VP, Revenue Operations at Pindropsecurity

Who We Are Pindrop is the Real Human + Right Human® Identity Trust Platform for the AI era. As AI-driven fraud and deepfakes erode trust in digital communication, Pindrop delivers continuous identity verification and deepfake detection across voice, video, and digital interactions in real time. Enterprises rely on Pindrop to secure billions of high-risk customer interactions each year, including top U.S. banks, as well as leading insurers and healthcare providers. Powered by models trained on more than 1.5 billion real-world interactions annually and protected by 300+ patents, Pindrop restores trust while reducing fraud, lowering operational costs, and improving customer experience. Recognized by TIME as one of 2025’s Best Inventions and by Inc. for Best in Business for Innovation, Pindrop is backed by leading investors including Andreessen Horowitz, IVP, and CapitalG. What you’ll do As VP, Revenue Operations, you are the strategic architect of Pindrop's GTM engine — and a genuine AI-forward leader who sees intelligent automation and machine learning not as tools, but as a fundamental operating advantage. You will build and scale the RevOps function from the ground up — establishing foundational processes, team structure, and systems across Sales, Marketing, and Client Services, with AI embedded into how the function operates from day one. You will eliminate silos, modernize the tech stack, and drive predictable, scalable revenue growth through rigorous forecasting, data-driven process design, and deep partnership with the Business Intelligence and Strategic Finance teams. This role sits at the intersection of RevOps execution, GTM strategy, and business analytics. It is a senior, hands-on leadership role responsible for owning revenue data and truth, improving forecast and pipeline predictability, and establishing an AI-augmented operating cadence that enables the business to scale with clarity, speed, and confidence. GTM Operations — Revenue Strategy & Execution • Design and operate the core GTM processes, metrics, and rhythms that drive predictable bookings, retention, and expansion. • Own pipeline health, forecast accuracy, and stage consistency across the full funnel—from first touch to renewal. • Lead revenue forecasting, scenario planning, and performance analysis—moving Pindrop from gut-feel to model-driven predictability, with high-accuracy pipeline visibility delivered to the ELT and board. • Improve conversion rates, stage velocity, and execution discipline through data-driven insights and structured operating cadences. • Align GTM teams around a single source of truth – ensuring Marketing, SDR, Sales, Customer Success, Onboarding, and Product operate with shared definitions, metrics, and expectations. • Drive alignment on ICP, segmentation, lead qualification, routing, SLAs, and service tiers across all GTM functions. • Support weekly, monthly, and quarterly GTM operating cadences—partnering with functional leaders to improve accountability and execution consistency. • Identify and systematize early warning signals for pipeline risk, forecast quality, and customer health—proactively surfacing risks and opportunities before they become problems. • Analyze activity-to-output relationships to improve rep and CSM productivity; support territory design, capacity planning, and compensation model inputs. • Design and manage sales quota frameworks that align field incentives with company ARR goals, including territory design and SPIF management. • Lead weekly, monthly, and quarterly revenue forecasting processes, delivering high-accuracy pipeline visibility to the ELT and board—moving Pindrop from gut-feel to model-driven predictability. • Build and own the sales methodology and enablement framework, partnering with Sales Leadership to optimize the “Path to Productivity” for Account Executives and accelerate ramp time. • Instrument deal velocity, win/loss analysis, and stage conversion metrics to surface actionable insights that improve close rates and shorten sales cycles. • Own the Lead-to-Opportunity flow, ensuring clean handoffs, high conversion rates, and full attribution across channels from first touch to closed-won. • Build and maintain marketing attribution models that connect spend to pipeline and LTV, giving leadership clarity on which channels drive the highest-quality revenue. • Govern CRM and MAP (Marketing Automation Platform) data integrity, enabling targeted, segmented outreach and accurate funnel reporting. • Partner with Demand Generation and Marketing leadership to build a self-serve analytics layer that reduces time-to-insight for campaign performance decisions. • Partner with Product, Finance, and Sales to align pricing structures, packaging decisions, and commercial terms across customer segments. • Serve as the operational bridge between pricing strategy and field execution—ensuring consistency from quote to contract. GTM Systems, BI Partnership & AI-Forward Operations • Act as System Owner for the integrated GTM tech stack (Salesforce, HubSpot, Gainsight, Clari, Outreach, or equivalents)—rationalizing, modernizing, and integrating tools into a single source of truth. • Partner closely with the BI function to define GTM data standards, co-own the revenue analytics roadmap, and ensure dashboards and reporting infrastructure meet the