Director of Sales Operations

About the Company

Empirical Security is a quantum leap forward in exposure management, building custom models at scale to help organizations predict and prioritize the threats most likely to endanger them. We provide resource-strapped security teams with predictive capabilities to manage the flood of potential exploits in the AI era.

Responsibilities

• Own the go-to-market tech stack end-to-end, starting with HubSpot and extending through prospecting, forecasting, and analytics tools
• Run weekly, monthly, and quarterly forecast calls to provide defensible numbers for the CRO and CEO
• Design territories, quotas, and compensation plans to motivate correct sales behaviors
• Build the reporting layer for pipeline coverage, conversion rates, win rates, and rep performance
• Instrument the sales process to ensure deal evidence trails and lead deal reviews
• Partner with marketing on lead flow, attribution, and pipeline handoff
• Manage the RevOps roadmap and eventually hire and lead a small team

Requirements

• Experience running sales operations at a Series B through D B2B software company
• Fluency in HubSpot or Salesforce (workflows, custom objects, and reporting)
• Ability to write SQL to perform independent data analysis
• Deep understanding of forecast methodologies and compensation plan design
• Experience working in a small startup environment

Preferred Qualifications

• Experience supporting enterprise security or infrastructure sales teams
• Experience managing RevOps through pricing model changes or segment expansions
• Experience integrating CPQ, data enrichment, or conversation intelligence platforms