Head of Revenue Operations

About Adaptive:

Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks, founded by Brian Long and Andrew Jones—proven entrepreneurs behind Attentive (Forbes Cloud 100, $10B+ valuation) and TapCommerce (acquired by Twitter). In April 2025, Adaptive raised $43M, led by a16z and the OpenAI Fund, marking OpenAI's first-ever cybersecurity investment.

As generative AI drives new cyber threats, Adaptive is building the defense layer every organization needs. Our platform combines personalized security training, AI-driven attack simulations, and automated threat triage, all powered by the Adaptive Risk Intelligence Engine to quantify human risk at the individual level. Trusted by top banks, tech companies, and healthcare organizations, we protect teams from emerging threats like deepfakes, smishing, and voice scams. With a solid product foundation and a $200B+ market to transform, we're just getting started.

Role:

We’re hiring a Head of Revenue Operations to build and lead the backbone of our go-to-market engine. This is a strategic and tactical role focused on helping our Sales, Marketing, and Customer Success teams operate at maximum efficiency and scale.

Based in our San Francisco HQ, you’ll be responsible for optimizing revenue processes, maintaining and improving our Salesforce instance, driving forecasting accuracy, and delivering insights to guide high-impact decisions across the GTM org.

You’ll report directly to the VP of Sales and partner closely with Finance, Product, and Marketing to help us scale from early-stage startup to a repeatable, metrics-driven machine.

What You’ll Do

• Own and optimize our Salesforce instance and associated GTM tech stack (e.g., Outreach, Gong, HubSpot, etc.)
• Build dashboards, reports, and workflows to drive visibility and accountability across Sales and Customer Success
• Design and maintain accurate forecasting models and pipeline hygiene practices
• Define, document, and enforce scalable revenue processes—deal desk, stage progression, handoffs, SLAs
• Partner with Marketing to measure and optimize funnel conversion and lead scoring
• Collaborate with Finance on quota planning, compensation design, and territory strategy
• Support sales enablement efforts with tools, data, and process insights
• Lead revenue operations initiatives across CRM automation, data hygiene, and performance analysis

Who You Are

• 6–10+ years in revenue operations, sales operations, or GTM systems in B2B SaaS environments
• Expert in Salesforce administration, workflows, custom objects, and reporting
• Experience owning RevOps strategy at a scaling company—from ~$1M ARR to $50M+
• Strong analytical and modeling skills—you know how to tell a story with data
• Deep understanding of B2B sales funnels and enterprise buying cycles
• Highly organized, detail-oriented, and systems-minded—you build things that scale
• Comfortable working in-office in San Francisco with a fast-moving GTM team

What We Offer

• Strategic seat on the ground floor of one of the most exciting cybersecurity startups in the world
• Equity in a high-upside, venture-backed business with seasoned founders
• Premium healthcare, vision, and dental coverage
• A culture that values speed, precision, and high ownership
• An in-office team in San Francisco building something that matters