Director, Global Sales Operations at Horizon3ai

Get to Know Us Horizon3.ai [Upgrade to PRO to see link] is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find, fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by IT Ops/SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a fusion of former U.S. Special Operations cyber operators, startup engineers & operators, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools and false positives, resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results. As a remote first company, we require minimum 25Mbps consumer grade broadband connection. What You’ll Do As Director, Global Sales Operations, you will lead the Sales Operations pillar within our broader Revenue Operations organization. Reporting to the VP of Revenue Operations, you will own the processes, insights, and tooling that make our sales team more effective and our revenue engine more predictable. You’ll partner closely with the VP of Revenue Operations, CRO, and GTM leaders across direct, channel, and public sector segments to drive operational excellence and scale. This role is ideal for a hands-on builder who thrives in high-growth B2B SaaS, brings strong systems and analytics expertise, and enjoys turning messy problems into simple, repeatable motions. - Lead the Sales Operations function within the Revenue Operations org, managing a small, high-performing team focused on sales process, analytics, and systems. - Partner with the VP of Revenue Operations to translate overall RevOps strategy into concrete Sales Ops roadmaps, priorities, and initiatives. - Collaborate with the CRO, sales leaders, and channel leaders to identify operational gaps and opportunities, then design and implement solutions grounded in data. - Own sales forecasting mechanics and pipeline inspection processes, ensuring consistency with company-wide methodologies defined by RevOps. - Design, document, and continuously improve sales processes (lead routing, opportunity management, approvals, handoffs) in close partnership with Marketing, Customer Success, Channel, and Finance. - Define and maintain sales performance metrics and scorecards (e.g., pipeline coverage, win rates, productivity per rep, partner-sourced pipeline) and deliver actionable insights to leadership. - Serve as the primary business owner for Sales use of the CRM and related GTM tools, working with RevOps systems owners on configuration, integrations, automation, and governance. - Support quota setting, territory design, and capacity planning in partnership with the VP of Revenue Operations and Finance. - Partner with Revenue Operations, Finance, and People to support sales compensation planning and administration, including modeling, plan communication, and performance tracking. - Work closely with Sales Enablement to ensure enablement programs and onboarding are aligned to sales processes, tools, and data-backed best practices. What You’ll Bring - Proven success in a Sales Operations leadership role within high-growth B2B SaaS; experience in cybersecurity or infrastructure software is a plus. - Demonstrated ability to build and scale sales forecasting, pipeline management, and sales process frameworks that improve predictability and performance. - Deep, hands-on experience with CRM (e.g., Salesforce) and core GTM tools; able to translate business needs into practical system/process design and governance. - Strong analytical skills with experience in sales performance analysis, capacity modeling, and territory/quota planning. - Experience managing and developing a small, high-caliber operations team, including analysts and systems/process owners. - Track record of partnering effectively with Revenue Operations leaders, CROs, and Sales leadership, influencing decisions through data and clear narratives. - Excellent verbal and written communication; able to simplify complexity and drive alignment across technical and non-technical stakeholders. - High ownership, urgency, and a learn-it-all mindset aligned with Horizon3.ai [Upgrade to PRO to see link] culture. What Sets You Apart? - Experience supporting enterprise, public sector, and/or channel-led sales motions. - Background in cybersecurity or adjacent markets. - Familiarity with usage-based or hybrid pricing and compensation models. - Experience helping stand up or scale partner / channel operations alongside direct sales. OUTCOMES: FIRST 6–12 MONTHS 1. Forecasting & Pipeline Health: Implement a standardized, RevOps-aligned forecasting and pipeline management framework for Sales that improves forecast accuracy and visibility across segments and regions. 2. Sales Process Excellence: Design and roll out an end-to-end sales process (from lead to close) with clear stage definitions, exit criteria, and SLAs that improve conversion rates and shorten cycle times. 3. Data & Reporting Foundation: Deliver a trusted suite of sales performance and pipeline dashboards that becomes the single source of truth for Sales leadership and ties into broader Revenue Operations reporting. 4. Territory, Capacity & Coverage: Operationalize a territory and account coverage model, in partnership with the VP of Revenue Operations and Finance, that aligns seller capacity to the highest-opportunity accounts and markets. 5. Compensation & Incentives: Support the design and operationalization of sales compensation plans (quotas, accelerators, SPIFFs) that align with company goals and can be administered reliably within the RevOps framework. 6. Tooling & CRM Hygiene: Drive CRM and GTM tool adoption standards for Sales, including data hygiene, pipeline hygiene, and usage expectations that materially increase seller productivity. 7. Rhythm of the Business: Establish and run a scalable sales operating cadence (forecast calls, pipeline reviews, deal reviews, QBR inputs) that feeds into the overall Revenue Operations rhythm of the business. Travel Required We are a fully remote company, and this job may require up to 25% of travel to be successful. Compensation and Values At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations. In accordance with various State’s transparency regulations, we provide the following salary range information for this position: - Base salary range: $210,000 - $240,000 annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills. - Additional compensation: This role may also be eligible for an equity package (in the form of stock options). If any other compensation benefits apply, they will be discussed during the interview process. Perks of Horizon3.ai [Upgrade to PRO to see link] - Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive. - Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities. - Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. - Remote Work: We are a 100% remote company. Enjoy the flexibility to work in the way that supports you and brings out your best. - Competitive Compensation: We offer competitive salary and benefits which includes health, vision & dental care for you and your family, a flexible vacation policy, and generous parental leave. You Belong Here Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other legally protected status by law. Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3, every team member is valued and supported in an environment that encourages personal and professional growth. We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3, where your unique contributions are recognized, and your potential is limitless. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice. Application Note In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.