Director, Revenue Operations (RevOps)

About this role

About ArmorCode

ArmorCode is on a mission to supercharge security teams with a new model to reduce risk and burn down critical security tech debt. With its AI-powered ASPM platform, ArmorCode integrates with all your security scanners across applications, infrastructure, containers, and cloud to unify and normalize findings, correlates them with business context and threat intel through adaptive risk scoring, and orchestrates security workflows to empower developers to remediate issues without disrupting their flow. ArmorCode delivers unified visibility, AI-enhanced prioritization, and scalable automation for customers so they can realize a complete understanding of risk, respond at scale, and collaborate more effectively.

Enterprises of all sizes scale their security effectiveness by more than 10x and maximize their ROI on existing security investments with ArmorCode through managing Application Security Posture, Risk-Based Vulnerability Management, Software Supply Chain Security, DevSecOps, and Risk & Compliance.

ArmorCoders believe in 5 core values: Hungry. Humble. Hardworking. Honest. Human. Our organization is powered by exceptional professionals who bring fresh ideas and passion to their roles, believing that nothing is beyond reach when our "5H" principles are applied. In their work and professional relationships, ArmorCoders commit to excellence and experiences that leave an impression.

About the Role

The Director of Revenue Operations is responsible for designing, scaling, and optimizing the company's end-to-end revenue engine across Sales, Customer Success, Partnerships, and Finance. This role serves as a strategic business partner to the CRO, CFO, and Sales Leadership team, ensuring predictable revenue growth through data-driven decision-making, operational excellence, process optimization, technology management, and performance analytics.

The Director of Revenue Operations owns forecasting, planning, territory design, compensation administration, pipeline management, GTM systems, and executive reporting while building the infrastructure required to scale a high-growth SaaS business.

What You'll Own

Revenue Strategy & Planning

• Partner with CRO, CEO, and CFO to develop annual revenue plans and operating models.

• Build and manage quota models, capacity planning, territory design, and headcount planning.

• Evaluate GTM productivity and recommend improvements to drive growth and efficiency.

• Support board presentations, investor reporting, and executive business reviews.

• Develop KPIs aligned to company growth objectives.

Forecasting & Analytics

• Own weekly, monthly, quarterly, and annual revenue forecasting processes.

• Establish forecasting methodologies and inspection cadences.

• Analyze pipeline health, conversion rates, sales cycle trends, and win/loss performance.

• Develop predictive analytics and performance insights.

• Provide actionable recommendations to improve attainment and productivity.

Sales Operations

• Optimize lead-to-opportunity, quote-to-cash, and renewal processes.

• Define stage exit criteria, pipeline governance, and opportunity management standards.

• Drive operational rigor across sales, channel teams.

• Interface with Customer Success Ops on customer retention and expansion planning.

• Establish scalable processes to improve forecast accuracy and execution.

Compensation & Incentive Management

• Lead annual compensation plan design and administration.

• Model compensation scenarios and assess cost of sales impacts.

• Partner with Finance to ensure commission accuracy and compliance.

• Analyze incentive effectiveness and recommend improvements.

GTM Systems & Technology

• Own Salesforce and the broader revenue technology stack.

• Manage system roadmap, integrations, governance, and enhancements.

• Evaluate and implement tools that improve seller productivity and operational efficiency.

• Ensure data quality and reporting accuracy across all GTM systems.

Reporting & Business Intelligence

• Develop executive dashboards and reporting frameworks.

• Work with Business Operations to develop company-wide definitions and governance for key metrics.

• Deliver board-level reporting and KPI scorecards for Sales and Channel.

• Create visibility into pipeline, bookings, ARR, renewals and productivity metrics.

• Drive adoption of data-driven decision-making across the organization.

Team Leadership

• Build and lead a high-performing Revenue Operations team.

• Manage Sales Operations, and Business Intelligence resources.

• Build and develop team revenue capabilities and operational best practices.

• Foster strong cross-functional relationships across the organization.

Who you are

• You bring 10+ years of experience in Revenue Operations, Sales Operations, Finance, Business Operations, or Consulting , with a proven track record of driving operational excellence.

• You have 3–5+ years of leadership experience managing Revenue Operations teams within a B2B SaaS organization.

• You have supported high-growth businesses ranging from $20M to $200M+ ARR , enabling scalable revenue processes and predictable growth.

• You have partnered closely with executive leadership , providing strategic insights and influencing key business decisions.

• You possess hands-on experience designing and managing compensation plans, quota programs, and forecasting processes .

• You have a strong understanding of SaaS metrics and recurring revenue models.

• You are highly analytical, with strong financial modeling, data analysis, and problem-solving skills, enabling data-driven decision-making.

• You are an expert in Salesforce CRM and have experience with modern revenue technology platforms such as Clari (or equivalent forecasting tools), Tableau, Power BI, Looker, Gong, Outreach, Salesloft, HubSpot, or Marketo .

• You excel at communicating complex business insights to executive stakeholders through clear presentations, dashboards, and r

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