VP, Revenue Operations at Endorlabs

About Us Endor Labs is redefining application security for the era of AI-driven software development. Today’s software is dependency-heavy and increasingly complex, making it harder than ever to identify the risks that matter most. With AI accelerating code creation, the volume of software is exploding, intensifying this challenge. Endor Labs addresses it by generating a complete call graph of your software ecosystem, giving teams the clarity to identify, prioritize, and remediate critical risks with speed and confidence. Trusted by companies that are one or one hundred years old, Endor Labs secures code whether it was written by humans or AI, and whether it's 40-year old C++ code or cutting edge Bazel Monorepos. Endor Labs was founded by serial entrepreneurs Varun Badhwar and Dimitri Stiliadis, and is backed by leading VC firms such as Dell Technology Capital, Lightspeed, and Sierra Ventures. How You'll Make an Impact As VP of Revenue Operations, you will be the architect of our GTM engine. This is not a maintenance role, it is a build role. You will own the systems, data, processes, and team that make our revenue motion predictable, efficient, and scalable. You will partner directly with the CRO to design the playbook, and with Sales, Marketing, and Customer Success to execute it. Revenue Architecture & GTM Strategy • Partner with the CRO to design and continuously optimize the GTM strategy, sales playbook, and revenue operating model across enterprise and product-led growth motions. • Own revenue planning and forecasting frameworks — including territory design, pipeline coverage, and capacity modeling — enabling data-driven decisions to support growth from $25M to $50M ARR. Systems, Tech Stack & AI GTM Engineering • Own and optimize the GTM technology stack (Salesforce, Gong, Nooks, Sales Navigator, Apollo, Clay, Common Room, HubSpot), ensuring adoption, efficiency, and measurable ROI. • Build and lead an AI-enabled RevOps infrastructure — including hiring an AI GTM Engineer — to automate workflows, orchestrate funnel operations, and scale revenue productivity. Pipeline, Forecasting & Revenue Intelligence • Implement rigorous pipeline management and forecasting processes, including MEDDIC qualification, stage definitions, and board-ready forecast reporting. • Deliver full-funnel revenue intelligence by tracking pipeline health, conversion rates, win/loss insights, and rep performance to drive predictable growth. Cross-Functional Alignment & Enablement • Establish operating rhythms, SLAs, and reporting frameworks that align Marketing, Sales, and Customer Success around a single source of revenue truth. • Partner with Sales leadership and Enablement to codify winning behaviors into scalable playbooks, improving ramp time and revenue productivity. Team Leadership • Lead and develop a high-performing RevOps team including Salesforce Admin, Marketing Ops, and AI GTM Engineering resources. • Build RevOps as a strategic partner to the revenue organization — driving accountability, operational excellence, and continuous improvement. Finance Partnership & GTM Investment Planning • Partner with Finance to own the GTM financial model, including headcount planning, sales capacity modeling, and ROI analysis for all revenue investments. • Deliver executive and board-level insights on revenue efficiency metrics (CAC, payback, LTV:CAC, productivity) to guide hiring, budgeting, and growth strategy. Post-Sales Operations & Customer Retention • Design and operationalize the post-sales infrastructure across onboarding, adoption, customer health scoring, renewals, and expansion workflows. • Establish and track retention metrics (NRR, GRR, adoption, time-to-value) while implementing systems and automation that proactively identify churn risk and expansion opportunities. What You Bring to the Table • 8+ years in Revenue Operations, Sales Operations, GTM Strategy, or a combination; at least 2 years in a leadership role at a B2B SaaS company • Demonstrated success scaling revenue from sub-$20M to $50M+ in a high-growth B2B SaaS environment. • Deep, hands-on experience deploying MEDDIC or MEDDPICC as a qualification framework — not just familiarity, but the ability to train, inspect, and enforce it. • Working knowledge of AI GTM tools, automation platforms (Clay, Apollo, Common Room), and the ability to partner with or hire an AI GTM Engineer to execute an AI-native roadmap • Advanced analytical skills including the ability to build and own complex forecasting models, cohort analyses, and scenario planning across segments. • Hands-on experience managing Salesforce (admin-level literacy required), marketing automation platforms, and BI tools. Experience with Gong, Nooks, and Sales Navigator a strong plus. • Able to take a high-level problem statement and translate it into process design, system architecture, and measurable outcomes — without waiting for perfect information. • Comfortable presenting to a board, running QBRs, and operating as a key voice in the CRO’s leadership circle. Clear, concise communicator with strong data storytelling skills. Why Endor Labs We’re building at the intersection of developer productivity and security — one of the fastest-growing spaces in software. Our dev-loved platform, AURI, has real ROI, strong momentum, and customers who care about doing things right. At Endor Labs, we think big, start small, and learn fast. We take ownership, move with purpose, and always start with the customer’s success. We debate with data, make the complex simple, and challenge each other with kindness and candor. We celebrate wins, learn from misses, and have fun along the way — because when our customers win, we all win. Endor Labs is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Even if you don't fit every requirement above, we believe in the power of diverse perspectives and experiences, so we encourage all talented individuals to apply—there's no one-size-fits-all here.