SAFE Security

SAFE Security

VP, Revenue Operations

Canada Wide - Excluding Quebec · Vp · Contract

Sponsorship not specified$10k-$15kDetected 5 days ago
Agentic AIHubSpotSalesforceCRMSalesOutbound SalesForecastingCustomer SuccessCadenceLeadershipCommunicationMentoringPublic Speaking

About the role

  • You'll report to the CRO and work daily with VP Sales East, VP Sales West, and the EMEA leader, each of whom has strong opinions and moves fast.

Responsibilities

  • Safe is building a multi-motion revenue engine - direct field, inbound BDR, outbound BDR, partner channel, EMEA, Canada - and without clearly defined and enforced Rules of Engagement, those motions conflict, accounts get double-touched, partners get burned, and trust between functions collapses.
  • You write it, socialize it across every stakeholder (including strong-willed VP Sales leaders who will push back), get it approved by the CRO, and enforce it through process design and CRM configuration.
  • Define territory and account ownership. Who owns what account, what happens at renewal, how partner and direct conflict is resolved, and what triggers an escalation to the CRO.
  • Set lead routing and BDR handoff standards. How inbound and outbound leads are qualified, assigned, accepted, and rejected, with SLA definitions for each stage and accountability for every gate.
  • Design the partner co-sell and channel conflict policy. Clear rules for when the partner leads, when direct leads, and how sourcing credit is allocated, reviewed and agreed with the Partner Leader and EMEA Leader at launch.
  • Close the ramp gap. At Safe's current hiring pace across AEs, BDRs, SEs, CSMs, and partners, the difference between a 30-day ramp and a 90-day ramp is a material revenue number - this role owns closing that gap.
  • Build the function, not just the content. The Sales Enablement team reports directly into this role. You'll build it, hire against a capability scorecard, and hold the team accountable to ramp and productivity outcomes, not just content creation.
  • Design role-based onboarding. Structured, milestone-gated onboarding tracks for every GTM role - AE, BDR, SE, CSM, and partner - with clear ready-to-carry-quota certification criteria and a defined ramp timeline per role.
  • Own the sales methodology and playbook.
  • Turn Gong data into a coaching loop. Use Gong and other tooling to create a systematic feedback loop from deal recordings and call reviews to enablement content updates, so the playbook reflects what actually wins, not what the last training deck said.

Requirements

  • 10-15+ years in Revenue Operations, Sales Operations, or GTM Strategy at a scaling B2B SaaS company, at VP or Senior Director level with direct board-level exposure
  • Safers come from a variety of backgrounds with a diversity in skills and knowledge.
  • That said, we find that those who are most successful in this role have experience with the following areas.

Skills

  • A track record presenting pipeline health, forecast, and GTM efficiency metrics directly to a board or equivalent investor group
  • Experience holding strong field sales leaders accountable through data and rigor rather than hierarchy
  • Hands-on experience deploying agentic workflows or AI-assisted tooling in a live GTM environment
  • Effective communication skills
  • Desired skills / Bonus points:
  • Background in data, infrastructure, or integration software
  • Experience with MCP, Salesforce Agentforce, Clay, or similar agentic GTM infrastructure at production scale
  • Experience navigating a PE-backed or founder-owned growth inflection from $100M to $250M+
  • A Bachelor's degree in a related field, or equivalent combination of education and experience

Compensation

  • $10k-$15k

Benefits

  • Build the weekly, monthly, and quarterly forecasting process - call accuracy, coverage ratios, deal velocity - so the CRO walks into every board meeting with zero surprises.

Company info

  • Write the rules everyone will actually operate inside. Safe is building a multi-motion revenue engine - direct field, inbound BDR, outbound BDR, partner channel, EMEA, Canada - and without clearly defined and enforced Rules of Engagement, those motions conflict, accounts get double-touched, partners get burned, and trust between functions collapses. You write it, socialize it across every stakeholder (including strong-willed VP Sales leaders who will push back), get it approved by the CRO, and enforce it through process design and CRM configuration.
  • Hold the qualification gates. Define MEDDPICC field requirements by stage, what must be true before a deal advances, and what RevOps will kick back regardless of who is asking.
  • Own the sales methodology and playbook. The single source of truth for how Safe sells - pitch structure, discovery framework, objection handling, competitive positioning, and deal execution standards - updated quarterly with input from the field and calibrated against win/loss data.
  • Give the CRO one version of the truth. Build the weekly, monthly, and quarterly forecasting process - call accuracy, coverage ratios, deal velocity - so the CRO walks into every board meeting with zero surprises.
  • Evaluate and integrate the AI-native stack. CRM (HubSpot), conversation intelligence (Gong), outbound automation, intent data, and agentic AI workflows that replace manual analysis and research.
  • Enforce data governance with teeth. Own the data model in CRM, ensuring field hygiene, account hierarchy, and MEDDPICC field consistency across every pod, globally.
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