Head of Revenue Operations

About Salt Security

Salt Security is the leader in agentic and API security, protecting the world's most innovative enterprises from AI agent and API attacks. Agentic security is the practice of discovering and governing the relationships between LLMs, MCP servers, and the APIs that let AI agents take action. The Salt Security Agentic Security Platform secures the full agentic ecosystem, discovering all agents, MCP connections, and APIs, stopping attacks in real time, and eliminating vulnerabilities before they reach production. Salt Security was founded in 2016 and is backed by Sequoia Capital, S Capital, Tenaya Capital, Salesforce Ventures, Advent International, and other leading investors. For more information, visit salt.security.   

At Salt, we’re passionate about what we do. We work as a team and embrace new ideas, wherever they come from. We also enjoy all the benefits of a startup environment, including quickly seeing the results of your work, making an outsized impact on our company, and solving diverse challenges.

Want to make a big difference? We encourage you to apply!

 

Head of Revenue Operations

About the Role

We’re looking for a Head of Revenue Operations to lead and scale the operational engine behind Salt Security’s go-to-market organization.

This is a highly strategic and hands-on leadership role partnering closely with executive leadership and the Sales, Marketing, Customer Success, Finance, and Product organizations. You will own the strategy, processes, systems, data, and insights that enable our GTM teams to operate effectively and scale.

You’ll be responsible for creating greater visibility and predictability across the revenue organization — from annual planning and territory design to pipeline management, forecasting, reporting, and customer retention. You’ll also help identify where we can simplify, automate, and improve the way our teams work.

The ideal candidate combines strong business judgment and analytical thinking with the ability to roll up their sleeves and execute. You know how to turn data into actionable insights, build scalable processes, and partner with senior leaders to drive accountability and better business outcomes.

What You’ll Do

GTM Strategy & Planning. Partner with executive and GTM leadership on annual and quarterly planning, capacity and headcount modeling, territory design, quota allocation, and coverage strategy. Translate company objectives into clear operational plans and measurable goals.

Forecasting & Pipeline Management. Own and continuously improve the forecasting process, pipeline inspection, and operating cadence. Provide leadership with accurate visibility into pipeline health, risks, opportunities, and expected business performance.

Executive Reporting & Insights. Establish the metrics and reporting framework used to manage the business across the full customer lifecycle. Deliver clear, actionable insights on ARR, pipeline generation and velocity, conversion, sales productivity, win/loss, retention, and NRR. Support executive and board-level reporting.

Revenue Systems & Data Strategy. Own the strategy and effectiveness of the GTM technology stack, including Salesforce and supporting Sales, Marketing, and Customer Success platforms. Ensure systems, workflows, and data architecture provide a reliable single source of truth across the organization.

Sales Operations. Partner closely with Sales leadership on territories, account assignments, pipeline management, performance measurement, and seller productivity. Identify opportunities to improve execution and remove friction from the sales process.

Marketing & BDR Operations. Partner with Marketing and BDR leadership to optimize lead management, routing, attribution, campaign processes, funnel visibility, and the handoff between Marketing and Sales.

Customer Success Operations. Partner with Customer Success and Product to improve visibility into customer health, product usage, renewals, expansion opportunities, and retention. Ensure customer-facing teams have actionable data throughout the customer lifecycle.

Deal Desk & Commercial Operations. Oversee Deal Desk processes and partner with Sales, Finance, and Legal to support pricing, quoting, approvals, non-standard terms, and complex deals while maintaining consistency and appropriate controls.

Process Improvement, Automation & AI. Identify friction and inefficiencies across the revenue lifecycle and build scalable solutions. Champion automation and practical use of AI to reduce manual work, improve decision-making, and increase GTM productivity.

Cross-Functional Leadership. Serve as a trusted partner to senior leadership and bring teams together around shared data, processes, priorities, and operating rhythms. Drive accountability and ensure RevOps is proactively helping the business anticipate challenges rather than simply reacting to requests.

What You’ll Bring

• 8+ years of experience in Revenue Operations, Sales Operations, or a related GTM operations function, ideally within a high-growth B2B SaaS company.
• Experience leading Revenue Operations or a significant GTM operations function through a period of growth and increasing organizational complexity.
• Deep understanding of SaaS GTM models and key revenue metrics, including ARR, NRR, pipeline coverage and velocity, conversion rates, sales cycle, productivity, and retention.
• Strong experience with forecasting, annual planning, territory and quota design, capacity modeling, and pipeline management.
• Advanced Salesforce knowledge and experience designing scalable GTM systems, processes, and data structures.
• Experience with GTM technologies such as Marketo, Nooks, Planhat, Gong, ZoomInfo, 6Sense, LeanData, or similar platforms.
• Strong analytical capabilities and the ability to turn complex data into clear recommendations and business decisions.
• Experience partnering with executive leadership and communicating insights effectively to senior and non-technical audiences.
• Strong cross-functional leadership skills with a track record of influencing Sales, Marketing, Customer Success, Finance, and other stakeholders.
• A builder mindset — comfortable moving between strategy and execution and creating scalable processes in a fast-moving environment.
• Curiosity around AI and automation, with an interest in applying emerging technologies to make GTM teams more efficient and effective.
• Excellent communication, organizational, and problem-solving skills.
• Bachelor’s degree in Business, Finance, or a related field.

If you’re excited to help shape how a market-leading cybersecurity company scales its revenue engine, we’d love to hear from you.