needs of Sales, Marketing, and CS leadership. • Champion an AI-native operating model—evaluating and deploying AI-assisted forecasting, workflow automation, and intelligent alerting across the GTM stack to increase velocity and reduce manual overhead. • Continuously identify friction points in the customer journey and implement automated, scalable solutions to increase organizational throughput. Team Leadership & Organizational Development • Recruit, hire, and develop a high-performing RevOps team across Sales Ops, Marketing Ops, and CS Ops—defining team structure, swim lanes, and roles as the function scales. • Serve as a player-coach in the near-term: set the strategic vision while rolling up your sleeves to execute during the build phase. • Foster a culture of accountability, continuous improvement, and data-driven decision-making—modeling the operating standards you expect from the team. • Act as a key advisor and thought partner to the CRO, CMO, and CSO, translating complex data into clear, executive-ready recommendations. Who you are The right person for this role brings a rare combination of strategic horsepower and operational discipline. You are: • A systems thinker who sees the entire GTM motion as an integrated machine—and instinctively knows which levers to pull to improve throughput, predictability, and efficiency. • An AI-forward operator who is already experimenting with AI tools to automate workflows, accelerate analysis, and improve decision quality—and who wants to build that culture on your team. • An individual that has a bias toward speed and pragmatic sequencing. You hold a high bar without letting perfectionism slow the team down. • Cross-functional leadership. You align sales, marketing, CS, & product, around a shared data strategy through influence, not authority. • Executive-level communication. You tell a crisp, compelling story with data to any audience — from an analyst to a board member. • A track record of hiring, developing, and retaining exceptional talent — including leaders who go on to outgrow you. Your skill-set • 12+ years of progressive RevOps or Sales Ops experience, with at least 3 years in a senior leadership role; demonstrated success building or scaling a RevOps function in a B2B SaaS environment. • Deep Salesforce expertise (admin-level or above), with hands-on experience across adjacent GTM tools (Clari, Gainsight, HubSpot, Outreach, or equivalents) and a track record of rationalizing and integrating tech stacks. • Proven ability to own and continuously improve revenue forecasting processes, delivering high-accuracy pipeline visibility to ELT and board-level audiences. • Familiarity with BI tooling and modern data infrastructure (Tableau, Looker, dbt, Snowflake, or equivalents) and experience partnering with analytics engineering or BI teams to define GTM data standards. • Track record of leading RevOps through a company scaling event—Series C+, PE-backed growth, or pre-IPO—where you helped build the operating infrastructure for the next phase. • Hands-on experience with AI-assisted GTM tools (AI forecasting, revenue intelligence, automated pipeline hygiene) and genuine curiosity about how AI will reshape the RevOps function. • Background in cybersecurity, deepfake detection, AI/ML-driven products, or adjacent enterprise security markets. What Your First 90 Days Look Like Within 30 days you will • Complete a GTM leadership listening tour across Sales, Marketing, Client Services, Finance, and BI — documenting priorities, pain points, and RevOps perceptions from every key stakeholder • Audit the full SFDC instance — data model, automations, integrations, and technical debt — and deliver a prioritized assessment with severity ratings • Shadow Deal Desk and SFDC Admin to understand how work actually flows versus how it's documented • Establish a single source of truth baseline — map every GTM and Finance dashboard, flag data conflicts, and identify which metrics are trusted vs. questioned • Stand up your operating cadence: direct report 1:1s, a CFO touchpoint, and a formal intake process for cross-functional RevOps requests Within 60 days you will • Deliver a sequenced SFDC improvement roadmap — milestones, owners, success criteria — aligned with Sales & Marketing leadership • Complete a CPQ assessment identifying quoting gaps, deal handling failures, and Finance handoff breakdowns, with a prioritized remediation plan • Co-develop a unified tech stack roadmap with Strategic Finance and BI — near-term priorities locked, long-term architecture aligned — cementing RevOps as the connective tissue across the GTM operating model • Present a formal findings-and-recommendations package to GTM leadership: audit results, quick wins delivered, KPIs established, 90-day agenda confirmed • Ship two to three high-impact quick wins in process, data quality, or reporting that build immediate credibility with the GTM team Within 90 days you will • Deliver Phase 1 of the SFDC revamp on schedule with measurable data quality and automation improvements and a documented before/after baseline • Drive CPQ improvements that reduce deal desk cycle time and Finance correction rates — with hard metrics to prove it • Run a GTM alignment workshop to gain leadership consensus on must-have vs. backlog RevOps initiatives and produce a co-owned 6-month roadmap • Operate the full RevOps function