Sales Operations Director

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

The go-to-market organization includes:

• 5Sales& 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 RevenueOperations to improve predictability, efficiency, and decision-making acrossSales, 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 enableSalesand 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,SalesLeaders, Finance, and Marketing.

Core Responsibilities

• Own the end-to-endSalesOperationsfunction, including pipeline management, forecasting, quota attainment, and performance tracking
• Serve as the right hand of the CROon operational topics: coverage models, capacity planning &salesefficiency
• Partner closely withSalesManagers to turn strategy into repeatable execution
• Provide pricing support tosalesteams, ensuring margin targets are achieved, in coordination with the CRO and Finance

• Build and run a reliable forecasting cadence(monthly/quarterly)
• Refine and track coreSalesKPIs: pipeline coverage, win rates, cycle length, attainment, ramp, churn/expansion inputs, etc.
• Support executive and board-level reporting with clear, actionable insights

• Own theSalestech stack(HubSpot, Clari, Loopio,salesengagement, etc.)
• Ensure data accuracy, hygiene, and adoptionacross 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

• Work closely with the CFOon:

1. Revenue modeling & predictability
2. Bookings vs ARR vs cash alignment
3. Compensation plans & incentive mechanics

• Partner with the CMO / Marketing Opson:

1. Funnel definitions & MQL → SQL handover
2. Lead attribution and ROI
3. Pipeline coverage and demand planning

• 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 flexibilityin a scaling organization
• Reduce friction for sellers while raising execution standards

• Design, maintain, and evolvesalescompensation plansaligned with company growth goals
• Ensure clarity, fairness, and scalability across AEs, BDMs, and managers
• Own comp plan modeling, simulations, and payout accuracy

Must‑Have

• 12/15+ years inSalesOps / Rev Opsroles in B2B SaaS, ideally including cybersecurity or developer / tech-led products
• Proven experience in a post-Series B / Series Cscaling environment
• Strong exposure to multi-teamsalesorgs(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 internationalsalesorgs (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,SalesLeaders, Finance, and Marketing
• High standards, low ego: sets the bar, owns outcomes
• Comfort with ambiguityin fast-growing environments
• Able to challenge leaders with data, not opinions

Why Join

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