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Head of Revenue Operations

2 days, 15 hours ago
United States
Full-time
Lead
Sales Operations
Sales and Business Development
Carbon Black CRM CrowdStrike Databricks GCP Salesforce Snowflake
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Obsidian Security

Obsidian Security

Obsidian Security is a Southern California-based company at the forefront of cybersecurity, artificial intelligence, and hybrid cloud environments. They offer a comprehensive security solution for businesses, including advanced threat protection, insid...

Internet Software & Services
51-250
Founded 2017
$30M raised
View All Jobs 24

Description

  • Lead GTM, Post Sales, Marketing, and Strategic Initiatives operations, developing strategies and ensuring effective execution.
  • Partner with GTM leadership to understand business needs and align team outputs and roadmap accordingly.
  • Design, develop, and continuously optimize the GTM reporting suite to improve decision-making.
  • Own executive operating cadences, including forecast reviews, pipeline reviews, quarterly business reviews, and strategic planning.
  • Work with the data team to build meaningful datasets, dashboards, and clear narratives from complex analysis.
  • Support GTM projects and initiatives with ad hoc reporting and analysis.
  • Lead annual and in-year GTM planning, including capacity planning, territory design, quota setting, compensation planning, organizational design, and investment prioritization.
  • Own executive and board-level reporting with consistent definitions, metrics, and business narratives.
  • Identify opportunities to automate and scale reporting assets, improve data quality, and expand self-service analytics, including through Agentic AI.
  • Develop the long-term Reporting and Insights team strategy, roadmap, and hiring plan.
  • Partner with Data and Systems leadership to set priorities, governance, and execution plans across GTM.
  • Drive alignment across Sales, Marketing, Post Sales, and Finance to ensure operational consistency and execution against company objectives.

Requirements

  • 9+ years of experience in Sales Operations, Consulting, Business Reporting, or related functions.
  • 5+ years of experience with CRM and BI reporting tools.
  • Proven ability to influence executive leadership through data, operational rigor, and clear communication.
  • Deep experience in SaaS forecasting, pipeline management, revenue planning, territory design, quota setting, and compensation administration.
  • Comprehensive understanding of Sales, Marketing, CS, and Finance metrics in a SaaS or subscription software environment.
  • Strong business acumen and analysis skills, including written communication and presentation development.
  • Comfort working across tasks ranging from spreadsheet analysis to presenting to the Board of Directors.
  • Systems-thinking mindset with an ability to consider long-term and downstream impacts.
  • Start-up work ethic and willingness to do whatever is necessary to get the job done.
  • Experience with automation and scaling of reporting and analytics processes, preferred.

Benefits

  • Competitive compensation with equity and 401(k).
  • Comprehensive healthcare with dental and vision coverage.
  • Flexible paid time off plus paid holiday time off.
  • 12 weeks of new parent or family leave.
  • Personal and professional development resources.
  • Base salary range of $220,000 to $240,000 USD.
  • Potential eligibility for sales commission or incentive compensation, depending on role or function.

Interested in this position?

Apply directly on the company website

Apply Now

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