Sales Operations Director

Role Overview

The SalesOperations 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

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.

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.

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.

Cross‑Functional Revenue Alignment

• 1. Revenue modeling & predictability (with CFO).
  2. Bookings vs ARR vs cash alignment.
  3. Compensation plans & incentive mechanics.
• 1. Funnel definitions & MQL → SQL handover (with CMO).
  2. Lead attribution and ROI.
  3. Pipeline coverage and demand planning.

Process Design & Scaling

• 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.

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.

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 organization (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 opinions.

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.