Senior Revenue Operations Manager

About this role

Who We Are

Cobalt was founded on the belief of a fundamental human aspiration: the desire to live better and safer. It all started in 2013, when our founders realized that pentesting can be better. Today our diverse, fully remote team is committed to helping organizations of all sizes with seamless, effective and collaborative Offensive Security Testing that empower organizations to OPERATE FEARLESSLY and INNOVATE SECURELY.

Our customers can start a pentest in as little as 24 hours and integrate with advanced development cycles thanks to the powerful combination of our SaaS platform coupled with an exclusive community of testers known as the Cobalt Core. Accepting just 5% of applicants, the Cobalt Core boasts over 500 closely vetted and highly skilled testers who jointly conduct thousands of tests each year and are at the forefront of identifying and helping remediate risk across a dynamically changing attack surface.

Cobalt is an Equal Opportunity Employer and we strive to build a diverse and inclusive workforce at our company. At Cobalt we aspire to engage with diverse individuals, communities, and organizations in order to continue to nurture our unique rich diverse culture. Join our team, and be your true self to do your best work.

Description

We are looking for a Senior Revenue Operations Manager to help scale and strengthen how our GTM organization operates across Marketing, Sales, Customer Success, and Finance.

This is a highly cross-functional role for someone who can move seamlessly between strategy and execution. You will partner with GTM leaders to solve complex business challenges, identify high-impact opportunities, and drive initiatives from problem definition through implementation and adoption.

You will own critical RevOps workstreams spanning process, systems, data, and GTM execution across the full customer lifecycle. Success in this role requires strong business judgment, systems thinking, and the ability to connect the dots across functions, prioritize what will have the greatest impact, and turn business needs into scalable solutions.

What You'll Do

• Own strategic RevOps initiatives end-to-end, translating business needs into clear requirements, scalable solutions, and measurable outcomes.

• Partner with leaders across Marketing, Sales, Customer Success, and Finance to improve GTM effectiveness and create connected processes, data, and operating rhythms across the customer lifecycle.

• Design and continuously improve core GTM processes, including opportunity management, pipeline and forecasting, account and territory management, deal workflows, renewals, expansion, and quote-to-cash.

• Own Marketing Operations processes within the broader GTM motion, including lead lifecycle and scoring, routing, campaign management, attribution, intent signals, and funnel conversion — partnering with Marketing to connect programs and engagement to pipeline and revenue.

• Own Customer Success Operations processes within the broader GTM motion, including customer health scoring, segmentation, account and whitespace planning, renewals, expansion, and churn risk — partnering with Customer Success to build scalable processes that support retention, growth, and proactive customer management.

• Connect the customer lifecycle across teams, improving handoffs and ensuring the right customer, account, and commercial data flows effectively from acquisition through onboarding, adoption, renewal, and expansion.

• Drive GTM systems and process optimization, including Salesforce governance, while partnering with the GTM Engineer to translate business requirements into scalable workflows, automation, integrations, and system improvements.

• Partner with GTM Analytics to define business metrics, reporting requirements, and data standards that provide clear visibility into GTM performance, trends, risks, and opportunities.

• Strengthen data quality and governance across the GTM ecosystem by establishing clear definitions, business rules, ownership, and processes.

• Identify opportunities to improve GTM efficiency and effectiveness, leveraging process improvements, automation, technology, and AI to simplify how teams work and drive meaningful business impact.

• Lead complex cross-functional initiatives and change management, establishing clear scope, ownership, timelines, and success measures while driving stakeholder alignment, implementation, and adoption.

You Must Have

• 7+ years of experience in Revenue Operations or GTM Operations within a B2B SaaS environment, with demonstrated experience supporting multiple stages of the customer lifecycle.

• Demonstrated expertise across core GTM platforms, including Salesforce, HubSpot, and Customer Success platforms, with the ability to optimize systems and processes across the revenue lifecycle.

• Strong understanding of Marketing Operations and demand generation processes, including lead lifecycle management, scoring and routing, campaign management, attribution, intent data, and Marketing-to-Sales funnel management.

• Strong understanding of Customer Success Operations and post-sale processes, including customer health scoring, segmentation, account planning, renewals, expansion, churn management, and retention metrics.

• Strong understanding of Sales Operations and commercial processes, including opportunity management, pipeline and forecasting, account and territory management, deal workflows, and quote-to-cash.

• Experience owning complex, cross-functional RevOps initiatives from problem definition and requirements gathering through implementation, change management, and adoption.

• Strong project management skills, with the ability to manage multiple initiatives, stakeholders, dependencies, and priorities while driving work forward.

• Experience supporting complex B2B SaaS deal structures, including renewals, co-terming, pricing, and approval workflows.

Why You Should Join Us

• Grow in a passionate, rapidly expanding ind

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