BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity SaaS portfolio.
Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.
BeyondTrust is scaling from ~$550M to $1B+ ARR, and the levers that got us here won't get us there on their own. The SVP, Revenue Operations owns the operating system that makes that growth predictable — one trusted number, a disciplined cadence, and a revenue engine instrumented well enough to run itself. This is the most senior Revenue Operations seat in the company, reporting directly to an operational, GTM-minded CFO rather than into Sales, and partnering closely with the CRO and territory Sales SVPs as primary internal customers. The role encompasses Field Operations (territory and sales team management), Marketing Operations (demand generation and funnel management), and a full Data Analytics team, a function that serves both GTM and the broader organization.
The Role
This role is a strategic and tactical operator's seat, not a governance-committee seat. You won't run every report or write every line of code yourself; you'll direct and continuously optimize the teams and systems that do, including the Field Operations arm embedded with Sales, Marketing Ops and the Data Analytics arm behind the numbers. Your value is in knowing exactly where the leverage is: which metric to fix first, which process is quietly costing the company a point of retention, which manual workflow should be automated this quarter, not next year.
You'll own forecasting and pipeline analytics, you’ll parter with the CRO and CFO on GTM strategy and long-range planning, territory-quota-capacity-compensation design, full-lifecycle renewals and retention operations, data roadmap and architecture (serving both GTM and the broader organization), and the prioritization of revenue-impacting Salesforce and RevTech investment. You'll also set the pace on AI adoption across the revenue function and the broader data organization, with real hands-on fluency, not just sponsorship, and hold a decisive seat on how the company's systems roadmap gets built.
Success here is measured in speed and clarity: a tighter forecast, cleaner data, a leaner systems backlog, and a sales organization that trusts the number because you built the mechanism that produces it.
What You’ll Do
- Operating Cadence & Forecast Integrity — Run the weekly/bi-weekly forecasting pipeline review, and quarterly business reviews in partnership with the CRO/CMO. Reconcile field roll-ups with model-driven forecasts into one number, and name gaps with owners and dates attached.
- GTM Strategy & Planning — Own the architecture of the long-range plan (TAM, segmentation, coverage, geo-expansion) and lead annual/quarterly capacity and revenue planning in lockstep with FP&A and Sales.
- Territory, Quota & Compensation — Direct territory design, capacity models, quota setting, and incentive-comp mechanics that drive the right rep behavior — and hold the line on Salesforce data quality and pipeline hygiene that the whole system depends on.
- Data, Analytics & Engineering Leadership — Lead Data Analytics team serving both GTM and the enterprise. Own the data foundation, modern BI platform, predictive modeling and data science and drive the shift from descriptive reporting to decision-ready insight the ELT acts on. Build the systems and team that make the number trustworthy. You direct the roadmap and people strategy; the team builds and ships.
- Field Operations Leadership — Own Sales Field Operations as an operational arm, directing territory design, capacity management, rep productivity, and coaching mechanisms. Align with the Sales SVPs and CRO on field strategy, resource allocation, and the people/enablement investments that drive quota attainment. Partner closely with Marketing on demand coverage and Sales on execution.
- Systems Governance & Roadmap Prioritization — Hold a decisive seat on the Lead-to-Cash forum; bring portfolio discipline (a transparent intake/scoring model) to a demand-rich Salesforce and RevTech backlog run by IT and the Salesforce CoE.
- Marketing & Partner Operations — Own Marketing Operations as an operational arm alongside Field Ops, setting the operating rhythm for funnel health, lead management, lead scoring, win rate improvement targets, lead-to-sales SLAs, campaign attribution, and partner/channel scorecards. Ensure demand generation, pipeline flow, and revenue reconcile to one integrated model. Work closely with the CMO and CRO on coverage planning.
- AI-Enabled Revenue Operations — Identify and ship high-leverage automation across forecasting, enablement, sales rep experience and reporting; set the standard for responsible, fast AI adoption across the function.
- Commercial Operations Partnership — Partner closely with Commercial Operations (deal desk, CPQ, lead-to-order/cash) operating as one engine with clean handoffs and shared data — no reconciliation friction.
- Team Leadership — Build and develop a high-performing Revenue Operations organization, and represent revenue performance, risk, and opportunity to the CFO, CRO, and Board.
What You’ll Bring
- 15+ years in Revenue Operations, Sales/Commercial Operations, or GTM strategy within B2B SaaS, including VP/SVP-level leadership partnering with the C-suite and Board.
- Track record scaling a company through the $550M → $1B+ ARR inflection, or directly comparable scale and complexity.
- Proven, hands-on ownership of forecasting, planning, and territory/quota/comp design — and a bias for directing the fix, not just diagnosing it.
- Working fluency in commercial operations (deal desk, CPQ, quote-to-cash) is sufficient to partner effectively without owning the function directly.
- Experience leading or directly managing both Field Operations (territory, capacity, sales enablement) and Marketing Operations (demand generation, lead management, funnel analytics) at scale, or equivalent cross-functional RevOps scope.
- Experience leading or chairing a cross-functional systems-governance forum and prioritizing a roadmap against fixed delivery capacity.
- Power user of Salesforce (or equivalent CRM) and modern RevOps/BI tooling (Gong, Tableau/Power BI, Databricks, Xactly or equivalent) — able to interrogate data directly, without delegation.
- Personally architected or shipped production of AI, automation, or agentic workflows — a builder's fluency, not just vendor selection.
- Experience operating in a fast-paced, PE-backed environment.
- A bachelor's degree is required.
Key Performance Indicators
Success in this seat is tracked with a small set of hard numbers, not a governance scorecard — the candidate should think in terms of what moves each metric and how to align the organization to achieve it.
- Forecast Accuracy — Quarter-over-quarter variance between forecast and closed bookings held inside target range, across all segments and theatres.
- Pipeline Health & Data Hygiene — Coverage ratio, stage-conversion rates, and Salesforce data-quality scores trending toward target, not just reported.
- Net Revenue Retention — Renewal rate, expansion, and churn on a visible, improving trend line.
- Sales Productivity — Quota attainment %, new-rep ramp time, and capacity-to-plan variance.
- Systems Throughput — Cycle time on prioritized Salesforce/RevTech initiatives and adoption rate of what ships.
- AI & Automation Impact — Number of production workflows shipped and measurable hours or cost saved — not tools purchased.
- Data Reliability — Executive dashboard adoption, account/contact data health, and turnaround time on ELT insight requests.
- Cross-Functional Trust — CRO, CFO, and ELT confidence in the forecast and in RevOps' recommendations, measured by escalation rate and stakeholder feedback.
Nice to Have
- Cybersecurity domain experience.
- Channel-led GTM experience at material scale (MSSP, VAR, GSI, distributor, alliance motions).
- MBA or a quantitative/engineering background.
- Experience integrating acquired or newly launched products into an existing GTM motion.
- Experience supporting marketing and partner operations (funnel/attribution, lead routing, and partner scorecards).
Better Together
Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.
We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.
About Us
BeyondTrust is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders.
BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners.
Learn more at www.beyondtrust.com.
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