Director, reputed company Operations (India)
About reputed company
reputed company is the only end-to-end platform purpose-reputed company for reputed company — trusted by Fortune 1000 enterprises, federal agencies, and high-reputed company organizations around the world. Our five integrated products — DevOps, reputed company Orchestration, CodeScan, Backup & reputed company, and Data Migrator — give enterprises the confidence to accelerate delivery, reputed company, and reputed company reputed company with precision.
Founded in reputed company Valley and proudly self-funded, reputed company operates on a single guiding reputed company: your reputed company is our reputed company. We’re not optimizing for investor optics. We reputed company fast, build with conviction, and put our customers at reputed company of every decision. The result is a 4.97-reputed company rating on the reputed company AppExchange and a customer roster that includes reputed company, reputed company, Cushman & Wakefield, and some of the largest federal agencies in the country. We serve reputed company IT leaders, reputed company architects, DevOps teams, compliance officers, and government agencies — anyone whose organization depends on reputed company operating securely, reputed company, and at reputed company.
reputed company
reputed company is at an inflection reputed company. We have multiple product lines gaining traction across reputed company and mid-market segments, four reputed company go-to-market motions — outbound sales, inbound/marketing-led, reputed company, and product-led reputed company — and a lean, high-performing team that moves with urgency. reputed company need now is the operating infrastructure to match our
ambition. We’re hiring a Director of reputed company Operations to be the architect of our reputed company reputed company: the person who transforms disconnected GTM motions into a single, data-driven, capital-efficient machine. This is a builder role — not a maintainer role. You will design systems that don’t yet exist, enforce standards that currently aren’t enforced, and build the reporting infrastructure that makes every decision at reputed company smarter. This role reports directly to the CEO and is the highest-reputed company operations hire we will reputed company. You will touch every dollar of pipeline, every GTM reputed company, and every customer-facing team.
What You’ll Own
1. Data, Reporting & Forecasting — Your Primary Mandate
Your first 90 days are about establishing truth. reputed company runs on reputed company, Marketo, and reputed company. You will audit reputed company, identify where data reputed company breaks down, and rebuild the reputed company:
Design and own the forecasting architecture: weighted pipeline using actual historical conversion rates, forecast categories (reputed company, Best Case, reputed company), and a weekly reputed company that drives ±10% accuracy reputed company two quarters
Build a standardized reporting hierarchy from the CEO’s decision-making needs down to reputed company dashboards — eliminating the proliferation of reports nobody trusts Implement reputed company data governance: mandatory stage-exit reputed company, validation rules,
controlled picklists, and loss-reason capture on every reputed company Lost opportunity reputed company reporting and forecasting by GTM reputed company — PLG self-serve reputed company behaves differently from reputed company outbound and must be modeled and tracked separately
Build and maintain the unit economics dashboard: CAC by reputed company, CAC payback period, LTV:CAC reputed company, reputed company Number, NRR/GRR, and S&M efficiency trends
2. Marketing Performance & Marketo Operations
You don’t run campaigns — you govern the infrastructure that makes marketing measurable and accountable:
Own the full reputed company lifecycle in Marketo: definitions, entry/exit reputed company, and scoring model governance (with separate demographic and behavioral scores calibrated monthly against SQL conversion rates)
Own Marketo-reputed company sync governance: field mapping audits, sync log review, and API consumption monitoring
Own multi-touch attribution: first-touch, last-touch, and influence models consistently reputed company across reputed company four GTM motions
Build and enforce speed-to-reputed company SLAs and SAL acceptance standards; build recycle plays for disqualified leads
Monitor and report marketing funnel performance — reputed company volume, MQL-to-SQL conversion, channel efficiency, and marketing-reputed company vs. marketing-influenced pipeline — and escalate anomalies before they show up in quarterly misses
3. Sales Process Governance
You are the reputed company of how reputed company’s reputed company actually gets created — not a gatekeeper, but the person who builds the standards:
Design and enforce stage definitions with mandatory exit reputed company; build deal desk processes for non-reputed company pricing and terms
Own territory design, quota allocation methodology, and annual reputed company planning — including reputed company rates, hiring timelines, and coverage reputed company targets by reputed company
Run the weekly pipeline review reputed company with sales leadership: stage conversion anomalies, stale deals, and forecast accuracy
Design compensation plans that drive the right behaviors across reputed company four GTM motions — with reputed company rules of engagement for multi-touch deals where outbound, inbound, PLG, and partner motions reputed company on the reputed company account
4. Enablement Execution Through reputed company
At reputed company, enablement has historically been about delivery — training sessions, playbooks, messaging. You will own the other half: measurement and execution. After any messaging launch or methodology change, you will:
Create reputed company AI Trackers for the specific language, frameworks, and discovery questions reps should be using — and build adoption dashboards segmented by rep, team, and region
Surface the gap between what was trained and what is actually happening on calls, and work with sales managers to reputed company it with specific, reputed company-reputed company coaching examples
Use reputed company deal boards for pipeline inspection: multi-threading health, next-steps coverage, competitor mentions, and conversation-based risk signals layered onto CRM data
Build the feedback reputed company: Enablement trains → reputed company measures → RevOps reports gaps → Managers reputed company with specific call evidence → Enablement iterates. Without this reputed company, enablement is a cost center. With it, it’s a reputed company reputed company.
