Head of Revenue Operations
Apply NowCompany: Adaptive Security
Location: San Francisco, CA 94112
Description:
About Adaptive Security
Adaptive is a fast-growing cybersecurity company built for the AI era, founded by Brian Long and Andrew Jones-serial entrepreneurs behind TapCommerce (acquired by Twitter) and Attentive ($500M+ revenue, Forbes Cloud 100, 1k+ employees, $7B+ valuation).
We're on a mission to stop AI-powered cyberattacks-like deepfake impersonations, real-time voice phishing, GenAI email threats, and SMS phishing. Backed by top-tier investors, we're trusted by global banks, healthcare systems, and tech leaders.
Our products-Adaptive Phishing and Adaptive Training-simulate cutting-edge AI threats and help organizations stay ahead of attackers through smart, personalized training.
The Role
We're hiring a Head of Revenue Operations to build and lead the backbone of our go-to-market engine. This is a strategic and tactical role focused on helping our Sales, Marketing, and Customer Success teams operate at maximum efficiency and scale.
Based in our San Francisco HQ, you'll be responsible for optimizing revenue processes, maintaining and improving our Salesforce instance, driving forecasting accuracy, and delivering insights to guide high-impact decisions across the GTM org.
You'll report directly to the VP of Sales and partner closely with Finance, Product, and Marketing to help us scale from early-stage startup to a repeatable, metrics-driven machine.
What You'll Do
Who You Are
What We Offer
Adaptive is a fast-growing cybersecurity company built for the AI era, founded by Brian Long and Andrew Jones-serial entrepreneurs behind TapCommerce (acquired by Twitter) and Attentive ($500M+ revenue, Forbes Cloud 100, 1k+ employees, $7B+ valuation).
We're on a mission to stop AI-powered cyberattacks-like deepfake impersonations, real-time voice phishing, GenAI email threats, and SMS phishing. Backed by top-tier investors, we're trusted by global banks, healthcare systems, and tech leaders.
Our products-Adaptive Phishing and Adaptive Training-simulate cutting-edge AI threats and help organizations stay ahead of attackers through smart, personalized training.
The Role
We're hiring a Head of Revenue Operations to build and lead the backbone of our go-to-market engine. This is a strategic and tactical role focused on helping our Sales, Marketing, and Customer Success teams operate at maximum efficiency and scale.
Based in our San Francisco HQ, you'll be responsible for optimizing revenue processes, maintaining and improving our Salesforce instance, driving forecasting accuracy, and delivering insights to guide high-impact decisions across the GTM org.
You'll report directly to the VP of Sales and partner closely with Finance, Product, and Marketing to help us scale from early-stage startup to a repeatable, metrics-driven machine.
What You'll Do
- Own and optimize our Salesforce instance and associated GTM tech stack (e.g., Outreach, Gong, HubSpot, etc.)
- Build dashboards, reports, and workflows to drive visibility and accountability across Sales and Customer Success
- Design and maintain accurate forecasting models and pipeline hygiene practices
- Define, document, and enforce scalable revenue processes-deal desk, stage progression, handoffs, SLAs
- Partner with Marketing to measure and optimize funnel conversion and lead scoring
- Collaborate with Finance on quota planning, compensation design, and territory strategy
- Support sales enablement efforts with tools, data, and process insights
- Lead revenue operations initiatives across CRM automation, data hygiene, and performance analysis
Who You Are
- 6-10+ years in revenue operations, sales operations, or GTM systems in B2B SaaS environments
- Expert in Salesforce administration, workflows, custom objects, and reporting
- Experience owning RevOps strategy at a scaling company-from ~$1M ARR to $50M+
- Strong analytical and modeling skills-you know how to tell a story with data
- Deep understanding of B2B sales funnels and enterprise buying cycles
- Highly organized, detail-oriented, and systems-minded-you build things that scale
- Comfortable working in-office in San Francisco with a fast-moving GTM team
What We Offer
- Strategic seat on the ground floor of one of the most exciting cybersecurity startups in the world
- Equity in a high-upside, venture-backed business with seasoned founders
- Premium healthcare, vision, and dental coverage
- A culture that values speed, precision, and high ownership
- An in-office team in San Francisco building something that matters