Senior Manager - Revenue Operations and Enablement

Job Description

Senior Manager, Revenue Operations & Enablement

Location: Kuala Lumpur, Malaysia (APAC & EMEA role) | Reports to: VP, Revenue Operations | Experience: 5 to 8 years | Type: Full time

About the Role

Anchanto is a global enterprise grade B2B SaaS company. We provide cloud software for brands, retailers, and logistics providers to manage orders, warehouses, inventory, marketplaces, and omnichannel commerce. We operate across 12 countries, support more than 300 enterprise and mid-market customers, and process over 150 million commerce transactions a year.

As Anchanto scales toward its next revenue milestone and restructures its go-to-market into a more enterprise-focused model, Revenue Operations has to run with the same reliability, speed, and discipline we expect from our own platforms. This role is the operational backbone of that effort — sitting at the intersection of GTM operations and revenue enablement across Sales, Account Management, Business Development, and Marketing in both APAC and EMEA.

Think of this role as the engine that keeps the revenue machine running cleanly. The VP of Revenue Operations owns strategy and cross-functional leadership. The CROs own pipeline performance and sales execution. This role owns the operating system underneath: the data, the processes, the cadences, the systems governance, and the enablement that translates strategy into consistent field execution.

Why This Role Exists

2026 is a structural transition year for how Anchanto runs its commercial operations. Sales Operations, KAM Operations, and Marketing Operations are consolidating into a single unified function — Revenue Operations — for the first time. This is not a renaming exercise. It is a deliberate move to eliminate the operational silos that slow down GTM execution, create inconsistent data, and leave accountability gaps between functions.

Alongside this structural change, Anchanto has introduced OTE-based compensation for its quota-carrying teams across APAC and EMEA in 2026. Accurate, timely, and trustworthy attainment data is now a commercial obligation, not just a reporting preference.

The VP of Revenue Operations owns the operating model — the strategy, the architecture, and the cross-functional governance. This role owns execution. Every BAU activity that keeps the revenue engine running — pipeline cadences, CRM governance, NRR visibility, enablement delivery, deal desk support — sits here. The VP sets the direction. This role makes it happen, consistently, at scale, across Sales, Account Management, Business Development, and Marketing in both APAC and EMEA.

This is not a role that builds things and hands them over. It is the permanent operational ownership seat for everything the RevOps function delivers day to day.

What You Will Own

This role owns six areas. The bar is the same throughout: data over anecdote, clear process ownership, and reliable execution for every GTM team member.

1. Sales Operations — Drive governance and optimisation of sales processes, pipeline forecasting, deal velocity, and OTE attainment reporting for APAC and EMEA Sales and BD teams. Own the weekly pipeline forecast cadence with CROs and Sales leads. Ensure deal stage discipline and data integrity in HubSpot.

1. Customer Success & KAM Operations — Improve existing frameworks for customer retention, NRR growth, and account health using ChurnZero. Own churn risk signal management across the customer base. Work closely with KAM and GSA teams to surface expansion opportunities and renewal risks before they become problems.

1. Data & Business Intelligence — Enable data-driven decision-making through HubSpot, ChurnZero, and CIP reporting. Deliver integrated GTM performance dashboards for CROs and CFO. Ensure the business can answer where pipeline risk is emerging, which accounts are at churn risk, and where GTM productivity is strong or struggling.

1. Deal Desk Support — Enable efficient deal reviews, pricing governance, and commercial approvals in coordination with Legal. Own the contracts reference library and approval workflows. Ensure non-standard commercial terms are processed consistently and quickly.

1. Enablement & Change Management — Own the ENCHANT framework — scenario-based, role-specific playbooks for Sales, KAMs, BDs, and GSAs. Drive adoption of new processes, systems, and operational best practices into field behaviour across APAC and EMEA.

1. Stakeholder Management & GTM Alignment — Align cross-functional teams on revenue priorities and execution cadences. Own monthly revenue reviews and quarterly GTM productivity sessions. Ensure RevOps is a proactive contributor to GTM design decisions — coverage models, handover processes, and segmentation — not a recipient of decisions made without it.

