Manager, Revenue Operations - Groups

Manager, Revenue Operations — Groups

The Opportunity

Engine is rebuilding business travel from the ground up — AI-native, high-velocity, and designed for scale. We connect 25,000+ businesses to a global network of 1M+ properties, airlines, and rental car partners — including a high-growth groups and meetings business that operates nothing like a standard outbound sales motion.

This is not a role for someone who will apply the SMB playbook to a fundamentally different buying motion. This is the person who owns the operational infrastructure for Groups at Engine — understanding the distinct seasonality, the different buyer, the unique deal structure, and the pipeline rhythms that make this motion work. You will sit inside the Groups pod and build the systems, the data layer, and the processes that let the team move with precision.

If you have supported a group or meetings-oriented sales motion and understand why it can’t be measured or managed like a transactional sale — this is your role.

The Motion You’ll Own

Groups at Engine is a distinct business. The buyer is different — event planners, executive assistants, travel managers, and procurement teams with different urgency curves and approval processes. The deal structure is different — room blocks, contracted rates, F&B minimums, and multi-property logistics that require a different CRM architecture than a standard hotel booking. The seasonality is different — with demand patterns tied to corporate event calendars, industry conferences, and budget cycles that don’t track with monthly quota periods.

Standard pipeline metrics don’t tell the right story here. RFP volume, conversion from RFP to signed block, attrition against contracted rooms, and revenue per group event are the metrics that matter. You will build the infrastructure to track them.

What You’ll Own

• Groups Pipeline Architecture: Own the CRM configuration and pipeline design for the Groups motion. Define stage logic that reflects how group deals actually progress — from initial inquiry through RFP, site selection, contract, and actualization.
• RFP Workflow & Tracking: Build and maintain the operational infrastructure around the RFP process. Volume tracking, response time SLAs, win/loss tagging, and the reporting that lets the team improve their conversion rate over time.
• Seasonality Modeling & Forecasting: Build the forecasting methodology that accounts for Groups’ distinct demand patterns. Quota-period forecasts that ignore seasonality are wrong — you will build the models that get them right.
• Attrition & Actualization Tracking: Own the metrics that matter post-contract: room block attrition, revenue actualization against contracted value, and the early warning signals that flag underperforming groups before they close short.
• CRM Hygiene & Process Enforcement: Set and enforce CRM standards for the Groups pod. The unique deal structure of group travel requires custom fields, custom stage logic, and custom reporting — you will build and own all of it.
• Quota & Comp Support: Partner with the VP of RevOps and Finance to model attainment and ensure the comp structure for Groups sellers reflects the longer cycle, the different deal economics, and the seasonality of the motion.
• Performance Analytics: Build the reporting layer that tells the Groups pod story — RFP conversion, average group size, revenue per event, and the pipeline metrics that matter in QBRs with leadership.

What We’re Looking For

Experience

• 4-6 years in Revenue Operations or Sales Operations — with preference for experience supporting group sales, event-based revenue, hospitality, or a similarly seasonal and complex buying motion
• Hands-on CRM experience (Salesforce preferred) — including building custom objects, stage logic, and reporting for non-standard sales processes
• Experience with RFP-based sales workflows, room block management, or event-driven pipeline tracking is a strong differentiator
• Demonstrated ability to build forecasting models that account for seasonality and non-linear deal progression
• Strong analytical foundation — you work with data fluently and can turn a messy actualization report into a clear business recommendation

Who You Are

• Motion-specific: you understand why Groups can’t be measured with the same metrics as outbound, and you build systems that reflect the actual buying process rather than forcing it into a generic template
• Seasonality-aware: your forecasts account for when groups actually book and actualize, not just when quota periods reset
• Detail-oriented on deal economics: you track contracted value, actualized revenue, and attrition because the gap between the two is where margin gets lost
• Builder who moves fast: you treat every manual RFP tracking process as a problem waiting to be solved permanently, and you do not wait for permission to improve something obvious
• Clear communicator: you can translate group deal complexity into clean pipeline data for leadership and clean process guidance for the sellers running the motion