Director, RevOps Strategy – Operations

Job not on LinkedIn

🔥 1 minute ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

⚙️ Operations

👻 Ghost score 11%

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Keeper Security, Inc.

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2011

🔒 Cybersecurity

☁️ SaaS

🏢 Enterprise

💰 Private Equity Round - Keeper Security on 2023-05

Cybersecurity • SaaS • Enterprise

Keeper Security, Inc. is a cybersecurity company that delivers cloud-first, zero-trust privileged access management (PAM) and password management solutions. Its KeeperPAM platform, secrets manager, endpoint privilege manager, and related products secure credentials, sessions, and remote access for enterprises, MSPs, and public-sector organizations using end-to-end encryption and a zero-knowledge architecture. Keeper operates primarily as a SaaS provider, emphasizes stringent compliance (FedRAMP, ISO, SOC 2, FIPS, PCI DSS, HIPAA), and is focused on preventing data breaches and managing privileged access across large-scale environments.

📋 Description

• Run the GTM planning cycle end to end with Finance, Sales leadership, and HR, owning the bottom-up capacity and pipeline model and reconciling it with Finance’s top-down targets • Design segmentation, coverage, and headcount models across New Business, Growth, Renewals, MSP, Channel, and Public Sector, while pressure-testing supporting capacity across Solutions Engineering, Customer Success, and Deal Desk • Establish an equitable quota methodology, allocate quotas across every channel and motion, and design territories based on opportunity, including book-of-business cuts for expansion and renewal teams • Manage in-year territory and quota changes for new hires and transfers • Lead compensation plan design with Finance and HR, including modeling payout and attainment scenarios and arbitrating plan policy questions • Use TAM, whitespace, and install-base data to size new segments and routes to market, including partners, MSP, distribution, and self-service • Represent planning on pricing decisions and model their revenue and attainment impact in partnership with the Pricing Manager • Run the weekly pipeline council, forecast cadence for every sales team, and Monday KPI email, while preparing QBR and executive materials with Field Operations leads • Own key business KPIs, including bookings versus plan, bookings per ramped representative, retention, win rate, and large-deal volume, while ensuring reports remain accurate, well used, and relevant • Inspect and improve sales process quality across routing, account assignment, stage management, and handoffs between New Business, CSMs, and Renewals, while holding the sales organization to CRM standards established by GTM Governance • Turn install-base data into Strategic account plans, expansion plays, upsell and cross-sell opportunities, and higher PAM attach • Build deal strategy frameworks and playbooks in partnership with Enablement • Hire, develop, and lead the Planning and Field Operations teams, setting clear objectives, managing performance, and building career paths for analysts • Partner with Rev Systems & Tools to maximize the value of GTM tools and scope AI automation that removes manual work • Determine where AI agents can perform work that would otherwise require an additional hire • Lead cross-functional projects from problem definition through measured impact and partner with Business Transformation to ensure company initiatives are implemented consistently across every region

🎯 Requirements

• 10+ years of experience in Revenue Operations, Sales Operations, Business Operations, Strategy, or a related field • 4+ years of experience leading revenue operations or sales operations teams in a SaaS or technology organization • Proven experience developing and executing revenue strategies that support growth, scalability, and operational efficiency • Strong experience with revenue planning, forecasting, pipeline management, territory design, quota setting, and performance management • Demonstrated ability to analyze complex business data, build executive dashboards, and translate insights into clear recommendations and measurable action plans • Deep understanding of the B2B SaaS revenue lifecycle, including marketing, sales, customer success, renewals, and expansion • Experience managing and optimizing CRM and revenue technology ecosystems; Salesforce experience preferred • Strong financial acumen and experience partnering with Finance on modeling, planning, compensation, and forecasting • Exceptional communication, presentation, and stakeholder management skills, with the ability to influence senior leaders and collaborate effectively across departments • Strong project management skills with the ability to manage multiple strategic initiatives simultaneously • Highly organized, detail-oriented, and comfortable operating in a fast-paced, evolving environment with a continuous improvement mindset • Experience in cybersecurity or identity and access management, or selling to Public Sector (SLED and Federal) preferred • Bachelor’s degree in Business, Finance, Economics, Marketing, or a related field; MBA preferred

🏖️ Benefits

• Medical, Dental & Vision (inclusive of domestic partnerships) • Employer Paid Life Insurance & Employee/Spouse/Child Supplemental life • Voluntary Short/Long Term Disability Insurance • 401K (Roth/Traditional) • A generous PTO plan that celebrates your commitment and seniority (including paid Bereavement/Jury Duty, etc)

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