Description
Manager, Revenue Operations
About Mimecast
The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted. Work Protected.
About the Position
Revenue Operations is looking for a Manager, Revenue Operations to support how Mimecast contracts and bundles its products and plans. Working closely with Sales, Finance, Product, Legal, and IT/GTM Business Systems, you will help ensure contracting, licensing, and bundling processes create clear customer value, support revenue goals, and make it easier for customers and partners to do business with Mimecast. You will also help maintain clean, reliable data across Salesforce.com and downstream reporting systems.
Reporting to the Senior Director, Revenue Operations, you will help execute the roadmap for MSP modernization, new product introductions, and the systems and process changes needed to support new pricing and billing models. You will support cross-functional alignment and represent this workstream to internal stakeholders.
What You'll Do
Support the operationalization of product and plan contracting and bundling, with a focus on customer value, simplicity, transparency, and accurate reporting.
Streamline licensing for new customers, migrations, expansions, and amendments in Mimecast's systems.
Gather and relay field and customer feedback between Revenue Operations and Product to help shape bundling strategy.
Simplify quotes and contracts through standardized structures and outputs that clearly communicate unit measures, duration, value, and key terms.
Support updated pricing and billing models, including consumption-based models for MSPs, standard resellers, and direct customers.
Partner with Product, Deal Desk, Legal, Finance, and Sales Operations to refine contract and bundle structures, execute and monitor promotions, and scale processes as deal complexity grows.
Coordinate contracting, licensing, and quoting readiness for new and acquired product introductions with Product and Product Marketing.
Work with IT, Finance, and GTM Business Systems to align quoting processes with reporting, accurately represent ARR and other measures in systems of record, and automate pricing plays and quote outputs.
Maintain licensing and renewal playbooks with Licensing and Renewals and Deal Desk, and guide licensing teams on common deal types.
Develop product and plan migration mechanisms, including quote generation for new bundles and End of Life and End of Sale considerations.
Represent Revenue Operations in cross-functional contracting and licensing discussions; communicate progress, risks, and open items to relevant stakeholders.
What You'll Bring
Experience executing process improvements and collaborating with cross-functional partners.
A solid understanding of Salesforce.com, including CPQ and opportunity and quote objects, and how contract structure affects ARR and reporting accuracy.
The ability to build working relationships across Sales, Finance, Product, Product Marketing, Legal, and IT/Business Systems.
Strong analytical and process-design skills, with attention to detail in complex contract and licensing structures.
Experience working independently on Deal Desk, Sales or Revenue Operations, contracts, or GTM Business Systems work in a SaaS or subscription-based business.
Experience with RCA or NetSuite ERP is a plus.
Exposure to channel and MSP business models, including portal-based quote-to-order processes, is a plus.
Experience supporting product launches, pricing model changes, or platform migrations is a plus.
The base salary range for this position is 96,000 - 144,000 CAD plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
Belonging at Mimecast
Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.
We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.
We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.
Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.