Revenue Operations - Product Manager

Overview

You're building internal products for Vanta's sales, marketing, and CS teams. This isn't traditional RevOps—you're not triaging Salesforce tickets or building dashboards on demand. You own a roadmap, ship in iterations, and treat internal systems like software products. You're designing AI-native workflows that eliminate hours of manual work for reps and CSMs.

Role Snapshot

Company Context

Stage: Series D ($4.15B valuation, July 2025)

Size: 1,628 employees

Growth: Fast expansion—went from 400 to 1,600+ employees in ~2 years. Hiring aggressively across GTM and product.

Market Position: Category leader in compliance automation. 8,000+ customers. Competing with Drata, Secureframe, Tugboat Logic, but winning on automation depth and AI capabilities.

GTM Reality

How Revenue Teams Operate:

• Sales: Mix of inbound (PLG motion drives leads) and outbound (mid-market/enterprise)
• CS: Managing thousands of accounts across SMB to enterprise
• Marketing: Heavy content and SEO (compliance is search-driven)

Current RevOps State:

• Transitioning from reactive service model to proactive product model
• Legacy systems built fast during hypergrowth—now need productization
• Lots of manual work still happening (data entry, enrichment, reporting)

The Vision:

• AI-first workflows (think: auto-generated account plans, smart routing, predictive analytics)
• Systems that feel like using a modern SaaS product, not clunky internal tools
• Self-service for common requests instead of Slack DMs to RevOps

What You'll Actually Do

Time Breakdown

Building/Shipping (40%) | Stakeholder Sync (30%) | Analysis/Planning (20%) | Firefighting (10%)

Key Activities

• Product Roadmap Ownership: You own a specific domain (e.g., seller workflows, customer data platform, lead routing). You prioritize features, write specs, and ship in sprints.
• Stakeholder Interviews: You talk to AEs, SDRs, CSMs to understand where they're wasting time. You dig into their workflows—where they copy/paste, where they wait, where systems break.
• System Design: You design how data flows, where AI can automate decisions, how to surface the right info at the right time. You think in terms of user experience, not just fields in Salesforce.
• Cross-functional Shipping: You work with data engineers, analysts, and systems admins to build and deploy. You write tickets, review work, push things live.
• Adoption & Iteration: You track usage, gather feedback, iterate. You're accountable for whether people actually use what you build.

The Honest Reality

What's Hard

• Competing Priorities: Every team wants their thing built yesterday. You're constantly negotiating scope and timeline.
• Legacy Debt: Vanta grew fast. There are Frankenstein workflows held together with Zapier and spreadsheets. You'll spend time untangling before you can rebuild.
• Stakeholder Management: Sales leaders want features NOW. You have to push back, explain tradeoffs, say no to things that don't scale.
• Ambiguity: This role is being defined as you do it. There's no playbook for "RevOps as product team." You need to figure out what works.
• Technical Depth Required: You're not just writing requirements. You need to understand data models, API limitations, system integrations. It's more technical than traditional RevOps.

What Success Looks Like

• Efficiency Gains: You ship a workflow that saves reps 5 hours/week. That's measurable impact.
• Adoption: 80%+ of the target audience uses the tool you built without being forced.
• System Reliability: Things stop breaking. Fewer "Salesforce is down" Slack messages.
• AI Wins: You deploy an AI agent that handles a manual process end-to-end. That's the vision.

Who You're Working With

Internal Customers:

• Sales: AEs, SDRs, SEs who need faster workflows, better data, less admin
• Customer Success: CSMs managing hundreds of accounts who need automation and insights
• Marketing: Ops team needing lead routing, attribution, campaign data

What They Care About:

• Time savings ("Stop making me click 12 things to update an opp")
• Accurate data ("I can't trust pipeline numbers")
• Visibility ("I don't know which accounts to prioritize")
• Speed ("I need this yesterday")

Requirements

• 3-5+ years in RevOps, sales ops, or product management (bonus if you've done both)
• Experience building systems at scale—you've worked at a company that went from 50 to 500+ GTM employees
• Technical chops: You can write SQL, understand APIs, design data models, evaluate tool architecture
• Product thinking: You've owned roadmaps, written specs, shipped features, measured adoption
• Stakeholder management: You can negotiate with sales leaders, explain tradeoffs, say no when needed
• Comfort with ambiguity: This isn't a "follow the playbook" role. You're writing the playbook.
• Bonus: Experience with AI tools (LLMs, agents, automation platforms)