Director, RevOps Strategy – Operations

Keeper Security, Inc.

. Run the GTM planning cycle end to end with Finance, Sales leadership, and HR, owning the bottom-up capacity and pipeline model and reconciling it with Finance’s top-down targets .

Posted 11/2/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in Revenue Operations and Sales Operations, with a strong focus on revenue planning, forecasting, and territory design. Proven ability to lead cross-functional teams and optimize CRM ecosystems to drive growth and operational efficiency.

Highest-signal resume keywords

Revenue Operations LeadershipRevenue Planning and ForecastingCRM Optimization (Salesforce Preferred)B2B SaaS Revenue Lifecycle ExpertiseFinancial Acumen and Compensation Modeling

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Revenue Strategy DevelopmentPipeline ManagementQuota SettingPerformance ManagementData Analysis and Executive DashboardsTerritory DesignSales Process OptimizationStrategic Account PlanningProject ManagementAI Automation Scoping

Soft Skills

Exceptional CommunicationStakeholder ManagementPresentation SkillsOrganizational SkillsDetail-Oriented

Tools & Technologies

CRM SystemsRevenue Technology EcosystemsGTM ToolsSalesforce

Certifications & Qualifications

Bachelor’s Degree in Business, Finance, Economics, or MarketingMBA Preferred

Industry Keywords

SaaSCybersecurityIdentity and Access ManagementPublic SectorSales Operations

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Run the GTM planning cycle end to end with Finance, Sales leadership, and HR, owning the bottom-up capacity and pipeline model and reconciling it with Finance’s top-down targets
Design segmentation, coverage, and headcount models across New Business, Growth, Renewals, MSP, Channel, and Public Sector, while pressure-testing supporting capacity across Solutions Engineering, Customer Success, and Deal Desk
Establish an equitable quota methodology, allocate quotas across every channel and motion, and design territories based on opportunity, including book-of-business cuts for expansion and renewal teams
Manage in-year territory and quota changes for new hires and transfers
Lead compensation plan design with Finance and HR, including modeling payout and attainment scenarios and arbitrating plan policy questions
Use TAM, whitespace, and install-base data to size new segments and routes to market, including partners, MSP, distribution, and self-service
Represent planning on pricing decisions and model their revenue and attainment impact in partnership with the Pricing Manager
Run the weekly pipeline council, forecast cadence for every sales team, and Monday KPI email, while preparing QBR and executive materials with Field Operations leads
Own key business KPIs, including bookings versus plan, bookings per ramped representative, retention, win rate, and large-deal volume, while ensuring reports remain accurate, well used, and relevant
Inspect and improve sales process quality across routing, account assignment, stage management, and handoffs between New Business, CSMs, and Renewals, while holding the sales organization to CRM standards established by GTM Governance
Turn install-base data into Strategic account plans, expansion plays, upsell and cross-sell opportunities, and higher PAM attach
Build deal strategy frameworks and playbooks in partnership with Enablement
Hire, develop, and lead the Planning and Field Operations teams, setting clear objectives, managing performance, and building career paths for analysts
Partner with Rev Systems & Tools to maximize the value of GTM tools and scope AI automation that removes manual work
Determine where AI agents can perform work that would otherwise require an additional hire
Lead cross-functional projects from problem definition through measured impact and partner with Business Transformation to ensure company initiatives are implemented consistently across every region

Requirements

What you’ll need

10+ years of experience in Revenue Operations, Sales Operations, Business Operations, Strategy, or a related field
4+ years of experience leading revenue operations or sales operations teams in a SaaS or technology organization
Proven experience developing and executing revenue strategies that support growth, scalability, and operational efficiency
Strong experience with revenue planning, forecasting, pipeline management, territory design, quota setting, and performance management
Demonstrated ability to analyze complex business data, build executive dashboards, and translate insights into clear recommendations and measurable action plans
Deep understanding of the B2B SaaS revenue lifecycle, including marketing, sales, customer success, renewals, and expansion
Experience managing and optimizing CRM and revenue technology ecosystems; Salesforce experience preferred
Strong financial acumen and experience partnering with Finance on modeling, planning, compensation, and forecasting
Exceptional communication, presentation, and stakeholder management skills, with the ability to influence senior leaders and collaborate effectively across departments
Strong project management skills with the ability to manage multiple strategic initiatives simultaneously
Highly organized, detail-oriented, and comfortable operating in a fast-paced, evolving environment with a continuous improvement mindset
Experience in cybersecurity or identity and access management, or selling to Public Sector (SLED and Federal) preferred
Bachelor’s degree in Business, Finance, Economics, Marketing, or a related field; MBA preferred

Benefits

Comp & perks

Medical, Dental & Vision (inclusive of domestic partnerships)
Employer Paid Life Insurance & Employee/Spouse/Child Supplemental life
Voluntary Short/Long Term Disability Insurance
401K (Roth/Traditional)
A generous PTO plan that celebrates your commitment and seniority (including paid Bereavement/Jury Duty, etc)