Sales Operations Director

YesWeHack; Paris; Sur place; EUR 140 000 - 180 000; Plein temps

Résumé du poste

YesWeHack in Paris is seeking a Sales Operations Director to own the revenue engine's operational backbone. You will set direction and roll up your sleeves to solve problems with the CRO, Sales Leaders, Finance, and Marketing. This hands-on role requires leading end-to-end Sales Ops, forecasting cadence, KPI tracking, and managing the tech stack. Align cross-functional revenue activities and design scalable processes to drive growth.

Qualifications

• 10/15+ years in Sales Ops / Rev Ops in B2B SaaS, ideally including cybersecurity or developer/tech-led products.
• Proven experience in a post-Series B / Series C scaling environment.
• Strong exposure to multi-team sales orgs (AEs + BDRs, managers, regions, segments).
• Excellent analytical skills, able to go from data to executive-level insights.
• Hands‑on experience owning HubSpot and forecasting processes.
• Proficient in using AI to optimize everyday tasks and processes.

Responsabilités

• Own the end-to‑end Sales Operations function, including pipeline management, forecasting, quota attainment, and performance tracking.
• Serve as the right hand of the CRO on operational topics: coverage models, capacity planning & sales efficiency.
• Partner closely with Sales Managers to turn strategy into repeatable execution.
• Provide pricing support to sales teams, ensuring margin targets are achieved, in coordination with the CRO and Finance.
• Build and run a reliable forecasting cadence (monthly/quarterly).
• Refine and track core Sales KPIs: pipeline coverage, win rates, cycle length, attainment, ramp, churn/expansion inputs, etc.
• Support executive and board-level reporting with clear, actionable insights.
• Own the Sales tech stack (HubSpot, Clari, Loopio, sales engagement, etc.) and ensure data accuracy, hygiene, and adoption.
• Translate business needs into system improvements, not the other way around.
• Act as the single point of truth for revenue data.
• Work closely with the CFO on: bookings vs ARR vs cash alignment.
• Partner with the CMO / Marketing Ops on: funnel definitions & MQL → SQL handover, lead attribution, ROI.
• Design and continuously improve core GTM processes: bookings vs ARR vs cash alignment, balance structure and flexibility, reduce friction for sellers while raising standards.
• Design, maintain, and evolve sales compensation plans aligned with company growth goals, ensuring clarity and scalability across AEs, BDMs, and managers.

Connaissances

Sales Ops

Rev Ops

HubSpot

Forecasting

Data analysis

Cross-functional

B2B SaaS

Cybersecurity

Finance alignment

Outils

HubSpot

Clari

Loopio

Sales engagement

Description du poste

We are a fast-growing Series C cybersecurity SaaS company serving mid-market and enterprise customers globally.

At YesWeHack, we believe that security is a collective effort powered by trust, transparency, and collaboration. As a global leader in Offensive Security and Exposure Management, we connect organizations with a community of ethical hackers to continuously secure digital assets.

The go-to-market organization includes:

• 5 Sales & Revenue mid-managers
• 4 teams of ~7 Account Executives (AEs)
• 1 Business Development team of ~10 BDMs

As we scale toward the next growth phase, we are investing in best-in-class Revenue Operations to improve predictability, efficiency, and decision-making across Sales, Marketing, and Finance.

Role Overview

The Sales Operations Director owns the operational backbone of the revenue engine.

This leader is responsible for designing, scaling, and running the systems, processes, and insights that enable Sales and BDR teams to hit aggressive growth targets while ensuring forecast accuracy, data integrity, and execution discipline.

This is a strategic + hands‑on role: you will set direction but also roll up your sleeves to solve real problems with CRO, Sales Leaders, Finance, and Marketing.

Core Responsibilities

• Own the end-to‑end Sales Operations function, including pipeline management, forecasting, quota attainment, and performance tracking
• Serve as the right hand of the CRO on operational topics: coverage models, capacity planning & sales efficiency
• Partner closely with Sales Managers to turn strategy into repeatable execution
• Provide pricing support to sales teams, ensuring margin targets are achieved, in coordination with the CRO and Finance

2. Forecasting, Planning & Performance Management

• Build and run a reliable forecasting cadence (monthly/quarterly)
• Refine and track core Sales KPIs: pipeline coverage, win rates, cycle length, attainment, ramp, churn/expansion inputs, etc.
• Support executive and board-level reporting with clear, actionable insights

3. Systems, Tools & Data

• Own the Sales tech stack (HubSpot, Clari, Loopio, sales engagement, etc.)
• Ensure data accuracy, hygiene, and adoption across teams
• Support tools and processes adoption and usage
• Translate business needs into system improvements, not the other way around
• Act as the single point of truth for revenue data

4. Cross‑Functional Revenue Alignment

• Work closely with the CFO on:
• Bookings vs ARR vs cash alignment
• Partner with the CMO / Marketing Ops on:
• Funnel definitions & MQL → SQL handover
• Lead attribution and ROI
• Pipeline coverage and demand planning

5. Process Design & Scaling

• Design and continuously improve core GTM processes:
• Bookings vs ARR vs cash alignment
• Balance structure and flexibility in a scaling organization
• Reduce friction for sellers while raising execution standards

6. Compensation & Incentives (with Finance, HR & CRO)

• Design, maintain, and evolve sales compensation plans aligned with company growth goals
• Ensure clarity, fairness, and scalability across AEs, BDMs, and managers
• Own comp plan modeling, simulations, and payout accuracy

Profile

Must-Have

• 10/15+ years in Sales Ops / Rev Ops roles in B2B SaaS, ideally including cybersecurity or developer / tech-led products
• Proven experience in a post-Series B / Series C scaling environment
• Strong exposure to multi-team sales orgs (AEs + BDRs, managers, regions, segments)
• Excellent analytical skills, able to go from data to executive-level insights
• Hands‑on experience owning HubSpot and forecasting processes
• Proficient in using AI to optimize everyday tasks and processes

Nice-to-Have

• Experience supporting ARR growth from €10–50M+
• Exposure to international sales orgs (EMEA / US)
• Prior involvement in board reporting or investor-facing metrics
• Familiarity with modern RevOps / forecasting tooling
• Business partner: trusted by CRO, Sales Leaders, Finance, and Marketing
• High standards, low ego: sets the bar, owns outcomes
• Comfort with ambiguity in fast-growing environments
• Able to challenge leaders with data, not opinion

Why Join

• Seat at the table with C‑level leadership
• Direct impact on growth, predictability, and valuation
• Opportunity to build a world‑class Revenue Operations function at scale
• Cybersecurity market with strong long‑term tailwinds