VP, Revenue Operations & GTM Engineer

1 week, 1 day ago
Full-time
Executive
Data Science and Analytics
SecurityScorecard

SecurityScorecard

SecurityScorecard is a cybersecurity company that provides a powerful AI-driven platform to identify and eliminate cyber risks across all attack surfaces.

IT Services
251-1K
Founded 2014
$292M raised

Description

  • Own the full lead-to-cash process across Sales, Marketing, and Customer Success, including territory design, pipeline management, quota setting, deals desk, and GTM process discipline at scale.
  • Redesign MQL-to-SAL handoff logic by product line to support the company’s transition to a multi-product solutions platform.
  • Build alerting and accountability systems to maintain high data quality and keep teams current in Salesforce.
  • Lead customer insights and the Deals Desk function.
  • Continuously optimize territory assignment based on attainment and addressable TAM.
  • Architect and deploy agentic GTM workflows using Claude, Salesforce Agentforce, and supporting tools.
  • Own the Salesforce Agentforce implementation roadmap, including AI prospecting and AI quoting, while driving user adoption.
  • Build AI-powered lead scoring, ICP-fit routing, and signal-based outbound triggers using the company’s threat intelligence.
  • Build and own the revenue forecast methodology and ensure executive- and board-level trust in the numbers.
  • Own and automate the weekly GTM pulse artifact and drive weekly CRO pipeline reviews, monthly CFO revenue reporting, and SLT communications.
  • Own the architecture, data flows, and SDLC of the revenue technology ecosystem beyond the admin layer.
  • Manage Salesforce as the system of record, including data hygiene, workflow design, and process flows.
  • Develop Snowflake as the data warehouse and AI input layer for GTM intelligence.
  • Drive Tableau adoption as the self-service analytics platform for the revenue team.
  • Leverage Gainsight for customer insights and broader GTM intelligence.

Requirements

  • Experience building real-time RevOps systems, including AI-powered forecasting, agentic workflows, and analytics infrastructure.
  • Ownership of core revenue operations fundamentals such as territory design, quota setting, deals desk, and forecast accountability in a company growing 20%+ year over year.
  • Proven forecast accuracy within 5-10% over multiple years.
  • Hands-on experience with Salesforce Agentforce, Claude or other LLMs, Snowflake, Tableau, Gainsight, n8n/Zapier, and Outreach/Salesloft.
  • Strong judgment on when to use scrappy AI tools versus out-of-box Salesforce solutions.
  • Experience managing full revenue technology architecture, data flows, and SDLC, not just Salesforce administration.
  • Ability to drive user adoption for new GTM technology and process changes.
  • Experience leading GTM reporting and executive communication on forecast risk and performance.
  • Familiarity with lead-to-cash processes across Sales, Marketing, and Customer Success.
  • No immigration sponsorship provided for this position.

Benefits

  • Competitive salary with an estimated total compensation range of $325,000 - $350,000 (base plus bonus).
  • Annual performance-based incentive compensation awards and equity eligibility.
  • Stock options.
  • Health benefits.
  • Unlimited PTO.
  • Parental leave.
  • Tuition reimbursement.
  • Equal employment opportunity and reasonable accommodation support.

Interested in this position?

Apply directly on the company website

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