Director of Revenue Operations
At Authentic8, we empower organizations to redefine how digital investigations are conducted in an increasingly complex online world. With Silo for Research, our industry-leading solution, we enable secure and anonymous investigations across the surface, deep, and dark web—helping national security, defense, law enforcement, and enterprises uncover critical insights while staying protected.
Designed from the ground up with zero-trust principles and built on globally scaled infrastructure, Silo for Research addresses today's toughest cybersecurity challenges, allowing investigators to work smarter, faster, and safer. Trusted by more than 700 customers worldwide, our platform transforms how intelligence work is done.
Join us, and be part of a mission to protect and empower those who safeguard our world. From our collaborative teams to our cutting-edge technology, we’re not just building solutions—we’re shaping the future of digital investigations.
Authentic8 is looking for a Director of Revenue Operations. In this role, you will report to the Head of Finance and Business Operations and be accountable for the Strategy and Operations of the Commercial and Government Sales organizations. The Director of Revenue Operations is expected to identify, initiate, and drive projects and processes that are considered necessary for both the short-term and long-term success of the company. This role is cross functional in nature and requires an exceptional leader with the ability to partner and influence at the highest levels of the organization, working with Finance/Accounting, Sales, Customer Success, Marketing, Technical Operations and other groups. The ideal candidate can effectively manage the day-to-day tactics, while taking ownership of the strategy and roadmap of our sales priorities and processes. The Director of Revenue Operations also represents Sales Leadership on key projects and initiatives.
Key Areas of Responsibility:
- Be a trusted advisor to Sales and Finance Leadership
- Own, assess and drive changes to deal desk approval workflow
- Provide weekly forecast for Sales and Finance/Accounting leadership (both for new and renewal)
- Own and drive process for price quotes and discount approvals
- Ensure SalesForce data hygiene (sales stage, close date, product and dollar amounts updated correctly) and oversee development of additional functionality, reporting, integration with adjacent systems, etc
- Work with Finance/Accounting and HR on reconciling quarterly bookings and commissions payments.
- Designs, enables and manages reporting, dashboards, metrics to ensure accurate, timely, actionable insights for the executive team, including bespoke analysis used by Sales Leadership for planning and review.
- Work with Finance & Accounting on data to be used during QBR (Quarterly Business Review) Presentations.
- Be heavily involved and work with key stakeholders from Finance/Accounting, HR, Legal and Sales in variable compensation plan design, proposal, distribution of quotas across all sales roles/levels and ensuring all quota carrying individuals have signed comp plans
- Play an instrumental role on annual bookings targets and fiscal budgeting & planning
- Heavily involved in integration of various systems and building of business intelligence
- Leads global cross-functional programs (multiple interdependent projects) targeted at improving sales productivity
- Ensures the buy-in and support of senior regional management for global initiatives, and facilitates global alignment
- Brings in best practices and innovative approaches that create value for Sales and Customers on global basis
Skills and Requirements:
- Successful record managing complex solution sales and implementations, including new opportunity scoping and capture, and renewal contract management.
- Familiarity and experience in the software, SAAS, or subscription management industries and sales models
- Critically evaluate information gathered from multiple sources, reconcile conflicts, decompose high-level information into details, abstract up from low-level information to a general understanding, and distinguish user requests from the underlying true needs.
- Proficient in SFDC, SaaSOptics, Zuora and Excel
- Experience with Spiff a plus
- Experience with government procurement programs, e.g. GSA, CHESS, SEWP, NCI Agency BOAs.
- Experience with complex certifications, such as FedRAMP, SSAE 16 SOC1, PCI-DSS
- Comfort in matrix teams bridging Finance, Product Management, and Sales/Marketing.
Qualifications:
- BA/BS degree, MBA preferred
- 10+ years of relevant experience in software business and sales operations capacity
- Excellent quantitative analytical skills, creativity in problem-solving, empowering teams, and a keen business sense
- Ability to think strategically, but also have exceptional attention to detail to drive program management, execution, and results
- Demonstrated ability to influence and foster collaborative relationships with cross-functional GTM departments
- Excellent problem solving, project management, interpersonal and organizational skills
- Deep SFDC expertise and expert knowledge of enterprise sales tools
- Ability to coach, motivate, performance manage, and recruit Sales Operations team
Salary Range
- $160,000 - $175,000 + Bonus & Equity
Individual pay will be determined by location and additional factors, including job related skills, experience, and relevant education or training.
Authentic8 Core Values & Principles:
Integrity: We apply our best efforts. We are honest with and accountable to others.
Mission-Focused: We clearly define and communicate our goals and do not stray in the pursuit of our objective.
Respect: We value and respect the ideas and experience our diverse backgrounds bring us. Positive consideration of differing viewpoints makes us stronger.
We are collaborative: We recognize the best work is the product of teams. We must each be reliable and expect to rely on others.
We are transparent: By operating with common information and understanding we ensure that we are aligned.
We find innovative solutions: We seek innovative solutions not as a buzzword but as a means to solve difficult problems with zeal, efficiency and quality.
We take ownership: We are responsible for our actions, our reputation and our business.
Authentic8 offers competitive benefits, including medical, dental and vision, flexible PTO, a 401k program and stock options.
It is the policy of Authentic8 to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law.
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