Head of Revenue Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the complete GTM operations stack and define the RevOps function at Truffle Security.

• Evaluate and enhance Salesforce architecture, data quality, definitions, and reporting.

• Ensure alignment of the broader GTM technology stack with Salesforce.

• Oversee sales operations, marketing operations, and customer success operations.

• Establish integrity in revenue data and create a unified data architecture.

• Develop and manage deal desk operations, pricing approvals, quoting workflows, and governance for non-standard deals.

• Direct marketing operations infrastructure for lead capture, enrichment, routing, nurturing, and pipeline measurement.

• Design and model compensation plans for sales and SDR roles in collaboration with Finance.

• Manage forecast methodology, cadence, tooling, and operational rhythm.

• Lead annual territory design, capacity planning, and quota setting in coordination with sales leadership and Finance.

• Handle vendor selection, contracts, budget, and consolidation for GTM technology.

• Standardize and enforce lead routing, sourcing attribution, opportunity stages, SQL definitions, and forecasting processes.

• Supervise and develop members of the Business Systems team.

• Shape and recruit a GTM Engineer to expand the RevOps function.

• Deliver a cohesive Salesforce data model, deal desk, enforced lead definitions, reliable forecasting, and well-documented compensation plans.

⛳️ Requirements

• A minimum of 6 years of experience in revenue operations, sales operations, or GTM operations within B2B SaaS companies.

• At least 2 years of experience leading the function or a significant component of it.

• In-depth, hands-on expertise in Salesforce.

• Proven experience in enhancing Salesforce architecture, data quality, and reporting.

• Familiarity with managing architecture across a marketing automation platform and CRM.

• Experience with platforms such as Salesforce, HubSpot, Clay, Common Room, Nooks, and Gong.

• Experience in establishing new functions like deal desk, marketing operations, and customer success operations.

• Competency in compensation plan design and modeling for AE and SDR roles.

• Experience managing forecast methodology and annual planning, including territories, capacity, and quotas.

• Strong analytical abilities in pipeline mathematics, conversion analysis, and forecasting methodologies.

• Capability to present and defend numbers to a CEO and board.

• Comfort with operating in ambiguous situations typical of an early-stage company.

• Experience in security, developer tools, or companies driven by open source is a plus.

• Experience in converting open-source adoption signals into an enterprise revenue process is advantageous.

• Familiarity with supporting channel and partner sales models is a bonus.

• Exposure to transitions in pricing models based on usage or seats is an added advantage.

🏝️ Benefits

• Fully remote work opportunity within the U.S.

• A culture that promotes mentorship, equity, and psychological safety.

• Competitive salary complemented by meaningful equity.

• Flexible paid time off.

• 14 paid holidays throughout the year.

• Medical, dental, and vision insurance with 80% of premiums covered for you and your dependents.

• $800 stipend for new hire remote work setup.

• $100 monthly stipend for remote work expenses.

• $1,200 annual stipend for health and wellness.

• $2,000 yearly stipend for learning and development.

• 401(k) match of 100% on the first 6% of contributions.

• Company off-sites held twice a year.