[Hiring] VP, Revenue Operations & GTM Engineer @SecurityScorecard

Role Description

You will own SSC's full RevOps function and simultaneously build the AI-native systems that reinvent how it operates.

• Revenue Operations Leadership
  • Own the full lead-to-cash process across Sales, Marketing, and Customer Success: territory design, pipeline management, quota setting, deals desk, and GTM process discipline at scale.
  • Redesign MQL-to-SAL handoff logic per product line to reflect SSC's evolution from a ratings company to a multi-product solutions platform.
  • Build alerting and accountability systems that keep data quality high and teams current in Salesforce.
  • Lead customer insights and the Deals Desk function.
  • Optimize territory assignment continuously based on attainment and addressable TAM.
• AI-Native GTM Engineering
  • Architect and deploy agentic GTM workflows using Claude, Salesforce Agentforce, and supporting tools. You are a hands-on builder.
  • Own and drive the Salesforce Agentforce implementation roadmap: AI prospecting first, AI quoting next. User adoption is as important as the technical build.
  • Build AI-powered lead scoring, ICP-fit routing, and signal-based outbound triggers that leverage SSC's own threat intelligence.
  • Know when to use scrappy AI tools versus out-of-box Salesforce. That judgment is critical at this stage.
• Forecasting, Analytics & Executive Reporting
  • Build and own the revenue forecast methodology. Proven accuracy within 5-10% over multiple years is a requirement: the executive team and board must be able to trust your numbers.
  • Own and eventually automate the weekly GTM pulse artifact for leadership: a real-time read on pipeline health, efficiency, and risk.
  • Drive weekly CRO pipeline reviews and monthly CFO revenue reporting.
  • Own SLT communications on GTM performance, forecast risk, and course corrections.
• GTM Tech Stack & Data Architecture
  • Own the architecture, data flows, and SDLC of SSC's full revenue technology ecosystem: not just the admin layer.
  • Manage Salesforce as the system of record: data hygiene, workflow design, process flows.
  • Cultivate Snowflake as the data warehouse and AI input layer for all GTM intelligence.
  • Drive Tableau adoption as the self-service analytics delivery vehicle across the revenue team.
  • Leverage Gainsight for customer insights; exploit the platform for GTM intelligence, not just administration.

Qualifications

• Experience in revenue operations leadership.
• Proven track record in building real-time RevOps systems.
• Strong understanding of AI and its application in GTM workflows.
• Experience with Salesforce and related tools.
• Ability to drive user adoption and manage change effectively.

Requirements

• Experience with territory design, quota setting, and pipeline management.
• Proven accuracy in revenue forecasting.
• Strong analytical skills and experience with data architecture.
• Familiarity with tools such as Snowflake, Tableau, and Gainsight.

Benefits

• Competitive salary and stock options.
• Health benefits.
• Unlimited PTO.
• Parental leave.
• Tuition reimbursements.
• Annual performance-based incentive compensation awards and equity.