Sales Operations Lead

Yeswehack; Puteaux; Hybride; EUR 120 000 - 160 000; Plein temps

Résumé du poste

YesWeHack is seeking a Sales Operations Lead to design, scale, and run the systems, processes, and insights that power our revenue engine. This hands-on leadership role partners with CRO, CFO, and Marketing to hit aggressive targets with forecast accuracy and data integrity across global GTM teams.

You will own end-to-end revenue operations, build scalable processes, and drive adoption of HubSpot, Clari, Loopio and related tools to improve efficiency and decision-making in a fast-growing

Qualifications

• 12–15+ years in Sales Ops / Rev Ops roles in B2B SaaS, ideally cybersecurity or 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 with ability to translate data into exec-level insights.
• Hands-on experience owning HubSpot and forecasting processes.
• Proficient in using AI to optimize everyday tasks and processes.

Responsabilités

• Own end-to-end Revenue & Sales Operations: pipeline management, forecasting, quota attainment and performance tracking.
• Act as the CRO’s right hand on operational topics: coverage models, capacity planning and sales efficiency.
• Partner with Sales Managers to turn strategy into repeatable execution.
• Provide pricing support to sales teams in coordination with the CRO and Finance to protect margin targets.
• Build and run a reliable forecasting cadence (monthly/quarterly).
• Define and track core Sales KPIs: pipeline coverage, win rates, cycle length, attainment, ramp, churn/expansion inputs.
• Own the Sales tech stack (HubSpot, Clari, Loopio, sales engagement, etc.) and ensure data hygiene and adoption.
• Translate business needs into system improvements and drive tool/process adoption.
• Act as the single source of truth for revenue data.
• Design and continuously improve core GTM processes to balance structure and flexibility in a scaling organization.
• Reduce friction for sellers while raising execution standards.
• Design, maintain, and evolve sales compensation plans aligned with company growth goals.

Connaissances

Revenue Operations

Forecasting

HubSpot

Data analysis

Cross-functional collaboration

Forecasting processes

Outils

HubSpot

Clari

Loopio

Sales engagement tools

Description du poste

Founded in 2015, YesWeHack is a leading Offensive Security and Exposure Management platform. It connects organizations with a global community of ethical hackers to continuously secure digital assets through bug bounty, vulnerability management, pentest management, attack surface management, and agentic pentest.

Role: Sales Operations Lead

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

Our go-to-market organization includes:

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

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

Role Overview

The Sales Operations Lead owns the operational backbone of our revenue engine. This leader designs, scales, and runs 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 primarily hands-on leadership role: you will build and run core revenue operations day-to-day, while progressively shaping longer-term strategy as the function matures.

Core Responsibilities

1. 1. Revenue & Sales Operations Leadership

   • Own end-to-end Sales Operations: pipeline management, forecasting, quota attainment, and performance tracking
   • Act as the CRO’s right hand on operational topics: coverage models, capacity planning, and sales efficiency
   • Partner with Sales Managers to turn strategy into repeatable execution
   • Provide pricing support to sales teams in coordination with the CRO and Finance to protect margin targets

2. 2. Forecasting, Planning & Performance Management

   • Build and run a reliable forecasting cadence (monthly/quarterly)
   • Define 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. 3. Systems, Tools & Data

   • Own the Sales tech stack (HubSpot, Clari, Loopio, sales engagement, etc.)
   • Ensure data accuracy, hygiene, and adoption across teams
   • Translate business needs into system improvements and drive tool/process adoption
   • Act as the single source of truth for revenue data

4. 4. Cross-Functional Revenue Alignment

   • Work closely with the CFO on:

     • Revenue modeling & predictability
     • Bookings vs ARR vs cash alignment
     • Compensation plans & incentive mechanics

   • Partner with the CMO / Marketing Ops on:

     • Funnel definitions & MQL → SQL handover
     • Lead attribution and ROI
     • Pipeline coverage and demand planning

5. 5. Process Design & Scaling

   • Design and continuously improve core GTM processes to balance structure and flexibility in a scaling organization
   • Reduce friction for sellers while raising execution standards

6. 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

Must-Have

• 12–15+ years in Sales Ops / Rev Ops roles in B2B SaaS, ideally in 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

Traits We’re Looking For

• Operator mindset: pragmatic, structured, execution-focused
• 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 opinions

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