Director of Sales Operations

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🔥 15 hours ago

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CISPA Helmholtz Center for Information Security

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2011

🔒 Cybersecurity

🤖 Artificial Intelligence

Cybersecurity • Artificial Intelligence • Research

CISPA Helmholtz Center for Information Security is a national Big Science institution within the Helmholtz Association of German Research Centers. It explores information security in all its facets to address major challenges in cybersecurity and trustworthy artificial intelligence. Renowned for its cutting-edge foundational and applied research, CISPA aims to cover the full spectrum from theoretical insights to empirical studies, positioning itself as a global leader in the cybersecurity field and a training ground for the next generation of experts and leaders in the domain.

📋 Description

• Own the go-to-market tech stack end-to-end, starting with HubSpot as the source of truth and extending through prospecting, forecasting, enablement, and analytics tools. • Run weekly, monthly, and quarterly forecast calls, and turn a messy pipeline into a defensible number that the CRO and CEO can put in front of the board. • Design territories, quotas, and comp plans that actually motivate the right behavior, and revisit them when the data says they aren't working. • Build the reporting layer that tells leadership what is really happening, including pipeline coverage, conversion rates by stage, win rates by segment, and rep-level performance against ramp. • Instrument the sales process so every deal leaves an evidence trail, and lead the deal reviews where that evidence gets pressure-tested. • Partner with marketing on lead flow, attribution, and pipeline handoff, so both sides are arguing from the same dataset rather than from feelings. • Manage the RevOps roadmap and, over time, hire and lead a small team underneath you.

🎯 Requirements

• You have run sales operations at a Series B through D B2B software company, ideally one that grew from a handful of enterprise reps to several dozen. • You are fluent in HubSpot or Salesforce at the level of workflows, custom objects, and reporting, and you know when to build in the CRM versus when to push data into a warehouse. • You can write SQL well enough to answer your own questions rather than waiting on the data team. • You have opinions about forecast methodology and can explain the tradeoffs between weighted pipeline, commit and best-case rollups, and bottoms-up rep forecasts. • You have designed comp plans that survived contact with a real sales floor. • You have worked at a smaller startup, or you are genuinely excited about what it takes to help a phenomenal one grow. • Extra credit if: • You have supported an enterprise security or infrastructure sales team, and you understand the rhythms of six- and seven-figure deals with long procurement cycles. • You have run RevOps through a pricing model change, a segment expansion, or the introduction of a channel motion. • You have integrated a CPQ, a data enrichment tool, or a conversation intelligence platform into a working stack without breaking everything else.

🏖️ Benefits

• Flexible work arrangements • Professional development opportunities