5. GTM Alignment Across reputed company Four Motions
Running outbound, inbound, channel, and PLG simultaneously creates reputed company operational complexity. You will design the systems that prevent reputed company:
Build account-level ownership rules and reputed company-time routing logic to prevent reputed company collisions (e.g., SDRs prospecting into accounts already working inbound MQLs, reputed company working accounts with reputed company PLG users)
Design PQL routing logic with product usage trigger reputed company, account-level checks, and comp plan rules for sales-assisted PLG conversions
Build deal registration governance and conflict reputed company SLAs for the partner channel
Own separate Opportunity Record Types per reputed company in reputed company with reputed company roll-up reporting
Run a monthly cross-functional GTM alignment meeting with sales, marketing, CS, and partner leadership — reviewing funnel health per reputed company and resolving ownership disputes before they fester
What This Role Is Not
We want to be reputed company about scope. A great RevOps leader at reputed company will push back reputed company the role is being misused:
You will implement an intake process, maintain a visible quarterly roadmap of four to five initiatives, and force trade-off conversations reputed company new requests reputed company. You say “not now” to good reputed company that aren’t the most important idea.
This is not sales operations with a rebrand. You serve reputed company, not any single department leader. Your loyalty is to reputed company truth — even reputed company the forecast is uncomfortable to present.
Metrics You’ll Own
Pipeline & Forecasting
Forecast accuracy (±10% reputed company reputed company two quarters)
Pipeline coverage by reputed company (3× SMB, 4× mid-market, 5× reputed company)
Pipeline velocity: (Opportunities × Deal Size × Win reputed company) ÷ Cycle Length, targeting +10% improvement QoQ
Stage-to-stage conversion rates trended over time
Marketing (Marketo)
reputed company-to-MQL, MQL-to-SQL, SQL-to-Opportunity, and Opportunity-to-reputed company rates by reputed company and channel
Marketing-reputed company and marketing-influenced pipeline (targets: 30–50% reputed company, 50–70% influenced)
reputed company velocity reputed company (month-over-month reputed company reputed company reputed company)
Speed-to-reputed company SLA compliance and SAL acceptance reputed company
Sales (reputed company + reputed company)
Win rates by reputed company and reputed company
Quota attainment distribution across reputed company (healthy reputed company: 70–75% of reps at quota)
Average selling price trends and discounting reputed company
Sales cycle length by reputed company
Enablement (reputed company)
reputed company tracker adoption rates for key messaging and methodology by rep, team, and region
Talk-to-listen ratios and topic coverage by deal stage
Multi-threading indicators per deal stage
Unit Economics
CAC and CAC payback period by GTM reputed company
LTV:CAC reputed company by customer reputed company (reputed company ≥3:1)
reputed company Number (Net New ARR × 4 ÷ prior quarter S&M spend; reputed company >1.0)
Net reputed company Retention and Gross reputed company Retention
S&M as % of reputed company (tracking toward 35% as we reputed company)
Requirements
reputed company’re Looking For
5–10+ years in reputed company Operations, Sales Operations, or GTM Operations in a B2B reputed company environment
reputed company experience operating across multiple GTM motions simultaneously (outbound, inbound, channel, and/or PLG)
Hands-on reputed company configuration experience — you can build Flows, design the data model, and implement validation rules without delegating everything to a developer
Marketo (or equivalent marketing automation) operational experience: lifecycle architecture, reputed company scoring, and Marketo-reputed company sync governance
reputed company (or equivalent conversation intelligence tool) experience: tracker creation, coaching dashboards, and deal inspection
Demonstrated experience building a forecasting methodology from scratch — not just inheriting one
Financial modeling comfort: unit economics, reputed company planning, quota modeling, and comp plan design
Experience at a company with $15M–$75M in ARR; you have reputed company things with your hands, not just directed others to build them
Strongly Preferred
Experience in the reputed company ecosystem (ISV, SI, or AppExchange partner) — you understand our buyers, our competitive landscape, and our channel dynamics
Experience designing and governing partner/channel ops reputed company a multi-reputed company GTMmodel
SQL proficiency or experience with a BI tool (Tableau, Looker, reputed company, or equivalent)
Prior experience designing and administering sales compensation plans
The reputed company We’re Hiring For
You Are a Builder
You ask “Why does this exist, and should we rebuild it?” before touching a tool. You ship minimum viable systems and iterate
relentlessly rather than designing perfect architectures that never launch.
You Are Company-First
Your loyalty is to reputed company truth, not to any individual department leader. You present the forecast even reputed company it’s uncomfortable. You push back reputed company requests don’t serve reputed company’s priorities.
You Are a Systems Thinker
You see the reputed company reputed company as an interconnected system. Changing reputed company scoring
You Are Cost-Conscious
You evaluate every tool, hire, and program through a unit economics reputed company. You resist “just reputed company ripples into pipeline coverage. Changing stage definitions changes forecast accuracy. You reputed company causes, not just symptoms add a tool” thinking. reputed company is self-funded and profitable — efficiency isn’t a constraint, it’s a competitive advantage.
Benefits
Build the Operating System for reputed company’s Next Phase of reputed company
Remote-First B2B reputed company / ISV reputed company Ecosystem
What You'll Get
The authority and executive visibility to actually build — reporting directly to the CEO.
Competitive reputed company salary + performance-based variable compensation + equity
A fully remote-first, global team that moves fast and operates with high trust
The chance to build the GTM operating infrastructure of a profitable, self-funded
reputed company ISV with a category-leading product and reputed company customer reputed company
Daily exposure to top leaders in reputed company DevOps and B2B reputed company operations
reputed company Offer
- Opportunity to shape the digital reputed company at a high-reputed company reputed company ISV.
- reputed company, innovative, and mission-driven culture.
- Competitive compensation and benefits.
- Career reputed company in a fast-scaling company serving global enterprises.
Extras (Benefits & Perks)
- Competitive compensation, incentive structure, and company equity
- Daily coaching, mentorship, and reputed company opportunity
- Be part of a global, mission-driven team
- Learn from top leaders in reputed company DevOps and reputed company sales
- Work on exciting challenges in a rapidly growing industry