We are a fast-growing Series C cybersecurity SaaS company serving mid-market and enterprise customers globally.

The go-to-market organization includes:

• 5 Sales & Revenue mid-managers

• 4 teams of ~7 Account Executives (AEs)

• 1 Business Development team of ~10 BDMs

• 1 Sales Ops Manager

As we scale toward the next growth phase, we are investing in best-in-class Revenue Operations to improve predictability, efficiency, and decision-making across Sales, Marketing, and Finance.

Role Overview

The Sales Operations Director owns the operational backbone of the revenue engine.

This leader is responsible for designing, scaling, and running the systems, processes, and insights that enable Sales and BDR teams to hit aggressive growth targets while ensuring forecast accuracy, data integrity, and execution discipline.

This is a strategic + hands-on role: you will set direction but also roll up your sleeves to solve real problems with CRO, Sales Leaders, Finance, and Marketing.

Core Responsibilities

1. Revenue & Sales Operations Leadership

• Own the end-to-end Sales Operations function, including pipeline management, forecasting, quota attainment, and performance tracking

• Serve as the right hand of the CRO on operational topics: coverage models, capacity planning & sales efficiency

• Partner closely with Sales Managers to turn strategy into repeatable execution

• Provide pricing support to sales teams, ensuring margin targets are achieved, in coordination with the CRO and Finance

2. Forecasting, Planning & Performance Management

• Build and run a reliable forecasting cadence (monthly/quarterly)

• Refine and track core Sales KPIs: pipeline coverage, win rates, cycle length, attainment, ramp, churn/expansion inputs, etc.

• Support executive and board-level reporting with clear, actionable insights

3. Systems, Tools & Data

• Own the Sales tech stack (HubSpot, Clari, Loopio, sales engagement, etc.)

• Ensure data accuracy, hygiene, and adoption across teams

• Support tools and processes adoption and usage

• Translate business needs into system improvements, not the other way around

• Act as the single point of truth for revenue data

4. Cross‑Functional Revenue Alignment

• Work closely with the CFO on:

1. Revenue modeling & predictability

2. Bookings vs ARR vs cash alignment

3. Compensation plans & incentive mechanics

• Partner with the CMO / Marketing Ops on:

1. Funnel definitions & MQL → SQL handover

2. Lead attribution and ROI

3. Pipeline coverage and demand planning

5. Process Design & Scaling

• Design and continuously improve core GTM processes:

1. Revenue modeling & predictability

2. Bookings vs ARR vs cash alignment

3. Compensation plans & incentive mechanics

• Balance structure and flexibility in a scaling organization

• Reduce friction for sellers while raising execution standards

6. Compensation & Incentives (with Finance, HR & CRO)

• Design, maintain, and evolve sales compensation plans aligned with company growth goals

• Ensure clarity, fairness, and scalability across AEs, BDMs, and managers

• Own comp plan modeling, simulations, and payout accuracy

We are a fast-growing Series C cybersecurity SaaS company serving mid-market and enterprise customers globally.

The go-to-market organization includes:

• 5 Sales & Revenue mid-managers

• 4 teams of ~7 Account Executives (AEs)

• 1 Business Development team of ~10 BDMs

• 1 Sales Ops Manager

As we scale toward the next growth phase, we are investing in best-in-class Revenue Operations to improve predictability, efficiency, and decision-making across Sales, Marketing, and Finance.

Role Overview

The Sales Operations Director owns the operational backbone of the revenue engine.

This leader is responsible for designing, scaling, and running the systems, processes, and insights that enable Sales and BDR teams to hit aggressive growth targets while ensuring forecast accuracy, data integrity, and execution discipline.

This is a strategic + hands-on role: you will set direction but also roll up your sleeves to solve real problems with CRO, Sales Leaders, Finance, and Marketing.

Core Responsibilities

1. Revenue & Sales Operations Leadership

• Own the end-to-end Sales Operations function, including pipeline management, forecasting, quota attainment, and performance tracking

• Serve as the right hand of the CRO on operational topics: coverage models, capacity planning & sales efficiency

• Partner closely with Sales Managers to turn strategy into repeatable execution

• Provide pricing support to sales teams, ensuring margin targets are achieved, in coordination with the CRO and Finance

2. Forecasting, Planning & Performance Management

• Build and run a reliable forecasting cadence (monthly/quarterly)

• Refine and track core Sales KPIs: pipeline coverage, win rates, cycle length, attainment, ramp, churn/expansion inputs, etc.

• Support executive and board-level reporting with clear, actionable insights

3. Systems, Tools & Data

• Own the Sales tech stack (HubSpot, Clari, Loopio, sales engagement, etc.)

• Ensure data accuracy, hygiene, and adoption across teams

• Support tools and processes adoption and usage

• Translate business needs into system improvements, not the other way around

• Act as the single point of truth for revenue data

4. Cross‑Functional Revenue Alignment

• Work closely with the CFO on:

1. Revenue modeling & predictability

2. Bookings vs ARR vs cash alignment

3. Compensation plans & incentive mechanics

• Partner with the CMO / Marketing Ops on:

1. Funnel definitions & MQL → SQL handover

2. Lead attribution and ROI

3. Pipeline coverage and demand planning

5. Process Design & Scaling

• Design and continuously improve core GTM processes:

1. Revenue modeling & predictability

2. Bookings vs ARR vs cash alignment

3. Compensation plans & incentive mechanics

• Balance structure and flexibility in a scaling organization

• Reduce friction for sellers while raising execution standards

6. Compensation & Incentives (with Finance, HR & CRO)

• Design, maintain, and evolve sales compensation plans aligned with company growth goals

• Ensure clarity, fairness, and scalability across AEs, BDMs, and managers

• Own comp plan modeling, simulations, and payout accuracy