Revenue Operations Lead, West

ABOUT the company

The company is redefining vulnerability management with an AI native platform that helps security teams cut through the noise and fix what matters. We are backed by top tier investors, growing rapidly, and building the go to market engine to match.

ABOUT THE ROLE

The Revenue Operations Lead, West sits on the GTM Strategy & Operations Team and owns the operating system for growth across the West region. You will partner with Sales, Marketing, Product Marketing, and our GTM Engineer to turn account intelligence, intent, competitive activity, event engagement, and product signals into coordinated plays that create and accelerate pipeline.

This role can be fully remote, though we have a strong preference for someone based in San Francisco who wants to work from our HQ a few days each week. The work spans strategy and execution. One day you may build a regional account plan and conversion model; the next you may launch an automated campaign, brief sellers for an event, or improve the system that routes the right signal to the right person.

A traditional marketing background is not required. We are looking for a launch and scale operator: someone who has led complex cross functional programs, built the operating system behind them, and can bring analytical and operational rigor to growth.

WHAT YOU WILL OWN

REGIONAL REVENUE STRATEGY

• Own the West revenue plan across target accounts, pipeline goals, market moments, and sales priorities.

• Refine the ICP and turn it into audiences, account tiers, and plays that the regional team can act on.

• Build a clear operating cadence with Sales so the team knows what is working, what needs attention, and what to do next.

PLAY DESIGN AND EXECUTION

• Design coordinated digital, lifecycle, outbound, partner, and field plays with a defined audience, trigger, sequence, and outcome.

• Run experiments quickly, measure the result, and decide what to stop, improve, or scale.

• Move comfortably from planning and analysis into hands on execution.

SYSTEMS AND INTELLIGENCE

• Operate and improve the signal layer with our GTM Engineer across intent, engagement, competitive activity, account intelligence, and event interactions.

• Build practical workflows in HubSpot and adjacent tools for targeting, routing, nurture, follow up, and measurement.

• Use AI agents and automation to remove manual work, improve decision quality, and help the team act faster.

FIELD AS A GROWTH CHANNEL

• Use dinners, conferences, partner programs, and other in person experiences as part of broader account plays.

• Identify the right accounts, brief sellers, coordinate execution, and ensure follow up converts engagement into pipeline.

• Measure program performance and feed the results back into future planning.

WHAT WE ARE LOOKING FOR

• Five or more years in program management, business operations, revenue operations, product operations, growth, or another cross functional operating role at a high growth technology company.

• A track record of taking complex initiatives from launch through scale. Experience coordinating teams across product, operations, sales, and technology is especially relevant.

• Strong systems thinking. You can map a process, find the friction, define the data needed, and work with technical partners to build a better system.

• Quantitative rigor and comfort using imperfect data to make practical decisions.

• Experience with CRM, automation, or go to market tools is helpful. Deep HubSpot administration is not required.

• AI native working habits and curiosity about building workflows with agents.

• High ownership, strong judgment, and a willingness to do the work yourself in a fast moving startup.