About the role
About SecurityScorecard SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard's patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace," by Crain's NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company's annual list of the World's Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023. SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody's, Sequoia Capital, GV and Riverwood Capital. The Opportunity Revenue operations at most companies is retrospective: reports that tell you what happened last quarter, forecasts assembled from gut instinct, and pipeline reviews that produce more questions than actions. You believe it can be different. You have built parts of a real-time RevOps system yourself: AI-powered forecasting, agentic workflows that replace manual process, and analytics infrastructure that gives any rep or executive an instant read on pipeline health. You have also owned the fundamentals: territory design, quota setting, deals desk, and forecast accountability at a company growing 20%+ year over year. This role was designed for that person. You will own SSC's full RevOps function and simultaneously build the AI-native systems that reinvent how it operates. What You Will Own Revenue Operations Leadership Own the full lead-to-cash process across Sales, Marketing, and Customer Success: territory design, pipeline management, quota setting, deals desk, and GTM process discipline at scale. Redesign MQL-to-SAL handoff logic per product line to reflect SSC's evolution from a ratings company to a multi-product solutions platform. Build alerting and accountability systems that keep data quality high and teams current in Salesforce. Lead customer insights and the Deals Desk function. Optimize territory assignment continuously based on attainment and addressable TAM. AI-Native GTM Engineering Architect and deploy agentic GTM workflows using Claude, Salesforce Agentforce, and supporting tools. You are a hands-on builder. Own and drive the Salesforce Agentforce implementation roadmap: AI prospecting first, AI quoting next. User adoption is as important as the technical build. Build AI-powered lead scoring, ICP-fit routing, and signal-based outbound triggers that leverage SSC's own threat intelligence. Know when to use scrappy AI tools versus out-of-box Salesforce. That judgment is critical at this stage. Forecasting, Analytics & Executive Reporting Build and own the revenue forecast methodology. Proven accuracy within 5-10% over multiple years is a requirement: the executive team and board must be able to trust your numbers. Own and eventually automate the weekly GTM pulse artifact for leadership: a real-time read on pipeline health, efficiency, and risk. Drive weekly CRO pipeline reviews and monthly CFO revenue reporting. Own SLT communications on GTM performance, forecast risk, and course corrections. GTM Tech Stack & Data Architecture Own the architecture, data flows, and SDLC of SSC's full revenue technology ecosystem: not just the admin layer. Manage Salesforce as the system of record: data hygiene, workflow design, process flows. Cultivate Snowflake as the data warehouse and AI input layer for all GTM intelligence. Drive Tableau adoption as the self-service analytics delivery vehicle across the revenue team. Leverage Gainsight for customer insights; exploit the platform for GTM intelligence, not just administration. Tech Stacks: Salesforce, Salesforce Agentforce (SFAF), Claude / LLMs, Snowflake, Tableau, Gainsight, n8n / Zapier, Outreach / Salesloft.
