Head of Revenue Operations

Who we are:

BigID is an innovative tech startup that focuses on solutions for data security, compliance, privacy, and AI data management. We're leading the market in all things data: helping our customers reduce risk, drive business innovation, achieve compliance, build customer trust, make better decisions, and get more value from their data.

We are building a global team passionate about innovation and next-gen technology. BigID has been recognized for: 

• BigID named one of Forbes America's Best Startup Employers 2026 - ranked #15 overall and #1 in Security
• BigID named Hot Company in Artificial Intelligence and Machine Learning at the Global InfoSec Awards
• Citizens JMP Cyber 66 List of Hottest Privately Held Cybersecurity Companies
• CRN 100 list named BigID as one of the 20 Coolest Identity Access Management and Data Protection Companies (3 years running)
• DUNS 100 Best Tech Companies to Work for
• Top 3 Big Data and AI Vendors to Watch' in the 2023 BigDATAwire Readers and Editors Choice Awards
• 2024 Inc. 5000 list for the 4th consecutive year!
• Shortlisted for the 2024 AI Awards in the category of Best Use of AI in Cybersecurity

At BigID, our team is the foundation of our success. Join a people-centric culture that is fast-paced and rewarding: you’ll have the opportunity to work with some of the most talented people in the industry who value innovation, diversity, integrity, and collaboration.

Who we seek: 

As our Revenue Operations leader, you will own the operating rhythm, planning processes, analytics, and systems that drive our Go-To-Market organization. You will partner closely with executive leadership to improve forecast accuracy, accelerate pipeline generation, optimize seller productivity, and scale the infrastructure required to support growth. You will be critical to ensuring our GTM Leadership has actionable, data-driven intelligence to quickly make and execute key decisions. 

As a leader in a growing start-up, you will make an impact from day one, with no bureaucracy or red tape to distract you from the very important tasks at hand. You will leave an indelible mark on the organization as you work hand in hand with Executives and GTM Leadership to lead a reporting and analytics foundation that will be critical for supporting future growth. 

Key candidate attributes most likely to succeed in this environment:

Executive operator and business partner. Able to move seamlessly between strategic planning discussions with executives, forecast and pipeline inspections with field leadership, and detailed operational problem-solving with the team. Understands how to translate business objectives into operational execution.

Outcomes over process. Highest priority on owning outcomes rather than managing processes. This role requires a doer - who picks up ambiguous, high-stakes problems and drives them to resolution without waiting for perfect information or organizational clarity.

Low ego, high trust. The GTM leadership landscape requires someone collaborative and non-territorial. Someone focused on driving outcomes through influence, partnership, and trust will be most successful in this environment. 

Analytically strong and willing to get their hands dirty. The data environment is complex and imperfect. The candidate needs to be comfortable rolling up their sleeves - building models, pressure-testing numbers, finding inconsistencies - rather than delegating all analytical work. Strong judgment in data interpretation matters as much, or more, as knowing how to pull it.

A builder of people, not just systems. The team has real talent at every level. GTM Systems needs air cover and prioritization support, not more stakeholders pushing. Other team members are on clear development trajectories and will respond well to a leader who invests in them. The right Head of RevOps will see retention and development of this team as a core part of the job.

What you’ll do: 

• Lead key operations functions for GTM, Post Sales, Marketing and Strategic Initiatives; develop overarching strategies for these functions, drive alignment with key stakeholders, and ensure effective and efficient execution.
• Be a trusted partner to our GTM Leadership team, work closely with them to understand their business needs, and align the team roadmap and outputs to quickly meet them. 
• Design, develop, and continuously optimize the GTM reporting suite - strive for clarity and simplicity that enables better and faster decision making for Leadership.
• Own executive operating cadences, including forecast reviews, pipeline reviews, quarterly business reviews, and strategic planning processes. 
• Translate complex analytical outputs into clear stories that drive business decisions.
• Support key GTM projects and initiatives with robust and insightful ad-hoc reporting and analysis. 
• Lead annual and in-year GTM planning, including capacity planning, territory design, quota setting, compensation planning, organizational design, and investment prioritization.
• Own executive and board-level reporting, ensuring consistent definitions, metrics, and business narratives across the organization. 
• Relentlessly search out opportunities to automate and scale - particularly via the use of Agentic AI - reporting assets, improve data quality, and enable greater self-service analytics and insights.
• Develop long-term Reporting and Insights team strategy, build a provocative and audacious roadmap and hiring plan to support growth. 
• Partner closely with GTM Systems leadership to establish priorities, governance, and execution plans across Salesforce, Clari, marketing and customer systems, and operational tooling. 
• Drive alignment across Sales, Marketing, Post Sales and Finance organizations to ensure operational consistency and execution against company objectives. 
• Provide mentorship and leadership to all team members - constantly focus on their development and career progression.

What you’ll bring: 

• 10+ years of experience in Sales Operations, Consulting, Business Reporting, or related functions; 7+ years of experience with CRM and BI Reporting tools. 
• Proven ability to influence executive leadership through data, operational rigor, and clear communication. 
• Deep experience in SaaS forecasting, pipeline management, revenue planning, territory design, quota setting, and compensation administration. 
• A deep passion for telling engaging stories with complex data. 
• Comprehensive understanding of Sales, Marketing, CS and Finance metrics in a SaaS / Subscription-software environment. 
• Comfortable to do whatever is necessary to get the job done - whether it’s digging deep into spreadsheet analysis or presenting to our Board of Directors - no task is too menial or “above your grade.” 
• Systems thinker - understands the broader implications of (seemingly) small decisions, always thinking about the longer-term and secondary/tertiary impacts. 
• Start-up work ethic - willing to put in the time and sweat to help us win the market.
• Strong business acumen and analysis skills, including written communication and presentation development. 

We’re committed to creating a culture of inclusion and equality – across race, gender, sexuality, and disability – where innovation and growth thrive, every voice is heard, and everybody belongs. Learn more about us here.

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