independently — forecast calls, board reporting, deal desk approvals, and cross-functional governance — with no handoff dependencies remaining • Activate at least one AI-powered workflow in production with a documented baseline and measurable business impact What’s in it for you This is a career-defining opportunity for a RevOps leader who wants to do the most meaningful work of their career—at a company where the product genuinely matters. Pindrop sits at the intersection of two of the most consequential technology trends of our era: the explosion of AI-generated voice & video creating more challenging deepfake fraud, and the enterprise demand for real-time identity trust. Our mission is simple and urgent—use good AI to combat bad AI. Fraud is one of the most pervasive threats facing enterprises today, and the rapid advancement of generative AI has made it exponentially worse. Pindrop exists to restore trust. The GTM function you will build directly determines how fast we can bring that technology to the enterprises who need it most. You will have a seat at the table—not just access to it. This role reports to the SVP, Strategic Finance & Revenue Operations, who operates as a key member of the company's executive leadership structure. You will advise the CRO, CMO, and CSO, and you will have direct influence over Pindrop's path to scalable, predictable revenue. You will own the GTM intelligence layer. This is not a supporting role—you will be the architect and steward of Pindrop's single source of truth for all go-to-market data, building a unified intelligence window that the entire company can leverage. You will institute a culture of data democratization, empowering leaders across functions to make faster, more confident decisions. The mandate is to modernize: bring agility, innovation, and a bias for action into how Pindrop operates—replacing legacy processes with a GTM engine built for scale. What we offer As a part of Pindrop, you’ll have a direct impact on our growing list of products and the future of security in the voice-driven economy. We hire great people and take care of them. Here’s a snapshot of the benefits we offer: • Competitive compensation package, including RSUs (Restricted Stock Units) for all employees, so everyone shares in our long-term success. • Remote-first environment - giving you flexibility and autonomy in how you structure your day. • While we work flexibly, we prioritize meaningful in-person moments through regular team on-sites, company-wide events, and intentional gatherings that foster connection, collaboration, and shared success. • Unlimited Paid Time Off (PTO) • Generous health and welfare plans to choose from - including one employer-paid “employee-only” plan! • Best-in-class Health Savings Account (HSA) employer contribution • Low-cost vision and dental plans for you and your family, providing comprehensive coverage and peace of mind. • Paid Parental Leave - Including birth, adoptive & foster parents • One year of diaper delivery for your newest addition to the family! It’s our way of welcoming new Pindroplets to the family! • Recurring monthly phone and internet allowance to help cover essential connectivity costs and support flexible work. • Enhanced fertility and GLP-1 benefits to support family-building journeys and personalized health needs. • Annual Learning & Development stipend to support your professional growth, skill-building, certifications, and continued education. Please note that the base pay range is a general guideline only. Pindrop considers factors such as (but not limited to) scope and responsibilities of the position, a candidate's work experience, education/training, and key skills, as well as market and business considerations, when extending an offer. This position is eligible for additional compensation in the form of an annual discretionary bonus. US Base Pay Range$230,000—$280,000 USD Not sure if this is you? We want a diverse, global team, with a broad range of experience and perspectives. If this job sounds great, but you’re not sure if you qualify, apply anyway! We carefully consider every application and will either move forward with you, find another team that might be a better fit, keep in touch for future opportunities, or thank you for your time. AI - A Transformative Force At Pindrop, we view artificial intelligence as a transformative force that, when harnessed responsibly, can unlock unprecedented value for our customers, partners and society and enable and empower us to continue to deliver cutting-edge technology to combat fraud and unblur the lines between what it means to be human versus machine. Pindrop may use AI tools to help prioritize job applications for human review. The AI tool may analyze your work experience and skills to assess fit for the role, but does not consider your name or contact details. Applications with the strongest match to job requirements are prioritized for human review; not all applications may be individually reviewed. Pindrop is an Equal Opportunity Employer Here at Pindrop, it is our mission to create and maintain a diverse and inclusive work environment. As an equal opportunity employer, all qualified applicants receive consideration for employment without regard to race, color, age, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetic information, disability, marital and/or veteran status.