AVP, Revenue Operations at SentinelOne

Job description

Our Purpose At SentinelOne, we are driven by a clear purpose: to give the advantage to those who secure our future. As AI reshapes how organizations build, operate, and innovate, the responsibility to protect them becomes more critical than ever. When you join SentinelOne, your work helps protect global enterprises, critical infrastructure, and the technologies shaping tomorrow. If you are motivated by meaningful challenges and want your impact to be real, measurable, and global, you will find purpose here. About Us SentinelOne is a company at the intersection of AI and security, pioneering a new operating model for cybersecurity. Our AI-native platform unifies protection across endpoint, cloud, identity, data, and AI systems to deliver autonomous detection and response with clarity and speed. By combining real-time analytics, intelligent automation, and a unified data foundation, we reduce noise, simplify complexity, and empower security teams to focus on what truly matters. Our teams are builders, problem-solvers, and innovators committed to shaping the future of security. If you are excited to solve hard problems alongside talented, mission-driven people, we invite you to help us build a safer future for humanity. What Are We Looking For? We’re looking for people who are relentlessly curious and committed to continuous learning. AI is reshaping every function across our business, and we enable every team member, regardless of role or level, to build fluency in AI tools and concepts. Those who thrive here actively seek out new solutions, experiment thoughtfully, and apply what they learn to drive better, faster, smarter outcomes. As the AVP, Revenue Operations, you will be tasked with building and leading the global operating model for Channel and Partner Operations, Sales Compensation, Renewals Operations, and Quote-to-Cash, turning a complex, multi-motion go-to-market into a scalable, well-governed operation that keeps pace with our growth. Leading a team of regional and operational leaders, you will set the operating cadence, planning, and executive reporting that give Sales, Finance, and the Board a consistent view of the business. You will also shape how we scale through what comes next, from integrating acquisitions and launching new pricing to applying AI and automation across revenue workflows. What Will You Do? Primary responsibilities include: Operating cadence and planning: own global forecasting, QBRs, and performance metrics across segments and regions, and lead annual planning for priorities, initiative roadmaps, territory design, and headcount allocation. Operating model and team: set the strategy, governance, and performance framework for Channel and Partner Operations, Sales Compensation, Renewals Operations, and quote-to-cash globally, and lead a team of Directors who act as strategic partners to the business, with an org design that scales alongside GTM growth. Channel, Partner, and MSSP Operations: scale Deal Registration, Partner SPIFF payments, Partner Activation, co-sell tracking, sourced versus influenced analytics, and the Partner Portal, with automated, standardized processes that support our MSSP program and consumption motions. Sales Compensation: drive the annual incentive design cycle (spend analysis, plan design, scenario modeling, communication, and enablement), own all GTM SPIFFs and special incentive programs, and serve as the executive point of contact for Sales leadership on compensation. Quote-to-cash and Order Operations: own the quote, order, and booking process end to end, including quoting standards, approval workflows, deal desk escalation, and quarter-end order accuracy, and govern non-standard commercial terms with Finance and Legal. Renewals: partner with Global Renewals Sales to scale operations and improve GRR and NRR through aligned process, data, and inspection. Executive reporting: own executive and Board reporting for your functions, with consistent metric definitions and narrative quarter over quarter. AI and automation: prioritize and manage a portfolio of use cases across these functions, with guardrails set alongside Legal, Security, and Data, and measured adoption and impact. M&A integration: lead the operational and systems integration of acquisitions, consolidating partner programs, compensation structures, renewal motions, quoting, and reporting on a clear timeline. Readiness and change management: prepare systems, partners, and the Field for product launches, pricing and packaging changes, program redesigns, and international expansion, with the enablement needed to make new processes stick. What Skills and Knowledge Will You Bring? Ideal candidates will have: 12+ years supporting Sales in an operations capacity, with broad experience across Channel and Partner Operations, Renewals Operations, Sales Compensation, and quote-to-cash. 5+ years leading leaders, managing Directors and Managers across multiple functions and geographies, with a track record of building and developing teams. High-tech industry experience is required, including Global Enterprise, SMB, and MSSP go-to-market motions through indirect Partner pathways, and SaaS subscription, MSSP billing, and consumption business models. Working knowledge of quote-to-cash mechanics, including CPQ, approval and discounting governance, order management, and handoffs into billing and revenue recognition. Proven ability to build an operating model and cadence, not just run existing processes, and to translate strategy into measurable business outcomes. Experience owning or governing a revenue data model and metric definitions, with systems and reporting held to an executive standard of accuracy. Practical experience applying AI and automation to revenue operations workflows, with the judgment to separate real leverage from novelty. Experience leading M&A integration or other large-scale transformation, such as systems migrations, program consolidation, or post-acquisition GTM alignment. Bachelor's degree in Finance, Management, Technology, or Economics; MBA a plus. Proficiency with Google Workspace, Salesforce, CPQ, Partner Portal applications, Clari, and Excel modeling; experience with NetSuite, incentive compensation platforms, and analytics tools such as Tableau a plus. Why SentinelOne? AI is redefining how the world operates and rewriting the rules of security in real time, and SentinelOne was built for this moment. From day one, we architected an AI-native platform designed to operate at machine speed, not as an add-on to legacy systems but as the foundation itself. If you want to build where innovation and impact move together, this is that place. We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family: Equity & Rewards Restricted Stock Units (RSUs) Employee Stock Purchase Plan (ESPP) Time Off & Wellbeing Flexible time off Paid company holidays and paid sick time Gender-neutral parental leave Grandparent leave Insurance & Financial Security Medical, dental, and vision coverage 401(k) retirement plan with company match Life and disability insurance Health and dependent care FSA Voluntary benefits (hospital, accident, critical illness) Employee Assistance Program (EAP) ARAG pre-paid legal Nationwide pet insurance Cancer Care program Global business travel medical insurance Work Perks & Flexibility Home office allowance Mobile phone reimbursement Wellness & Lifestyle Wellness coach Wellness/gym reimbursement Fertility coverage Adoption & surrogacy reimbursement This U.S. role has a base pay range that will vary based on the location of the candidate. For some locations, a different pay range may apply. If so, this range will be provided to you during the recruiting process. You can also reach out to the recruiter with any questions. Base Salary Range $217,500 — $326,000 USD SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. SentinelOne participates in the E-Verify Program for all U.S. based roles.

Requirements

Must-haves

Operating cadence and planning: own global forecasting, QBRs, and performance metrics across segments and regions, and lead annual planning for priorities, initiative roadmaps, territory design, and headcount allocation.
Renewals: partner with Global Renewals Sales to scale operations and improve GRR and NRR through aligned process, data, and inspection.
Executive reporting: own executive and Board reporting for your functions, with consistent metric definitions and narrative quarter over quarter.
AI and automation: prioritize and manage a portfolio of use cases across these functions, with guardrails set alongside Legal, Security, and Data, and measured adoption and impact.
M&A integration: lead the operational and systems integration of acquisitions, consolidating partner programs, compensation structures, renewal motions, quoting, and reporting on a clear timeline.
What Skills and Knowledge Will You Bring?
12+ years supporting Sales in an operations capacity, with broad experience across Channel and Partner Operations, Renewals Operations, Sales Compensation, and quote-to-cash.
5+ years leading leaders, managing Directors and Managers across multiple functions and geographies, with a track record of building and developing teams.
High-tech industry experience is required, including Global Enterprise, SMB, and MSSP go-to-market motions through indirect Partner pathways, and SaaS subscription, MSSP billing, and consumption business models.
Working knowledge of quote-to-cash mechanics, including CPQ, approval and discounting governance, order management, and handoffs into billing and revenue recognition.
Proven ability to build an operating model and cadence, not just run existing processes, and to translate strategy into measurable business outcomes.
Experience owning or governing a revenue data model and metric definitions, with systems and reporting held to an executive standard of accuracy.
Practical experience applying AI and automation to revenue operations workflows, with the judgment to separate real leverage from novelty.
Experience leading M&A integration or other large-scale transformation, such as systems migrations, program consolidation, or post-acquisition GTM alignment.
Why SentinelOne?
We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family:
Equity & Rewards
Restricted Stock Units (RSUs)
Employee Stock Purchase Plan (ESPP)
Time Off & Wellbeing
Flexible time off
Grandparent leave

Nice-to-haves

Bachelor's degree in Finance, Management, Technology, or Economics; MBA a plus.
Proficiency with Google Workspace, Salesforce, CPQ, Partner Portal applications, Clari, and Excel modeling; experience with NetSuite, incentive compensation platforms, and analytics tools such as Tableau a plus.

Application prep

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Keywords to mirror

aigo

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Parental Leave

Wellness