Job description

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:

Revenue modeling & predictability
Bookings vs ARR vs cash alignment
Compensation plans & incentive mechanics

Partner with the CMO / Marketing Ops on:

Funnel definitions & MQL → SQL handover
Lead attribution and ROI
Pipeline coverage and demand planning

5. Process Design & Scaling

Design and continuously improve core GTM processes:

Revenue modeling & predictability
Bookings vs ARR vs cash alignment
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

Profile

Must-Have

12/15+ years in Sales Ops / Rev Ops roles in B2B SaaS, ideally including cybersecurity or developer / tech-led products
Proven experience in a post-Series B / Series C scaling environment
Strong exposure to multi-team sales orgs (AEs + BDRs, managers, regions, segments)
Excellent analytical skills, able to go from data to executive-level insights
Hands-on experience owning HubSpot and forecasting processes
Proficient in using AI to optimize everyday tasks and processes

Nice-to-Have

Experience supporting ARR growth from €10–50M+
Exposure to international sales orgs (EMEA / US)
Prior involvement in board reporting or investor-facing metrics
Familiarity with modern RevOps / forecasting tooling

Traits We’re Looking For

Operator mindset: pragmatic, structured, execution-focused
Business partner: trusted by CRO, Sales Leaders, Finance, and Marketing
High standards, low ego: sets the bar, owns outcomes
Comfort with ambiguity in fast-growing environments
Able to challenge leaders with data, not opinion

Why Join

Seat at the table with C‑level leadership
Direct impact on growth, predictability, and valuation
Opportunity to build a world-class Revenue Operations function at scale
Cybersecurity market with strong long-term tailwinds

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