10+ years in Sales Operations, Revenue Operations, or GTM strategy, with 5+ years in leadership roles.
Experience in high-growth B2B SaaS or cybersecurity companies.
Proven track record in enterprise sales with complex, multi-stakeholder deals.
Expertise in CRM systems, particularly HubSpot and Salesforce.
Strong analytical skills with fluency in SQL and BI tools like Tableau or Looker.
Experience in designing territories, quotas, and commission plans with Finance.
Familiarity with sales methodologies such as MEDDPICC or Challenger.
Responsibilities
Own revenue strategy and planning in collaboration with Sales and Finance.
Drive forecasting and ensure pipeline integrity with rigorous cadence.
Run the sales operating rhythm, including pipeline reviews and board-level reporting.
Optimize the sales process by improving deal qualification and workflows.
Enable the field by partnering with Sales Enablement for onboarding and tools.
Manage cross-functional data and analytics for business reviews across departments.
Deliver actionable insights through dashboards on sales performance and productivity.
Benefits
Hybrid work model in NYC office.
Transparent and conversational interview process.
Focus on real-world experience during interviews.
Full Job Description
Description
About the Role & Hiring Manager
As a leader, I value ownership, direct feedback, and accountability. Our team operates with urgency and high standards, and I expect real ownership of outcomes, proactive communication across teams, and a bias toward measurable impact. I'd rather you flag a risk early and challenge an assumption thoughtfully than wait for perfect information.
This role plays a critical part in our next phase of growth. You'll own forecasting, pipeline integrity, and the operating rhythm that turns our pipeline into predictable revenue, directly influencing how large enterprises secure and govern AI agents.
**This is a hybrid role in our NYC office**
What You'll Do
Own revenue strategy and planning: Partner with the Head of Sales and Finance on annual and quarterly planning, including quota setting, territory design, capacity modeling, and compensation plans.
Drive forecasting and pipeline integrity: Build a rigorous forecast cadence (weekly, monthly, quarterly), establish pipeline coverage and conversion benchmarks, and flag risks and opportunities early using AI deal scoring.
Run the sales operating rhythm: Lead pipeline reviews, QBRs, deal inspections, and board-level reporting, and make sure leadership has a single source of truth.
Optimize the sales process: Define and continuously improve stage definitions, deal qualification (e.g., BANT, MEDDPICC), lead routing, handoffs between BDR, AE, SE, and CS, and the quote-to-cash workflow, using AI to capture qualification data from calls, automate routing and handoff summaries, and surface process bottlenecks.
Enable the field: Partner with Sales Enablement on onboarding, playbooks, automation, and tooling so new hires ramp quickly and reps spend more time selling.
Ownership of cross-functional data and analytics cadence: Proven track record owning the data and analytics that drive weekly, monthly, and quarterly business reviews across Sales, Marketing, Customer Success, and Finance, including defining shared metrics, maintaining a single source of truth, and turning data into clear, actionable insights for executive leadership.
Deliver insights and analytics: Build dashboards and analyses on win rates, sales cycle, ASP, rep productivity, and channel performance, then translate them into recommendations.
Enable partner and channel motions: Support cloud marketplace processes, MSSP/reseller programs, and partner deal registration as the business scales.
Lead cross-functional initiatives: Align Marketing, Sales, and CS on shared funnel definitions, attribution, and handoffs, and drive change management across the org.
Requirements
10+ years in Sales Operations, Revenue Operations, or GTM strategy, with 5+ years in leadership, ideally at a high-growth B2B SaaS or cybersecurity company.
Proven experience supporting enterprise sales motions with long, multi-stakeholder cycles and complex deals.
Track record of scaling sales operations through Series B-D growth or similar stages, including building processes where little existed.
Deep expertise in CRM administration and architecture (HubSpot and Salesforce strongly preferred) and the broader sales tech stack.
Strong forecasting, financial modeling, and analytical skills; fluency in SQL and BI tools (Tableau, Looker, etc.) is a plus.
Experience designing territories, quotas, and commission plans in partnership with Finance.
Familiarity with sales methodologies such as MEDDPICC, Challenger, or Command of the Message.
Excellent communication and executive presence, with the ability to influence cross functional leadership and sales leaders.
Strong project management and change management skills, with a bias toward action in a fast-moving environment.
Comfort operating in a hybrid, global, cross-time-zone organization.
Bachelor's degree in business, finance, analytics, or a related field preferred
Interview Process
Our interview process is designed to be transparent, conversational, and focused on real-world experience.
Recruiter Screen (30 minutes) - Learn more about Zenity, the role, and how we work.
Hiring Manager Interview (45-60 minutes) - A deeper discussion about your experience and approach.
People Team Interview (45 minutes) - A conversation focused on collaboration, work style, and alignment.
Team Interview (30-45 minutes) - Meet potential teammates and explore team dynamics.
Compensation
The expected base salary range for this role is $180,000-210,000 depending on experience, skills, and location.
