BeyondTrust - SVP, Revenue Operations
Requirements
• 15+ years in Revenue Operations, Sales/Commercial Operations, or GTM strategy within B2B SaaS, including VP/SVP-level leadership partnering with the C-suite and Board. • Track record scaling a company through the $550M → $1B+ ARR inflection, or directly comparable scale and complexity. • Proven, hands-on ownership of forecasting, planning, and territory/quota/comp design — and a bias for directing the fix, not just diagnosing it. • Working fluency in commercial operations (deal desk, CPQ, quote-to-cash) is sufficient to partner effectively without owning the function directly. • Experience leading or directly managing both Field Operations (territory, capacity, sales enablement) and Marketing Operations (demand generation, lead management, funnel analytics) at scale, or equivalent cross-functional RevOps scope. • Experience leading or chairing a cross-functional systems-governance forum and prioritizing a roadmap against fixed delivery capacity. • Power user of Salesforce (or equivalent CRM) and modern RevOps/BI tooling (Gong, Tableau/Power BI, Databricks, Xactly or equivalent) — able to interrogate data directly, without delegation. • Personally architected or shipped production of AI, automation, or agentic workflows — a builder's fluency, not just vendor selection. • Experience operating in a fast-paced, PE-backed environment. • A bachelor's degree is required. • Key Performance Indicators • Success in this seat is tracked with a small set of hard numbers, not a governance scorecard — the candidate should think in terms of what moves each metric and how to align the organization to achieve it. • Forecast Accuracy — Quarter-over-quarter variance between forecast and closed bookings held inside target range, across all segments and theatres. • Forecast Accuracy — • Pipeline Health & Data Hygiene — Coverage ratio, stage-conversion rates, and Salesforce data-quality scores trending toward target, not just reported. • Pipeline Health & Data Hygiene — • Net Revenue Retention — Renewal rate, expansion, and churn on a visible, improving trend line. • Net Revenue Retention — • Sales Productivity — Quota attainment %, new-rep ramp time, and capacity-to-plan variance. • Sales Productivity — • Systems Throughput — Cycle time on prioritized Salesforce/RevTech initiatives and adoption rate of what ships. • Systems Throughput — • AI & Automation Impact — Number of production workflows shipped and measurable hours or cost saved — not tools purchased. • AI & Automation Impact — • Data Reliability — Executive dashboard adoption, account/contact data health, and turnaround time on ELT insight requests. • Data Reliability — • Cross-Functional Trust — CRO, CFO, and ELT confidence in the forecast and in RevOps' recommendations, measured by escalation rate and stakeholder feedback. • Cross-Functional Trust — • Cybersecurity domain experience. • Channel-led GTM experience at material scale (MSSP, VAR, GSI, distributor, alliance motions). • MBA or a quantitative/engineering background. • Experience integrating acquired or newly launched products into an existing GTM motion. • Experience supporting marketing and partner operations (funnel/attribution, lead routing, and partner scorecards). • Better Together • Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected. • We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together. • BeyondTrust is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders. • BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners. • Learn more at www.beyondtrust.com.
Responsibilities
• Operating Cadence & Forecast Integrity — Run the weekly/bi-weekly forecasting pipeline review, and quarterly business reviews in partnership with the CRO/CMO. Reconcile field roll-ups with model-driven forecasts into one number, and name gaps with owners and dates attached. • GTM Strategy & Planning — Own the architecture of the long-range plan (TAM, segmentation, coverage, geo-expansion) and lead annual/quarterly capacity and revenue planning in lockstep with FP&A and Sales. • Territory, Quota & Compensation — Direct territory design, capacity models, quota setting, and incentive-comp mechanics that drive the right rep behavior — and hold the line on Salesforce data quality and pipeline hygiene that the whole system depends on. • Data, Analytics & Engineering Leadership — Lead Data Analytics team serving both GTM and the enterprise. Own the data foundation, modern BI platform, predictive modeling and data science and drive the shift from descriptive reporting to decision-ready insight the ELT acts on. Build the systems and team that make the number trustworthy. You direct the roadmap and people strategy; the team builds and ships. • Field Operations Leadership — Own Sales Field Operations as an operational arm, directing territory design, capacity management, rep productivity, and coaching mechanisms. Align with the Sales SVPs and CRO on field strategy, resource allocation, and the people/enablement investments that drive quota attainment. Partner closely with Marketing on demand coverage and Sales on execution. • Systems Governance & Roadmap Prioritization — Hold a decisive seat on the Lead-to-Cash forum; bring portfolio discipline (a transparent intake/scoring model) to a demand-rich Salesforce and RevTech backlog run by IT and the Salesforce CoE. • Marketing & Partner Operations — Own Marketing Operations as an operational arm alongside Field Ops, setting the operating rhythm for funnel health, lead management, lead scoring, win rate improvement targets, lead-to-sales SLAs, campaign attribution, and partner/channel scorecards. Ensure demand generation, pipeline flow, and revenue reconcile to one integrated model. Work closely with the CMO and CRO on coverage planning. • AI-Enabled Revenue Operations — Identify and ship high-leverage automation across forecasting, enablement, sales rep experience and reporting; set the standard for responsible, fast AI adoption across the function. • Commercial Operations Partnership — Partner closely with Commercial Operations (deal desk, CPQ, lead-to-order/cash) operating as one engine with clean handoffs and shared data — no reconciliation friction. • Team Leadership — Build and develop a high-performing Revenue Operations organization, and represent revenue performance, risk, and opportunity to the CFO, CRO, and Board.
Benefits
• Data, Analytics & Engineering Leadership — Lead Data Analytics team serving both GTM and the enterprise. Own the data foundation, modern BI platform, predictive modeling and data science and drive the shift from descriptive reporting to decision-ready insight the ELT acts on. Build the systems and team that make the number trustworthy. You direct the roadmap and people strategy; the team builds and ships. • Data, Analytics & Engineering Leadership — • Field Operations Leadership — Own Sales Field Operations as an operational arm, directing territory design, capacity management, rep productivity, and coaching mechanisms. Align with the Sales SVPs and CRO on field strategy, resource allocation, and the people/enablement investments that drive quota attainment. Partner closely with Marketing on demand coverage and Sales on execution. • Field Operations Leadership — • Systems Governance & Roadmap Prioritization — Hold a decisive seat on the Lead-to-Cash forum; bring portfolio discipline (a transparent intake/scoring model) to a demand-rich Salesforce and RevTech backlog run by IT and the Salesforce CoE. • Systems Governance & Roadmap Prioritization — • Marketing & Partner Operations — Own Marketing Operations as an operational arm alongside Field Ops, setting the operating rhythm for funnel health, lead management, lead scoring, win rate improvement targets, lead-to-sales SLAs, campaign attribution, and partner/channel scorecards. Ensure demand generation, pipeline flow, and revenue reconcile to one integrated model. Work closely with the CMO and CRO on coverage planning. • Marketing & Partner Operations — • AI-Enabled Revenue Operations — Identify and ship high-leverage automation across forecasting, enablement, sales rep experience and reporting; set the standard for responsible, fast AI adoption across the function. • AI-Enabled Revenue Operations — • Commercial Operations Partnership — Partner closely with Commercial Operations (deal desk, CPQ, lead-to-order/cash) operating as one engine with clean handoffs and shared data — no reconciliation friction. • Commercial Operations Partnership — • Team Leadership — Build and develop a high-performing Revenue Operations organization, and represent revenue performance, risk, and opportunity to the CFO, CRO, and Board. • Team Leadership —
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