[Hiring] VP, Revenue Operations @Pindrop

Role Description

As VP, Revenue Operations, you are the strategic architect of Pindrop's GTM engine — and a genuine AI-forward leader who sees intelligent automation and machine learning not as tools, but as a fundamental operating advantage. You will build and scale the RevOps function from the ground up — establishing foundational processes, team structure, and systems across Sales, Marketing, and Client Services, with AI embedded into how the function operates from day one. You will eliminate silos, modernize the tech stack, and drive predictable, scalable revenue growth through rigorous forecasting, data-driven process design, and deep partnership with the Business Intelligence and Strategic Finance teams.

Qualifications

• 12+ years of progressive RevOps or Sales Ops experience, with at least 3 years in a senior leadership role.
• Demonstrated success building or scaling a RevOps function in a B2B SaaS environment.
• Deep Salesforce expertise (admin-level or above).
• Hands-on experience across adjacent GTM tools (Clari, Gainsight, HubSpot, Outreach, or equivalents).
• Proven ability to own and continuously improve revenue forecasting processes.
• Familiarity with BI tooling and modern data infrastructure (Tableau, Looker, dbt, Snowflake, or equivalents).
• Track record of leading RevOps through a company scaling event—Series C+, PE-backed growth, or pre-IPO.
• Hands-on experience with AI-assisted GTM tools.
• Background in cybersecurity, deepfake detection, AI/ML-driven products, or adjacent enterprise security markets.

Requirements

• Design and operate the core GTM processes, metrics, and rhythms that drive predictable bookings, retention, and expansion.
• Own pipeline health, forecast accuracy, and stage consistency across the full funnel—from first touch to renewal.
• Lead revenue forecasting, scenario planning, and performance analysis.
• Improve conversion rates, stage velocity, and execution discipline through data-driven insights.
• Align GTM teams around a single source of truth.
• Drive alignment on ICP, segmentation, lead qualification, routing, SLAs, and service tiers.
• Support weekly, monthly, and quarterly GTM operating cadences.
• Identify and systematize early warning signals for pipeline risk, forecast quality, and customer health.
• Analyze activity-to-output relationships to improve rep and CSM productivity.
• Design and manage sales quota frameworks that align field incentives with company ARR goals.
• Lead weekly, monthly, and quarterly revenue forecasting processes.
• Build and own the sales methodology and enablement framework.
• Instrument deal velocity, win/loss analysis, and stage conversion metrics.
• Own the Lead-to-Opportunity flow.
• Build and maintain marketing attribution models.
• Govern CRM and MAP data integrity.
• Partner with Demand Generation and Marketing leadership.
• Partner with Product, Finance, and Sales to align pricing structures.
• Serve as the operational bridge between pricing strategy and field execution.

Benefits

• Competitive compensation package, including RSUs (Restricted Stock Units).
• Remote-first environment.
• Unlimited Paid Time Off (PTO).
• Generous health and welfare plans.
• Best-in-class Health Savings Account (HSA) employer contribution.
• Low-cost vision and dental plans.
• Paid Parental Leave.
• One year of diaper delivery for new parents.
• Recurring monthly phone and internet allowance.
• Enhanced fertility and GLP-1 benefits.
• Annual Learning & Development stipend.

Company Description

Pindrop is the Real Human + Right Human® Identity Trust Platform for the AI era. As AI-driven fraud and deepfakes erode trust in digital communication, Pindrop delivers continuous identity verification and deepfake detection across voice, video, and digital interactions in real time. Enterprises rely on Pindrop to secure billions of high-risk customer interactions each year, including top U.S. banks, as well as leading insurers and healthcare providers. Powered by models trained on more than 1.5 billion real-world interactions annually and protected by 300+ patents, Pindrop restores trust while reducing fraud, lowering operational costs, and improving customer experience.