10-15 years in Revenue Operations, Sales Operations, or GTM strategy within B2B SaaS
Proven experience scaling GTM operations at high-growth enterprise SaaS startups
Demonstrated ability to build and lead a Revenue Operations team
Skilled in designing scalable processes for cross-functional initiatives at the executive level
Strong analytical skills with expertise in funnel metrics and SaaS KPIs
Exceptional communication and storytelling skills for executive and board-level presentations
Results-oriented with a strong bias toward action.
Responsibilities
Own pipeline and revenue forecasting; lead annual and quarterly GTM planning
Build and define the structure of the Revenue Operations function; hire and develop the team
Design and optimize end-to-end lead-to-cash and customer lifecycle processes
Oversee CRM architecture and GTM technology stack; ensure data governance and automation
Align company strategy with executable GTM plans across functions
Conduct analysis on pipeline health and GTM efficiency; drive strategic revenue initiatives.
Benefits
Opportunity to work in a new category within a $180 billion industry
Stock options to share in the company's success
Comprehensive health and welfare package (Medical, Dental, Vision, Life, EAP, Legal Services, 401k)
Flexible time off policy including Winter Break
Access to the latest technology and branded swag
Opportunities for team bonding and social connections.
Activities include hiking, food events, and music-related gatherings.
Full Job Description
About the role:
We're at a tipping point. We've built a solid foundation - now it's time to go from 1 to 10. The VP, Revenue Operations will architect the predictable, scalable revenue engine across Sales, Marketing, and Customer Success that powers that next chapter. Reporting directly to our CEO, Shikhar Shrestha, this executive will be the connective tissue of our GTM organization - setting strategy, building the team and systems, and instilling operational rigor as we scale.
You will own the rhythm of the business across forecasting, analytics, systems, process design, and pipeline governance, and you'll build and lead the Revenue Operations function as the company grows. This role is ideal for a strategic operator and proven leader who thrives at the intersection of insight, execution, and cross-functional leadership - and who wants to make a measurable, company-level impact in a rapidly growing, mission-driven organization.
What you'll do:
Forecasting & Planning: Own pipeline, bookings, and ARR forecasting; lead annual and quarterly GTM planning (quotas, territories, capacity), run QBRs, and partner with Finance and Sales leadership on comp design. Ensure top-down and bottom-up forecasts pencil across Marketing, Sales, and CS, and present forecast and GTM performance to the executive team and board.
Team Leadership: Build and lead the Revenue Operations function - define its structure, hiring roadmap, and operating model, and hire and develop the team as the company scales.
Process & Funnel Optimization: Design and refine end-to-end lead-to-cash and customer lifecycle processes; improve funnel conversion and eliminate operational friction across the GTM motion.
Systems & Data Management: Own CRM architecture (HubSpot, Salesforce), the GTM tech stack, data governance, and automation strategy, including tool consolidation and upleveling. Deliver dashboards and self-serve analytics that become the single source of truth for the business.
Cross-Functional Alignment: Translate company strategy into executable GTM plans; partner with Sales, Marketing, CS, Product, and Finance leadership to align goals, investments, and execution.
Insights & Strategy: Deliver actionable analysis on pipeline health, marketing-to-sales conversion, rep performance, churn/expansion patterns, and GTM efficiency; identify and drive the strategic initiatives that move the revenue engine forward.
What you'll bring:
10-15 years of Revenue Operations, Sales Operations, or GTM strategy experience in B2B SaaS, including supporting high-growth enterprise sales motions - candidates with exclusively tactical Sales Operations experience will not be a fit for this role
Experience scaling GTM operations through hypergrowth at an enterprise B2B SaaS startup - you've built the operational infrastructure (forecasting, planning, systems, territory design) for a company transitioning from early GTM to a repeatable, multi-segment enterprise motion
Experience building and leading a Revenue Operations (or equivalent GTM operations) function, including hiring and developing a team
Proven ability to design scalable processes and lead complex cross-functional initiatives at the executive level
Strong analytical and modeling skills; deep fluency in funnel metrics and SaaS KPIs
Exceptional communication, stakeholder management, and executive- and board-level storytelling
Sets a high bar and consistently delivers excellence; a relentless builder with a strong bias toward action
Why join us:
We are creating an entirely new category within a 180+ billion-dollar physical security industry and looking for team members who are also passionate about our mission to prevent every security incident possible
We have an impressive customer roster of F500 companies including Adobe, VMware, and SentinelOne
Regular Full-time employees receive stock options for the opportunity to share ownership in the success of our company
We offer flexible time off to rest and recharge including Winter Break (time off between Christmas and New Year's for most roles depending on customer demand)
The latest tech and awesome swag delivered to your door
Enjoy a full range of opportunities to connect with your awesome co-workers
We love to hike, are foodies, and love music! Check out our most recent Ambient Spotify Playlist
