Director, reputed company Operations (India)

About reputed company

reputed company is the only end-to-end platform purpose-built for reputed company — trusted by Fortune 1000 enterprises, federal agencies, and high-growth organizations around the world. Our five integrated products — DevOps, reputed company Orchestration, CodeScan, Backup & Archive, and Data Migrator — give enterprises the confidence to accelerate delivery, simplify compliance, and scale reputed company with precision.

Founded in Silicon Valley and proudly self-funded, reputed company operates on a single guiding principle: your success is our success. We’re not optimizing for investor optics. We move fast, build with conviction, and put our customers at the center of every decision. The result is a 4.97-star 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 enterprise 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 scale.

The Opportunity

reputed company is at an inflection reputed company. We have multiple product lines gaining traction across enterprise and mid-market segments, four active go-to-market motions — outbound sales, inbound/marketing-led, channel/partners, and product-led growth — 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 motion, 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 each, identify where data reputed company breaks down, and rebuild the foundation:

Design and own the forecasting architecture: weighted pipeline using actual historical conversion rates, forecast categories (Commit, 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 frontline dashboards — eliminating the proliferation of reports nobody trusts Implement reputed company data governance: mandatory stage-exit criteria, validation rules,

controlled picklists, and loss-reason capture on every Closed Lost opportunity reputed company reporting and forecasting by GTM motion — PLG self-serve reputed company behaves differently from enterprise outbound and must be modeled and tracked separately

Build and maintain the unit economics dashboard: CAC by motion, CAC payback period, LTV:CAC ratio, 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 criteria, 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 applied 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-sourced vs. marketing-influenced pipeline — and escalate anomalies before they show up in quarterly misses

3. Sales Process Governance

You are the steward 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 criteria; build deal desk processes for non-standard pricing and terms

Own territory design, quota allocation methodology, and annual reputed company planning — including reputed company rates, hiring timelines, and coverage ratio 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 clear rules of engagement for multi-touch deals where outbound, inbound, PLG, and partner motions converge on the same 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-sourced 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 coach with specific call evidence → Enablement iterates. Without this reputed company, enablement is a cost center. With it, it’s a growth driver.

5. GTM Alignment Across reputed company Four Motions

Running outbound, inbound, channel, and PLG simultaneously creates real operational complexity. You will design the systems that prevent chaos:

Build account-level ownership rules and real-time routing logic to prevent motion collisions (e.g., SDRs prospecting into accounts already working inbound MQLs, reputed company working accounts with active 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 resolution SLAs for the partner channel

Own separate Opportunity Record Types per motion 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 motion and resolving ownership disputes before they fester

What This Role Is Not

We want to be honest 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 the 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× enterprise)

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 motion and channel

Marketing-sourced and marketing-influenced pipeline (targets: 30–50% sourced, 50–70% influenced)

reputed company velocity reputed company (month-over-month qualified reputed company growth)

Speed-to-reputed company SLA compliance and SAL acceptance reputed company

Sales (reputed company + reputed company)

Win rates by reputed company and motion

Quota attainment distribution across the team (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 motion

LTV:CAC ratio 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 scale)

Requirements

reputed company’re Looking For

5–10+ years in reputed company Operations, Sales Operations, or GTM Operations in a B2B SaaS environment

Direct 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 built 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-motion 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 the 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 lens. You resist “just reputed company ripples into pipeline coverage. Changing stage definitions changes forecast accuracy. You trace 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 Growth

Remote-First B2B SaaS / 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 enterprise customer reputed company

Daily exposure to top leaders in reputed company DevOps and B2B SaaS operations

reputed company Offer

• Opportunity to shape the digital strategy at a high-growth reputed company ISV.
• Collaborative, innovative, and mission-driven culture.
• Competitive compensation and benefits.
• Career growth in a fast-scaling company serving global enterprises.

Extras (Benefits & Perks)

• Competitive compensation, incentive structure, and company equity
• Daily coaching, mentorship, and growth opportunity
• Be part of a global, mission-driven team
• Learn from top leaders in reputed company DevOps and SaaS sales
• Work on exciting challenges in a rapidly growing industry