Revenue Operations Manager

ScorePlay is the AI-powered media infrastructure for sports, built to automate the content operations behind the world's biggest sports organizations. We work with 300+ leagues, competitions, teams and broadcasters – including Ligue 1 and Premier League clubs, NBA and NFL teams, the Tour de France, the Australian Open, and leading bodies like UEFA and FIBA – helping them turn every moment on and off the field into high-value, structured content. Our platform brings all their media into one place and makes it effortless to find, edit and share in seconds.

Founded in 2021, we’re a 50-person team based between New York and Paris, growing 2x year over year with 98% retention. We’ve raised $20M+ from top investors including Alexis Ohanian and Harry Stebbing’s 20VC and elite athletes like Kevin Durant, Raphaël Varane, Mario Götze, Nico Rosberg and Giannis Antetokounmpo.

If you’re passionate about sports and thrive in fast-paced environments - and you want to help shape how the next generation of fans experience sports, you’re in the right place. We’re on track to become the global leader in sports media, and this is definitely the best time to join our adventure.

💡 Overview

The Revenue Operations Manager is the architect and owner of the systems, processes, and data that enable our Go-To-Market teams (Sales, Customer Success, and Marketing) globally.

This is a founding Rev Ops role with ownership across the full revenue lifecycle. You will start as an individual contributor and grow into broader Rev Ops leadership as ScorePlay scales.

This role is based in Paris and works closely with distributed teams across Europe, the US, and ANZ, with regular collaboration and travel to our New York office.

🧠 What you’ll work on :

Revenue operating model and process ownership

• Define, document, and maintain ScorePlay’s revenue operating model, including commercial definitions (prospect tiering, ARR definitions, pricing and packaging guidelines).

• Own and evolve end-to-end playbooks across Sales and Customer Success covering the full deal and customer lifecycle (stages, exit criteria, required assets, methodology, handoffs, escalations).

• Set up and run the deal desk process: pricing and margin guardrails, approval flows, and exception paths.

• Own the quote-to-cash flow with Finance, ensuring clean contracting handoffs, clear billing triggers, and operational readiness post-signature.

• Ensure consistent collaboration and handoffs across Sales, CS, Marketing, Product, Tech, and Finance.

Revenue planning and intelligence

• Build and maintain dashboards and reporting used by the Sales team and leadership, and translate insights into clear actions.

• Own pipeline and forecast management: review cadences, forecasting methodology, and risk visibility for leadership.

• Support GTM initiatives (new segments, geographies, campaigns) with analysis, pipeline support, and ad hoc insights.

• Support sales capacity planning, territory design, and target-setting with data-driven inputs and performance tracking.

Revenue systems and data

• Own the revenue tool stack (including CRM): setup, maintenance, and evolution as we scale.

• Design and maintain integrations and automations across revenue systems to reduce manual work and improve data flow.

• Define and enforce revenue data standards (required fields, workflows, validation rules, accuracy monitoring).

Enablement and adoption

• Drive adoption of tools and processes through training (including onboarding), documentation, and ongoing support.

• Track rollout and adoption so processes are actually used, not just written down.

• Own enablement logistics (training systems, sessions, materials) across methodology, frameworks, product, and key GTM knowledge.

Incentives and commercial operations

• Support the design and maintenance of variable compensation plans and policies.

• Own commission calculation, payout reporting, and transparency.

• Ensure incentives align with revenue goals and operational realities.

Cross-functional partnership and continuous improvement

• Be a trusted operational partner to Sales, CS, Finance, and Strategy.

• Continuously identify gaps, inefficiencies, and risks, balancing speed of iteration with the reliability we need to scale.

🧩 What we’re looking for

Experience

• 3–6 years in Revenue Operations, Sales Operations, or Commercial Operations.

• Experience in B2B SaaS, ideally sales-led and enterprise-oriented.

• Hands-on ownership of CRM and revenue processes.

• Strong track record partnering closely with Sales leadership and Finance.

• Comfortable operating in a scaling company (around 10–50M ARR).

Skills and strengths

• Strong systems and process thinker who can turn ambiguity into clear rules.

• Data-literate and comfortable building dashboards, forecasts, and models.

• Pragmatic operator who improves things without over-engineering.

• Confident cross-functional partner who can say “no” with credibility.

• Detail-oriented, with strong judgment on what matters most.

🧰 Tool stack

• CRM: HubSpot

• Documentation and knowledge: Notion, Helpjuice

• Sales engagement and productivity: Lemlist, Superhuman, Claap, Lusha

• Intelligence and reporting: Google Sheets, Coefficient

• Automation and AI: ChatGPT, Dust, n8n, Make

• Marketing and sales content: Canva, ScorePlay

• Customer engagement and support: Intercom

• Billing: Hyperline

• Product usage: Metabase

🏆 Why this role

• Founding ownership: Build and own the revenue operating model at a pivotal scaling stage.

• Global scope: Partner across Europe, the US, and ANZ, with regular collaboration and travel to New York.

• End-to-end leverage: Shape how ScorePlay sells, renews, expands, and forecasts, and build the foundation that scales.

• Long-term growth: Grow into broader Rev Ops leadership and gradually build out the function over time.

• Unique industry: Enterprise SaaS complexity at the intersection of Sports, Media, and Technology.

✅ What will make someone successful in this role

• Real interest in revenue and growth: You enjoy how pipeline is created, deals are won, renewals happen, and revenue compounds.

• Comfort enabling impact through others: You measure success through clarity, predictability, and adoption, not owning a direct revenue number.

• Builder’s curiosity with operational discipline: You like testing tools and ideas, and you also like standardizing what works into repeatable systems.

• Systems and tooling mindset: You are comfortable owning CRM and revenue tooling, implementing automations, and improving workflows without complexity for its own sake.

• Strong judgment and boundary-setting: You can prioritize ruthlessly, push back when needed, and stay collaborative.

• Ambitious, not ego-driven: You want to grow with the company and build a function that scales.

We know many people hesitate to apply if they don’t meet every single requirement on a job description. If you’re interested in ScorePlay but not sure you tick all the boxes, we’d still love to hear from you, this could be the start of a great long-term collaboration.