Senior Revenue Strategy & Operations Manager, AMER

Get to Know Us

Horizon3 is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by ITOps/SecOps teams, consulting pentesters, and MSSPs and MSPs. 

About the Team

Revenue Strategy & Operations is the team behind how Horizon3's go-to-market organization is planned, run and measured. We own budgeting and headcount planning, quota and compensation, territory planning and management (accounts, opportunities, leads and routing), goals for pipeline and performance, forecasting, performance management, and the operating process the sales organization runs on. Regional partners carry that scope for their sales leaders in AMER, EMEA and APJ. Global Centers of Excellence set the standards they all run on. This role sits on the AMER team, which carries that scope for the Americas sales organization, the largest in the company.

About the Role

We are hiring a Senior Revenue Strategy & Operations Manager, AMER to join our Americas team during a period of fast growth. You will run the operating cadence for your assigned segments, own the analysis behind forecasting and planning, and make sure the territories, data and reporting AMER sales leaders rely on are accurate and trusted.

This is a senior individual contributor role with end-to-end ownership. You will work directly with first-line and second-line sales leaders and their teams, act as the backup for AMER Revenue Strategy & Operations leadership, and help build an operating model that scales with the business. You run on the global standards our Centers of Excellence set for planning, process and compensation, and you have a hand in improving them.

The role takes high agency: think for yourself, dive into ambiguity, and drive work through to done.

What You'll Do

Run the Rhythm of the Business

• Run the weekly forecast and pipeline review cadence for your segments: the inspection views, call-outs and roll-ups leaders use to call the number.

• Own pipeline and performance analytics for your segments, including coverage, pipeline creation, conversion, velocity, win rates and rep productivity, and turn the analysis into clear narratives for monthly and quarterly business reviews.

• Partner day to day with first-line and second-line sales leaders and the overlay leaders in your segments, resolving issues and anticipating what they need next.

• Deploy the pipeline and performance goals set for your segments, track them by team and rep, and flag early when a team is off pace.

• Serve as backup to AMER Revenue Strategy & Operations leadership across forecast, review and planning activities.

Execute Planning, Territories and Quotas

• Provide the capacity, productivity and territory inputs for annual and in-year planning, pressure-test the plan for your segments, and deploy it when it comes back.

• Run territory and account assignment for your segments: annual carves, mid-year changes, new-hire territories, account moves and routing, through the global change process so Salesforce, routing and reporting match what the field expects.

• Apply the global rules of engagement day to day: account ownership and crediting questions, exceptions, and the recurring issues that should go to Core Operations as policy candidates.

• Deploy quotas and issue quota letters, and support crediting validation and dispute research with Sales Compensation and Finance.

• Keep an auditable record of territory, routing and crediting decisions so changes can be traced and repeated.

Own Data Quality and Reporting

• Hold the data quality standards for your segments: regular audits, dashboards and follow-through with reps and managers.

• Manage Salesforce records at scale for your segments: accounts, opportunities, ownership, hierarchies and territories, including controlled bulk updates and merges.

• Build and maintain the reports and dashboards your leaders use on top of the standard reporting, and route data model, routing and workflow changes to GTM Systems through Core Operations.

• Monitor lead and deal registration routing exceptions, diagnose root causes across data, process and system logic, and drive permanent fixes.

• Work across Salesforce, Gong, ZoomInfo and related tools to keep your segments' data accurate and usable.

Solve Problems and Improve How AMER Operates

• Use a structured approach to operational problems: define the issue, quantify the impact, find the root cause, align the stakeholders, fix it and confirm it worked.

• Lead projects that improve sales effectiveness, planning accuracy and data quality for your segments.

• Simplify processes and remove manual hand-offs, one-off workarounds and repeated questions, using automation and approved AI tools where they cut manual work without losing control of the data.

• Document what you build so improvements outlast the person who built them, and share standards and practices with the EMEA and APJ teams.
  

What We Look For

• 5 to 8 years in Sales Operations, Revenue Operations or a closely related analytical role in B2B SaaS.

• Sales operations expertise: You have run or supported forecasting and pipeline inspection, managed territories and account assignments, and deployed quotas and goals for a sales team.

• Salesforce and data fluency: Strong Salesforce skills across opportunity management, reporting, territory and ownership data and data governance, including managing records at scale and troubleshooting routing and reporting issues. Experience with Gong, ZoomInfo, Everstage or BI tools is a plus.

• Analytical rigor: You turn operational data into short, clear insights for leaders, and you notice when a number is off before they do.

• Partnership: You have worked directly with sales leaders and earned their trust as a credible, responsive partner.

• High agency: You think for yourself, dive into ambiguity, own work end to end and drive it through to done.

• Experience with Enterprise, Mid-Market or high-velocity segments, or with partner, channel or MSSP motions, is a plus.
  

What Success Looks Like

• Leaders in your segments have a reliable, timely view of forecast, pipeline, territories and performance, and they get it from you before they ask.

• The forecast roll-up matches what the leaders say on the call, every week.

• Territory and account changes land right the first time, and the field, Salesforce and reporting agree on who owns what.

• Every new seller in your segments has a territory, routing and quota in place on their first day.

• Routing is accurate and measured, and the recurring exceptions you raise turn into fixes or policy.

• Business review prep is about decisions, not assembling data.

Perks of Horizon3

• Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive.

• Base salary range [or Total On-Target Compensation]: $140,000 - $175,000 annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills.