Director, Revenue Operations (RevOps)

About ArmorCode

ArmorCode is on a mission to supercharge security teams with a new model to reduce risk and burn down critical security tech debt. With its AI-powered ASPM platform, ArmorCode integrates with all your security scanners across applications, infrastructure, containers, and cloud to unify and normalize findings, correlates them with business context and threat intel through adaptive risk scoring, and orchestrates security workflows to empower developers to remediate issues without disrupting their flow. ArmorCode delivers unified visibility, AI-enhanced prioritization, and scalable automation for customers so they can realize a complete understanding of risk, respond at scale, and collaborate more effectively.

Enterprises of all sizes scale their security effectiveness by more than 10x and maximize their ROI on existing security investments with ArmorCode through managing Application Security Posture, Risk-Based Vulnerability Management, Software Supply Chain Security, DevSecOps, and Risk & Compliance. 

ArmorCoders believe in 5 core values: Hungry. Humble. Hardworking. Honest. Human. Our organization is powered by exceptional professionals who bring fresh ideas and passion to their roles, believing that nothing is beyond reach when our "5H" principles are applied. In their work and professional relationships, ArmorCoders commit to excellence and experiences that leave an impression.

About the Role

The Director of Revenue Operations is responsible for designing, scaling, and optimizing the company's end-to-end revenue engine across Sales, Customer Success, Partnerships, and Finance. This role serves as a strategic business partner to the CRO, CFO, and Sales Leadership team, ensuring predictable revenue growth through data-driven decision-making, operational excellence, process optimization, technology management, and performance analytics.

The Director of Revenue Operations owns forecasting, planning, territory design, compensation administration, pipeline management, GTM systems, and executive reporting while building the infrastructure required to scale a high-growth SaaS business.

What You'll Own

Revenue Strategy & Planning

• Partner with CRO, CEO, and CFO to develop annual revenue plans and operating models.
• Build and manage quota models, capacity planning, territory design, and headcount planning.
• Evaluate GTM productivity and recommend improvements to drive growth and efficiency.
• Support board presentations, investor reporting, and executive business reviews.
• Develop KPIs aligned to company growth objectives.

Forecasting & Analytics

• Own weekly, monthly, quarterly, and annual revenue forecasting processes.
• Establish forecasting methodologies and inspection cadences.
• Analyze pipeline health, conversion rates, sales cycle trends, and win/loss performance.
• Develop predictive analytics and performance insights.
• Provide actionable recommendations to improve attainment and productivity.

Sales Operations

• Optimize lead-to-opportunity, quote-to-cash, and renewal processes.
• Define stage exit criteria, pipeline governance, and opportunity management standards.
• Drive operational rigor across sales, channel teams.
• Interface with Customer Success Ops on customer retention and expansion planning.
• Establish scalable processes to improve forecast accuracy and execution.

Compensation & Incentive Management

• Lead annual compensation plan design and administration.
• Model compensation scenarios and assess cost of sales impacts.
• Partner with Finance to ensure commission a