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OPSWAT
, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.The Position
The Head of Revenue Operations will partner with Simon and GTM leaders to unlock growth and operational excellence across Sales Operations, Commercial Operations, and Channel Operations. Your mission: build the strategy, processes, and tools that fuel our global sales engine. You will help Sales accelerate revenue growth by removing friction, reducing operational burdens, and enabling sellers to focus on customers.
This role requires a leader who can balance strategic thinking with operational execution—bringing clarity, alignment, and measurable results to every aspect of our GTM motion.
Why This Role Matters
This is not just another Revenue Operations role. As a direct report to CFO Simon Ho, you will have a seat at the table with executive leadership and play a pivotal role in shaping our go-to-market engine. Simon is a strategic, globally minded leader who values data-driven insight, speed of execution, and building scalable systems that can support our growth into a multi-billion-dollar enterprise. Reporting to him means your work will directly influence how we execute revenue growth and prepare for IPO.
What You Will Be Doing
- Lead bookings target setting, sales headcount planning, and quota deployment
- Design and manage sales territories, compensation plans, and commissions
- Define and roll out sales processes, methodologies, and qualification standards
- Improve sales productivity across reps, solution engineers, and channel managers
- Drive forecasting accuracy and align with supply chain on hardware needs
- Collaborate with IT on AI-driven insights, CRM/CPQ improvements, and tech stack management (ZoomInfo, Clari, LinkedIn Sales Navigator, CaptivateIQ, etc.)
- Maintain pricing and quoting operations (price books, approvals, and rep support)
- Support channel programs including deal registration, MDF, and performance tracking
- Deliver actionable dashboards in PowerBI to provide visibility into KPIs and pipeline health
- Partner with Sales Enablement on onboarding, training, and tool adoption
- Work with Marketing and Product on go-to-market execution and new product launches
- Benchmark sales efficiency and lead quarterly sales reviews
What We Need From You
- 15+ years of Revenue Operations / Sales Operations leadership in high-growth software/SaaS
- Deep knowledge of SaaS metrics, GTM motions, and value drivers
- Experience leading CRM transitions (Salesforce replacement a plus) and managing GTM tech stacks
- Proven ability to scale global operations and partner across functions in fast-paced environments
- Cybersecurity industry experience preferred
- Strong leadership presence with excellent communication skills
- Collaborative, pragmatic, and execution-focused style
We have a market-based pay structure that varies by location. The base pay for this position is dependent on location, as outlined below, as well as the candidate's knowledge, skills, and experience. In addition to base pay, this role is eligible for bonuses, benefits, and equity.
Base Pay Range: San Francisco Bay Area $250,000 - $275,000
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
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