VP, Revenue Operations & GTM Engineering

About SecurityScorecard SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard's patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace," by Crain's NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company's annual list of the World's Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023. SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody's, Sequoia Capital, GV and Riverwood Capital. The Opportunity Revenue operations at most companies is retrospective: reports that tell you what happened last quarter, forecasts assembled from gut instinct, and pipeline reviews that produce more questions than actions. You believe it can be different. You have built parts of a real-time RevOps system yourself: AI-powered forecasting, agentic workflows that replace manual process, and analytics infrastructure that gives any rep or executive an instant read on pipeline health. You have also owned the fundamentals: territory design, quota setting, deals desk, and forecast accountability at a company growing 20%+ year over year. This role was designed for that person. You will own SSC's full RevOps function and simultaneously build the AI-native systems that reinvent how it operates. What You Will Own 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. Tech Stacks: Salesforce, Salesforce Agentforce (SFAF), Claude / LLMs, Snowflake, Tableau, Gainsight, n8n / Zapier, Outreach / Salesloft. Benefits Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! The estimated total compensation range for this position is $325,000 - $350,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact [email protected] . Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI