Revenue Operations Director

About Oleria

Oleria provides adaptive and autonomous identity security solutions that help organizations accelerate at the pace of change, trusting that their data is protected. Oleria enables organizations to have comprehensive visibility into their access posture and autonomously identifies and mitigates access risks before they can be exploited. Founded by cybersecurity industry veterans with decades of experience building and operating some of the world's largest security programs, Oleria allows organizations to pursue their best ideas, removing the barriers that keep team members from collaborating. Oleria has received over $43M in funding from Evolution Equity Partners, Salesforce Ventures, Tapestry VC, Zscaler, and other technology luminaries. Oleria sets business free. For more information, please visit www.oleria.com and follow Oleria on LinkedIn and Twitter.

Oleria was founded by notable industry senior leaders Jim Alkove and Jagadeesh Kunda, with deep security, data, and SaaS experience building and securing some of the world’s largest platforms and products used by billions of people worldwide every day. Our customers are Fortune 500 corporations and public sector organizations, making your contributions vital to improving data security for millions worldwide. We are proud to be recognized as a Best Place to Work and Best Startup to Work For by Built In Seattle!

Job Overview

We are seeking an experienced Revenue Operations professional to optimize efficiency and performance across the entire sales and customer lifecycle. This role will ensure streamlined processes, accurate data, and effective go-to-market strategies. You will manage Salesforce, forecast revenue, and provide actionable insights to sales and marketing leadership. This includes partnering closely with Marketing on data-driven initiatives, technical campaign setup, and lead management to ensure seamless alignment from lead generation to close.

Responsibilities

• Partner with Sales leadership on sales model design, roles, seller capacity, and headcount planning.
• Support annual revenue planning (bottom-up and top-down), customer segmentation, capacity planning, territory design, target account lists, and quota setting.
• Build and manage the sales/CRM tech stack to support opportunity and pipeline management.

• Partner with Marketing to build and manage the marketing tech stack for demand generation programs.
• Ensure marketing investments are aligned to generate sufficient qualified pipeline.
• Support lead scoring, measurement, routing, and follow-up processes to maximize sales team efficiency.
• nalyze marketing campaign performance and provide data-driven recommendations for optimization.

• Develop and deliver onboarding programs for new sales hires, focusing on product knowledge, sales process, and systems training.
• Drive adoption of sales processes and ensure accurate opportunity management in CRM systems.
• Partner with Marketing and Sales to create and maintain easily accessible sales materials (playbooks, whitepapers, etc.).
• Support VP of Sales in the planning and execution of sales events (e.g., Sales Kick-Off) aligned with GTM priorities.
• Use pipeline analytics and win/loss reviews to improve training and sales effectiveness.

• Build systems and processes to track renewals, uncover expansion opportunities, and detect early signals for renewal risk in partnership with sales and customer success.

• Create accurate ARR and churn forecasts and articulate opportunities and risks to the financial plan.
• Develop metrics, KPIs, and dashboards for sales and marketing, connecting activities to business outcomes.
• Build pipeline analytics to provide visibility into pipeline health, identify sales patterns, and inform sales strategy.
• Lead preparation of GTM content and dashboards for Board meetings and business reviews.
• Track OKR and quota attainment performance.

• Create and implement processes to accelerate quote-to-cash processes while ensuring consistency, compliance, and quality.
• Enable the sales team to easily configure quotes and draft proposals.

• 7-10 years of experience in Revenue Operations
• SaaS startup experience
• Salesforce admin experience
• Pardot admin experience a plus

• Competitive salary, equity, and benefits package.
• Opportunities for professional growth and advancement in a fast-growing company.
• The chance to work directly with our co-founders and contribute meaningfully to shaping the company’s direction.
• A collaborative and dynamic work environment with a dedicated team of professionals.

The base annual salary range being offered for this role depending on location, individual candidate level and experience is $150,000 to $200,000 and it provides an opportunity to participate in equity ownership of our technology startup along with bonus incentives.