box, we still encourage you to apply. You might be the right fit - either for this position or another opportunity with us. Paychex is an equal opportunity employer. We are committed to fostering a respectful and inclusive workplace where all individuals are treated fairly and evaluated based on their qualifications, experience, and merit. We comply with all applicable federal, state, and local laws prohibiting discrimination in employment. End-to-End Process Design & Stewardship • Own definition and governance of core revenue processes: Lead Management, Opportunity Management, Quoting & Contracting, Onboarding, and Renewal Management • Document current-state workflows, pain points, decision rights (RAPIDs), and handoffs across Sales, Marketing, Customer Success, Legal, Finance, and Operations • Design future-state processes with clear roles, responsibilities, SLAs, and success criteria aligned to GTM strategy and business objectives • Maintain authoritative process repository, playbooks, and decision frameworks accessible to all stakeholders SLA Definition & Performance Management • Establish and govern SLAs for each stage of the revenue lifecycle (e.g., lead routing within 5 minutes, quote turnaround within 24 hours, contract approval within 48 hours) • Define process quality metrics: completion rates, error rates, cycle times, handoff efficiency, and compliance adherence • Monitor performance dashboards partnering with GTM Analytics; escalate systemic issues and drive root-cause resolution • Run quarterly process health reviews with RT2 leadership, GTM Strategy Ops, and business unit leaders Cross-Functional Process Optimization • Identify automation, AI, and workflow improvement opportunities partnering with Architecture & Design and Platform Management • Lead process optimization initiatives (e.g., reduce quote-to-contract cycle time by 30%, improve lead acceptance rate by 15%) • Facilitate working sessions with Sales, Marketing, Customer Success, and Operations to align on process changes and adoption plans • Partner with Technology Enablement to ensure process changes are clearly communicated, trained, and embedded in tools Data Integrity & Governance • Define data quality standards for revenue processes (required fields, stage criteria, next steps discipline, forecast categorization) • Partner with Architecture & Design to enforce data governance through validation rules, automation, and workflow guardrails • Monitor CRM hygiene metrics and work with GTM Strategy Ops Associates to coach field teams on process adherence • Ensure compliance with legal, financial, and regulatory requirements (e.g., CPQ approval thresholds, contract redlines) Team Leadership & Stakeholder Engagement • Build and lead a team of 8-10 FTEs focused on process design, documentation, SLA monitoring, and continuous improvement • Set OKRs, develop talent, and foster a culture of operational rigor and customer-centricity • Serve as primary RT2 liaison to GTM Strategy Ops Leads and Sales leadership for process-related intake and escalations • Represent RT2 in RevOps leadership forums, QBRs, and cross-functional process governance councils Bachelor's Degree in Business / Operations Management / Industrial Engineering / Related Field - Required Master's Degree in Operations Management / Business Process Management / Business Administration - Preferred • 7+ years leading process excellence, operational governance, or similar functions in SaaS, technology, or HCM environments • Proven success designing and implementing complex, cross-functional processes at scale (500+ sales FTEs) • Experience defining SLAs, process KPIs, and governance frameworks in GTM or commercial settings . • 5+ years in managing lead-to-cash or order-to-cash processes with tight integration to CRM, CPQ, and ERP systems. Lean Six Sigma Black Belt or Green Belt - Preferred Salesforce.com Administrator or Advanced Administrator - Preferred Process Design & Improvement Expert Cross-Functional Leadership Expert Data-Driven Decision Making Advanced CRM & CPQ Expertise Advanced SLA & Governance Advanced People Leadership Advanced Change Management Intermediate