Key Partnerships

Partner	On what
APAC & EMEA Country Heads	Pipeline governance, weekly forecast reviews, GTM coverage design, field performance insights
CFO / Finance	OTE attainment reporting, commercial finance governance.
Legal	Deal Desk support, contract templates, non-standard terms, approval workflows
Marketing / CMO	MQL to SQL handover design, campaign attribution, marketing operations oversight
KAM & Account Management leads	ChurnZero health scoring, NRR visibility, renewal risk management, customer segmentation
Product & Tech Engineering	CIP data pipeline health, customer usage insights, GTM readiness inputs
Delivery & Care	Sales to delivery handover design, solution readiness criteria, bottleneck insights

What This Role Is Not

We are specific about scope to help you assess fit honestly.

• This is not a CRM administration or systems maintenance role. HubSpot ownership sits with a dedicated CRM & Systems Specialist. This role uses those systems to govern, analyse, and enable — it does not configure them day to day.
• This is not a strategy-only role. RevOps here is execution-heavy. If your experience is primarily decks, frameworks, and recommendations without operational ownership, this role will be a mismatch.
• This is not a Sales Operations role scoped to a single function. You will work across Sales, Account Management, Business Development, and Marketing simultaneously. Single-function ops experience alone is not sufficient.
• This is not a training or L&D role. Enablement here means translating operational data and process gaps into field-ready tools that change how GTM teams perform — not delivering training programmes in isolation.
• This is not a data analyst role. You will produce insights, but the measure of success is what those insights change in the business — decisions made, behaviours shifted, processes improved. Reporting without action is not the goal.
• This is not a role where you wait for direction on every task. The team is lean and the mandate is broad. You will need to triage, prioritise, and execute with a high degree of autonomy.

What We Are Looking For

Experience:

• 5 to 8 years in Revenue Operations, Sales Operations, Account Management Operations, or Business Operations in B2B SaaS
• Proven experience working with cross-functional teams including Sales, Customer Success, Marketing, Finance, Product, Care, and Legal
• Proven experience managing CRM, CS, and project management platforms — HubSpot CRM, ChurnZero, and ClickUp preferred
• Experience driving process transformation, operational excellence, and business process improvement initiatives
• Strong understanding of revenue lifecycle management, customer retention, forecasting, and performance reporting for the SaaS industry
• Experience translating business requirements into scalable processes, systems, and automation frameworks
• Multi-country GTM experience across Southeast Asia and/or EMEA is an advantage
• HubSpot Revenue Operations certification preferred

Key Competencies:

• Strategic Thinking — connects operational decisions to revenue outcomes
• Revenue Operations Expertise — deep knowledge of the full GTM lifecycle
• Process Design & Optimisation — builds systems that scale without breaking
• Data Analysis & Reporting — turns numbers into decisions, not just dashboards
• Stakeholder Management — earns trust across Sales, Finance, Legal, and Product
• Project Management — runs multiple workstreams concurrently without dropping threads
• Change Management — drives adoption, not just deployment
• Problem Solving — operates well in ambiguity
• Communication & Influencing Skills — presents to CRO and CFO with equal confidence
• Attention to Detail — data governance is non-negotiable in this function

Indicative KPIs

Indicative KPI	What it measures
Pipeline forecast accuracy	Variance between weekly forecast and actual close — trending toward ±10% or better
Deal velocity	Average days from stage entry to close, by segment and region
NRR visibility & renewal on-time rate	Percentage of renewals tracked and actioned in ChurnZero before expiry
Churn risk signal coverage	Percentage of at-risk accounts with an active intervention plan in ChurnZero
ENCHANT enablement adoption	Percentage of Sales, KAM, BD, and GSA headcount completing each enablement cycle
HubSpot data quality	Percentage of active deals with complete, accurate stage and close-date data
GTM cadence adherence	Consistent delivery of weekly pipeline reviews, monthly revenue reviews, and quarterly GTM sessions
Stakeholder satisfaction	Qualitative feedback from CROs, CFO, and CMO on RevOps responsiveness and output quality