Staff Revenue Strategy & Operations Manager, Core Operations

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 is the Core Operations center of excellence: the operating process, the territory and change management standards, and the data the whole organization runs on.

About the Role

We are hiring a Staff Revenue Strategy & Operations Manager to own how our global Sales organization operates: the core processes, the rules of engagement, and the way territory and org changes are managed and tracked. The goal is one standard across every region, with systems that match what the field is actually doing.

You will work with Sales leadership, the regional Revenue Strategy & Operations partners and GTM Systems. The regional partners own the relationship with each sales leader. GTM Systems builds and runs the tools. You own the process in between, and you make sure it gets done.

This is a hands-on individual contributor role for someone who likes fixing how things work and keeping them fixed while the company doubles.

What You'll Do

• Operating framework: Own how the global Sales organization runs day to day: core processes, territory management, change management and cross-functional hand-offs. Find where teams lose time or consistency and fix it.

• Rules of engagement: Own the global rules of engagement and sales process standards across direct, channel, MSSP and all regions. Keep them documented, current and consistently applied.

• Territory and change management: Run it as one global process. Track every new hire, org move, territory change and account reassignment in one place, and make sure each lands the same way in Salesforce, Gong, the roster and reporting.

• Process design: Map how work actually gets done, find where processes and systems create friction, and redesign what is broken. Write clear requirements for GTM Systems, prioritize the queue, and confirm that what gets built matches what the business needs.

• Data quality and standards: Set and hold standards for data quality, process adherence and documentation. Define what accurate means for account and pipeline data, run the recurring hygiene checks, and build the scorecards leaders use to see operational health.

• Metrics and pipeline accuracy: Partner with Planning and Analytics to standardize sales performance metrics, and make sure the data and systems behind them support pipeline accuracy.

• Operating partner: Be the operating partner to Sales leadership on how the organization runs. Work with the regional partners to keep every region on the same standards, including when new sales motions and org changes roll out.

• Execution: Run the team's operating rhythm, drive cross-regional execution, and own the operational work that belongs to the company rather than to one region. Make sure it gets done.
  

What We Look For

• 8+ years of experience in Revenue Operations, Sales Operations, Sales Strategy & Operations or a related GTM operations function, ideally in a high-growth B2B SaaS environment, with global or multi-region scope.

• Sales operations expertise: You understand how sales organizations run day to day, including territory management, account ownership and routing, rules of engagement, hand-offs, pipeline management, forecasting inputs and funnel conversion.

• Systems and data fluency: You know Salesforce and the adjacent GTM stack well enough to connect business requirements, workflows, data and systems, spot where a system no longer matches the process, and write requirements a systems team can build from.

• Analytical and operational rigor: You have set standards for data quality and process adherence, built the scorecards leaders use to check operational health, and you notice when the field and the systems drift apart.

• Change and process leadership: You have redesigned inefficient processes and driven adoption of new workflows and ways of working across teams and regions.

• Execution: You finish things. You run a backlog of global work, keep it moving and close items instead of letting them drift.

What Success Looks Like

• One set of rules of engagement and process standards used in every region.

• Every new hire, org move and territory change tracked in one place and reflected consistently across systems and reporting.

• Data quality standards for account and pipeline data defined and met.

• GTM Systems builds from clear, prioritized requirements.

• Cross-regional work has a named owner and gets done.

Perks of Horizon3

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

• Base salary range: $170,000-$210,000 annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills.