Revenue Operations

Overview

You analyze GTM performance data, identify bottlenecks in the sales process, and build solutions to fix them. You work closely with the sales team (likely 5-10 reps based on company size), sales leadership, and data/engineering resources. You're selling a third-party risk management platform to security and procurement teams at mid-market and enterprise companies.

Role Snapshot

Company Context

Stage: Series A/B (estimated - 87 employees suggests post-seed with growth funding)

Size: 87 employees

Growth: Actively hiring GTM roles, poster mentions "growth tracks" with market momentum

Market Position: Supply chain cyber risk is hot right now - they're in a category with increasing demand post-SolarWinds/MOVEit-type supply chain attacks

GTM Reality

Pipeline Sources:

• ~70% Outbound - Security software typically requires active prospecting to CISOs, risk teams, procurement
• ~20% Inbound - Some leads from content/events in the cybersecurity space
• ~10% Referrals/Partners - Network effects from supply chain connections

SDR/AE Structure: Likely small SDR team or hybrid model at this size

SE Support: Probably shared SE resources given company size

Your Actual Remit:

• You're the person analyzing why pipeline stalls at certain stages
• You design outreach sequences, cadences, and test new messaging
• You build dashboards and reports that actually get used
• You implement and experiment with AI/LLM tools for prospecting, email writing, call analysis
• You work on forecast accuracy and pipeline hygiene

Competitive Landscape

Main Competitors: OneTrust (Vendorpedia), Prevalent, Whistic, BitSight, SecurityScorecard (different angle but overlapping buyer)

How They Differentiate: Network approach vs point-in-time assessments - they connect your whole supply chain rather than just questionnaire-based reviews

Common Objections: "We already use [spreadsheets/existing tool]", "Too complex to onboard our vendors", "Budget is tight"

Win Themes: Real-time supply chain visibility, concentration risk identification, network effects

What You'll Actually Do

Time Breakdown

Data Analysis (30%) | Process Design/Implementation (25%) | Tool Admin (20%) | Cross-functional Meetings (15%) | Ad-hoc Requests (10%)

Key Activities

• Pipeline Analysis: Weekly/monthly deep-dives into conversion rates, velocity, win/loss patterns. You're looking for where deals get stuck and why.
• Process Optimization: Design new workflows - maybe an outbound cadence isn't working, or handoffs between SDR→AE are messy. You map it, fix it, document it.
• AI/LLM Implementation: This is the interesting part - you're actually testing ChatGPT/Claude for email generation, call transcription analysis, data enrichment. Not just talking about it.
• CRM/Tool Management: Salesforce admin work - fields, workflows, integrations. Making sure data stays clean (they mention good data quality, but it requires maintenance).
• Reporting & Dashboards: Build and maintain reports for leadership, forecast reviews, rep performance tracking.
• Sales Enablement Adjacent: Training reps on new processes, tools, or AI workflows you've built.

The Honest Reality

What's Hard

• Constant Context Switching: One minute you're writing SQL queries, next you're in a meeting about why a deal slipped, then you're troubleshooting a Salesforce integration. The variety is real but it's also chaotic.
• You're Not Always Popular: When you enforce CRM hygiene or change a process, reps push back. You need to sell internally constantly.
• Ambiguous Problems: "Pipeline is down" - okay, but why? Is it conversion rates? Velocity? Deal size? You spend a lot of time diagnosing before you can fix anything.
• Limited Resources: At 87 people, you're probably the only or one of two RevOps people. You can't build everything you want to build.
• Moving Target: Company is growing, GTM is evolving, what worked last quarter might not work this quarter.

What Success Looks Like

• Pipeline generation increases 20-30% from process/tool improvements you ship
• Forecast accuracy within 10-15% consistently
• Sales team actually uses the dashboards and tools you build (not just you and leadership)
• You ship 2-3 meaningful AI/automation projects that save reps 5+ hours/week
• Win rate or velocity improves in measurable ways tied to your initiatives

Who You're Supporting

Primary Stakeholders:

• Sales Leadership (VP/Director level) - they want forecast accuracy and pipeline visibility
• AEs (5-10 reps estimated) - they want less admin, better data, tools that actually help
• SDR Team - they want better lists, sequences that work, clear handoff processes

Who THEY'RE Selling To:

• CISOs and Security Directors at mid-market/enterprise companies
• Risk Management teams
• Procurement teams (especially for vendor risk)
• Third-party risk analysts

What Those Buyers Care About:

• Reducing vendor questionnaire fatigue
• Real-time supply chain risk visibility
• Compliance requirements (SOC2, ISO, etc.)
• Avoiding supply chain breaches

Requirements

• 2-4 years in RevOps, Sales Ops, or similar analytical role (probably not looking for someone right out of college)
• Strong Salesforce experience - you need to be comfortable building reports, workflows, and fields without help
• SQL or similar data query skills - you'll be pulling data directly from the warehouse
• Comfort with ambiguity - this isn't a "follow the playbook" role
• Genuine curiosity about AI/LLMs - they want someone who'll actually experiment, not just read about it
• Ability to communicate with both technical and non-technical people
• Self-starter mentality - at this company size, you don't have a huge team or established processes to lean on