VP, Revenue Operations

HUMAN was founded in 2012 in a Brooklyn sci-fi bookstore by Tamer Hassan, Michael Tiffany, Dan Kaminsky, and Ash Kalb. Our humble beginnings led to the creation of the Human Defense Platform, the backbone of all our products that safeguards enterprises from sophisticated bots, fraud, and account abuse. Today we verify the humanity of more than 20 trillion interactions per week for some of the largest companies and internet platforms. 

Our hacker roots still permeate everything we do. You will be a part of the HUMAN front line in our commitment to protecting companies (and in turn, their customers) from both revenue and reputation risk caused by digital attacks. However, HUMAN is not the center of this story. Humans like yourself are. We firmly believe in putting people first. This approach spans our extensive total rewards package, inclusive of competitive compensation, benefits, stipends - as well as our  day-to-day culture - to ensure every human is empowered to do the best work of their life. We want to hear about the marathon you’re training for. We want to see pictures of your pets. We want to know your favorite robot (we have many).

 Even if you’re not a conventional “hacker” we can assure you that you are a hacker in your own right. We want to work with people like you who break down problems to build up better solutions. That’s what makes us HUMAN. You’ll be joining us at an exciting moment in the HUMAN story: we joined forces with PerimeterX in a market-changing merger, as well as recently acquired clean.io to enhance the Human Defense Platform. Together under the HUMAN brand, we will disrupt the economics of cybercrime. We hope you can join us in that mission.

We are looking for a VP, Revenue Operations to join our team to provide overall leadership and development and execution of sales processes and strategies to drive continued revenue growth for our company.  Reporting into the Chief Revenue Officer, this position will drive all sales operations and process, sales support data and analytics, incentive plans development and design, and sales enablement.  This individual will ensure we have operational excellence in our sales process while creating opportunities to allow the team to scale and grow revenue opportunities.

What You'll Do:

• Oversee sales operations functions including planning, forecasting, territory management, and performance analytics.
• Develop recommendations and proposals for revenue growth strategies aligned with the company's overall revenue goals.
• Review and assess sales market trends and insights including competitor activities to recommend growth opportunities.
• Responsible for creating and managing company incentive and compensation plans and rollout in collaboration with finance, legal, and people teams for all quota carrying go to market teams
• Analyze and assess sales data and analytics to provide actionable performance insights and performance tools to ensure operational efficiencies
• Track key performance metrics, identify trends, and generate insights to inform revenue strategies.
• Oversee sales technology systems, dashboards and tools for revenues and forecasting to drive productivity and results
• Create a culture of strong CRM hygiene to ensure sales teams are providing vetted and accurate data
• Lead forecasting and planning process, determining sales forecasts, ensuring accuracy and alignment with the sales team.
• Collaborate with sales leadership team to establish sales targets and quotas
• Create, develop and maintain the account planning processes in collaboration with sellers that will provide business reviews, market opportunities, risks, and areas of focus in order to optimize revenue planning
• Ensure product knowledge and sales enablement training and programs are developed and understood across the go-to-market organization.

Who You Are:

• 12+ years in sales and revenue operations leadership roles, driving and implementing revenue growth in complex SaaS and/or technology sales with a strong preference in cyber security industry
• Proven experience developing and driving sales and business strategy
• Collaborative cross-functional leader who is able influence, cultivate and drive successful partnering with other internal business functions enabling and driving decisions
• Strong executive communicator with a proven ability to build buy-in for recommendations across all departments and levels of the organization
• Exceptional analytical skills that enable making data-driven decisions and recommendations
• Experience with technical systems including with a robust CRM and other commercial tools
• Experience in managing M&A evaluations and integrations

HUMAN prides itself on being an equal opportunity workplace. We firmly believe in putting people first regardless of who you are, where you come from, how you identify, or who your favorite robot is (we have many). We are on a mission to protect the integrity of the internet for everyone, so we welcome all individuals to come to share their unique experiences and perspectives as we fight against cybercrime together!

With Humans located in all parts of the world, we’ve fully embraced our diversity of thought and are always looking for innovative ways to connect with one another - even in virtual reality! Although New York City is our HQ, we have teams in Tel Aviv, Israel; London, UK; Victoria, Canada; San Mateo, CA; Miami, FL; and Virginia.

We trust our Humans in choosing where they work and how they work. The total rewards package we provide reflects our commitment to our Humans’ personal career development, which includes annual stipends for home office setup, wellbeing, and learning & development. We also offer weekly lunches, dedicated time off, no-meeting Fridays (for our U.S. and Intl. based HUMANs), HUMAN days, and so much more.

We’re constantly trying to anticipate the needs of our Humans to ensure each one of us is equally prepared to do some of the best work of our life. Taking care of one another is part of the HUMAN experience and how we build true HUMAN connections.

If you are an individual with a disability or special need that requires accommodation, please contact us directly.