Staff Revenue Operations Manager

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🔥 51 minutes ago

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Horizon3.ai

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2019

Horizon3.ai's mission is to help you find and fix attack vectors before attackers can exploit them. NodeZero, our autonomous penetration testing solution, enables organizations to continuously assess the security posture of their enterprise, including external, identity, on-prem, IoT, and cloud attack surfaces.

📋 Description

• Serve as the primary sales operations partner to AMER Enterprise Sales and AMER Channel & MSP leadership, supporting the respective VPs and their teams across both end-user and partner motions • Own the forecasting process for both ENT and MSP/MSSP, including weekly pipeline reviews, call preparation, and executive-level reporting with clear, actionable narratives • Monitor pipeline health, coverage ratios, stage conversion, and deal velocity across the Enterprise (5,000+ employee accounts) and MSP/MSSP segments • Analyze funnel performance, win rates, and rep productivity (pipeline per rep, attainment, conversion) to surface risks and opportunities for leadership across both motions • Drive CRM hygiene and opportunity data quality standards across ENT AEs and MSP AEs, including proper model-type tagging, partner attribution, and forecast exclusion flagging for co-sell deals • Operationalize and enforce the MSP/MSSP Rules of Engagement (ROE), including co-sell workflows, dual-credit scenarios, opportunity exclusion logic, and end-user engagement documentation requirements • Partner with Partner Operations and Channel teams on MSP program mechanics, deal registrations, Pax8 attribution, and AWS Marketplace workflows • Act as a strategic partner to the Director of Global Sales Operations in shaping the AMER ENT and MSP/MSSP operating model, covering how the business is structured, measured, and scaled • Lead capacity and headcount planning for both segments, helping to model coverage needs, ramp assumptions, and rep productivity expectations as the AMER team grows • Own quota design and annual planning processes for ENT and MSP/MSSP, partnering with Finance and RevOps to ensure plans are aligned to company targets and drive the right selling behaviors • Develop and maintain compensation strategy inputs for ENT AEs and MSP AEs, including co-sell crediting models and Everstage crediting accuracy for dual-credit scenarios • Serve as a key contributor to Rules of Engagement design and updates, advising on account ownership policies, expansion windows, and ENT/MSP co-sell governance as the business evolves • Support territory design and account segmentation as the ENT and MSP teams scale, ensuring coverage models are efficient and equitable • Contribute to executive and board-level reporting, translating ENT and MSP performance data into clear operating narratives • Partner with RevOps Systems teams to ensure Salesforce workflows, routing logic, and reporting infrastructure accurately reflect both the ENT and MSP/MSSP motions

🎯 Requirements

• 8+ years of experience in Sales Operations or Revenue Operations, with demonstrated progression in scope and complexity • Experience supporting Enterprise sales teams or large-deal, complex-cycle selling environments • Experience with partner, channel, or MSP/MSSP sales operations, including co-sell models, dual-credit compensation, and partner program mechanics • Deep fluency in Salesforce, covering opportunity management, pipeline reporting, territory logic, and data governance • Strong command of forecasting methodologies and pipeline inspection frameworks • Experience with quota design, capacity planning, and territory optimization at the Enterprise segment level • Ability to operate across two distinct business motions simultaneously, managing competing priorities with rigor and stakeholder alignment • Experience with tools such as Gong, DealHub, Everstage, and ZoomInfo is a strong plus • Clear, data-driven communication style with the ability to translate complex operational data into executive-ready insights • Recognized organizational influence with the ability to shape how the business defines, measures, and improves its go-to-market operations across multiple teams • Ability to diagnose systemic issues and drive structural improvements, not just execute within existing frameworks • A track record of working directly with senior sales leadership as a trusted planning and strategy partner, not just an operational support function.

🏖️ Benefits

• Health, vision & dental insurance for you and your family • Flexible vacation policy • Generous parental leave • Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive. • Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities. • Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. • Hybrid & Remote Work: We embrace a mix of remote and hybrid work models depending on role and location.