Job description

Director of Sales Operations Empirical Security is a quantum leap forward in exposure management, building custom models at scale to help organizations predict and prioritize the threats most likely to endanger them. Enterprises can no longer keep up with the flood of potential exploits caused by the AI era; only Empirical gives resource-strapped security teams the predictive capabilities to punch way above their weight class. We're looking for a dedicated, experienced, and basically brilliant Director of Sales Operations to build the engine underneath a fast-growing enterprise sales team. You'll own the systems, the numbers, and the process that let sellers spend more time in front of customers and less time in spreadsheets. This role reports to the CRO and works closely with finance, marketing, and product. What you'll do: - Own the go-to-market tech stack end-to-end, starting with HubSpot as the source of truth and extending through prospecting, forecasting, enablement, and analytics tools. - Run weekly, monthly, and quarterly forecast calls, and turn a messy pipeline into a defensible number that the CRO and CEO can put in front of the board. - Design territories, quotas, and comp plans that actually motivate the right behavior, and revisit them when the data says they aren't working. - Build the reporting layer that tells leadership what is really happening, including pipeline coverage, conversion rates by stage, win rates by segment, and rep-level performance against ramp. - Instrument the sales process so every deal leaves an evidence trail, and lead the deal reviews where that evidence gets pressure-tested. - Partner with marketing on lead flow, attribution, and pipeline handoff, so both sides are arguing from the same dataset rather than from feelings. - Manage the RevOps roadmap and, over time, hire and lead a small team underneath you. You would be an excellent candidate if... - You have run sales operations at a Series B through D B2B software company, ideally one that grew from a handful of enterprise reps to several dozen. - You are fluent in HubSpot or Salesforce at the level of workflows, custom objects, and reporting, and you know when to build in the CRM versus when to push data into a warehouse. - You can write SQL well enough to answer your own questions rather than waiting on the data team. - You have opinions about forecast methodology and can explain the tradeoffs between weighted pipeline, commit and best-case rollups, and bottoms-up rep forecasts. - You have designed comp plans that survived contact with a real sales floor. - You have worked at a smaller startup, or you are genuinely excited about what it takes to help a phenomenal one grow. Extra credit if: - You have supported an enterprise security or infrastructure sales team, and you understand the rhythms of six- and seven-figure deals with long procurement cycles. - You have run RevOps through a pricing model change, a segment expansion, or the introduction of a channel motion. - You have integrated a CPQ, a data enrichment tool, or a conversation intelligence platform into a working stack without breaking everything else. A Final Word Don't check off every box in the requirements listed above? Please throw your hat in the ring anyway. Studies have shown that marginalized communities, such as women, LGBTQ+ people, and people of color, are less likely to apply to jobs unless they meet every single qualification. Empirical Security is dedicated to building an inclusive, diverse, equitable, and accessible workplace that fosters a sense of belonging, so if you're excited about this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to still consider submitting an application. You may be just the right candidate for this role, or for another one of our openings.

Requirements

Must-haves

Director of Sales Operations
Own the go-to-market tech stack end-to-end, starting with HubSpot as the source of truth and extending through prospecting, forecasting, enablement, and analytics tools.
Run weekly, monthly, and quarterly forecast calls, and turn a messy pipeline into a defensible number that the CRO and CEO can put in front of the board.
Design territories, quotas, and comp plans that actually motivate the right behavior, and revisit them when the data says they aren't working.
Build the reporting layer that tells leadership what is really happening, including pipeline coverage, conversion rates by stage, win rates by segment, and rep-level performance against ramp.
Instrument the sales process so every deal leaves an evidence trail, and lead the deal reviews where that evidence gets pressure-tested.
Partner with marketing on lead flow, attribution, and pipeline handoff, so both sides are arguing from the same dataset rather than from feelings.
Manage the RevOps roadmap and, over time, hire and lead a small team underneath you.
You would be an excellent candidate if...
You have run sales operations at a Series B through D B2B software company, ideally one that grew from a handful of enterprise reps to several dozen.
You are fluent in HubSpot or Salesforce at the level of workflows, custom objects, and reporting, and you know when to build in the CRM versus when to push data into a warehouse.
You can write SQL well enough to answer your own questions rather than waiting on the data team.
You have opinions about forecast methodology and can explain the tradeoffs between weighted pipeline, commit and best-case rollups, and bottoms-up rep forecasts.
You have designed comp plans that survived contact with a real sales floor.
You have worked at a smaller startup, or you are genuinely excited about what it takes to help a phenomenal one grow.
You have supported an enterprise security or infrastructure sales team, and you understand the rhythms of six- and seven-figure deals with long procurement cycles.
You have run RevOps through a pricing model change, a segment expansion, or the introduction of a channel motion.
You have integrated a CPQ, a data enrichment tool, or a conversation intelligence platform into a working stack without breaking everything else.
A Final Word

Nice-to-haves

None flagged.

Application prep

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Keywords to mirror

aigosql

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