Principal, Revenue Operations – GTM Execution

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🔥 1 minute ago

🇺🇸 United States – Remote

💵 $104k - $179.6k / year

⏰ Full Time

🔴 Lead

💹 Revenue Operations

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Coalfire

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2001

🔒 Cybersecurity

📋 Compliance

🏢 Enterprise

Cybersecurity • Compliance • Enterprise

Coalfire is a cybersecurity services provider that helps businesses improve their security resilience and streamline regulatory compliance. The company offers expert-led services, including threat-focused cybersecurity programs, compliance automation, risk management, and security advisory services across various industries such as financial services, healthcare, retail, and technology. Coalfire is known for its hacker and defender expertise, and its platforms are designed to fortify clients' cyber resilience, reduce attack surfaces, and accelerate the achievement of compliance objectives like FedRAMP and HITRUST.

📋 Description

• Own the MQL to opportunity handoff process — ensuring leads are routed correctly, followed up on promptly, and that no lead goes unactioned. • Partner with marketing to define and maintain lead quality standards, MQL definitions, and conversion benchmarks; hold both sides accountable to agreed service levels. • Monitor pipeline generation against targets on a weekly basis; identify gaps and hold teams accountable to commitments. • Serve as the primary point of escalation when pipeline generation is at risk — proactively surfacing issues to Sales Leadership before they become forecast problems. • Partner with the Director, Forecasting & Revenue Analytics to ensure top-of-funnel metrics connect to pipeline and bookings forecasts. • Coordinate across marketing, offering management, and delivery to ensure the field has the tools and content needed to execute — including pricing, bid sheets, scoping tables, proposal templates, and value messaging. • Own the relationship with Coalfire’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight. • Own and maintain Coalfire’s master GTM calendar — coordinating activity across marketing campaigns, events, offering launches, partner programs, SDR plays, AE activity, and training. • Travel as required by leadership — generally less than 20%

🎯 Requirements

• 10+ years of experience in Revenue Operations, Sales Operations, or a senior GTM operational role in a B2B environment • Demonstrated experience owning pipeline health and marketing-to-sales alignment at a senior level • Experience managing an outsourced or in-house SDR / BDR program • Proven ability to drive cross-functional alignment and accountability without direct authority • Proficiency in Salesforce and familiarity with marketing automation platforms • Bachelor’s degree in Business, Marketing, or a related field

🏖️ Benefits

• paid parental leave • flexible time off • certification and training reimbursement • digital mental health and wellbeing support membership • comprehensive insurance options