Director of Business Operations

Varonis Systems, Inc.; United States; On-site; USD 150,000 - 230,000; Full time

Job summary

Varonis is seeking a Director of Business Operations to lead the team powering our sales organization, focusing on pipeline analytics, forecasting, territory and quota support, and operational reporting for senior leadership.

The ideal candidate will be a strong people leader who can design analytical models and board-ready presentations, scaling outputs through process and delegation while staying closely aligned with numbers to partner with regional VPs and executives.

Qualifications

• 7+ years in business operations, sales operations, strategy, or related field, with 3+ years directly managing managers

Responsibilities

• Lead and develop a team of regional managers, 6 business operations analysts, and 3 admins.
• Set clear goals, performance standards, and career development paths for managers and their teams.
• Build consistent operating standards and quality bars across regions so sales leaders get reliable support.
• Manage headcount planning, hiring, and workload balancing across regions as the sales org grows.
• Run regular 1:1s, team reviews, and skip-levels to stay close to work and people.
• Partner with regional Sales VPs/leaders to support pipeline management, forecasting, territory design, and quota setting.
• Work closely with Finance and Revenue Operations to align quotas and compensation.
• Own the accuracy and cadence of sales reporting: pipeline health, win/loss trends, rep and regional performance, forecast-to-actuals.
• Standardize reporting and definitions across regions so results roll up cleanly at the company level.
• Build and maintain dashboards and models that give sales and executive leadership real-time visibility into regional and company-wide performance.
• Identify operational bottlenecks in the sales process and drive fixes across regions.
• Partner with senior leadership to define, track, and report on sales KPIs.
• Own recurring operating rhythms: regional business reviews, QBRs, and annual/quarterly planning.
• Lead cross-functional projects with Sales, Customer Success, Finance, and Marketing to align on shared initiatives.
• Take on special projects and ad hoc analyses as directed by leadership (territory redesign, comp plan modeling, new region launch)

Skills

Strategic thinking

People leadership

Cross-functional collaboration

Excel/Sheets

PowerPoint

Data-driven decision making

Executive communication

Education

Bachelor's degree in Business, Finance, Economics, or related field

MBA or equivalent advanced degree

Tools

Salesforce

Job description

The Company: Varonis (Nasdaq: VRNS) secures AI and the data that powers it. The Varonis platform gives organizations automated visibility and control over their critical data wherever it lives and ensures safe and trustworthy AI from code to runtime. Backed by 24x7x365 managed detection and response, Varonis gives thousands of organizations worldwide the confidence to adopt AI, reduce data exposure, and stop AI-powered threats.

The Role:

We are seeking a Director of Business Operations to lead the team that powers our sales organizations. This role owns a team responsible for pipeline analytics, forecasting, territory and quota support, and operational reporting that sales leadership depends on daily. The ideal candidate is a strong people leader who can also roll up their sleeves designing analytical models or a board deck — someone who scales a team's output through process and delegation rather than doing everything themselves, while staying close enough to the numbers to be a credible partner to regional sales VPs and executive leadership . We are seeking candidates who are comfortable with working remotely.

The Requirements:

• 7+ years of experience in business operations, sales operations, strategy, or a related field, including 3+ years directly managing managers (not just individual contributors)
• Proven track record of leading cross-functional initiatives in a fast-paced, high-growth environment (SaaS/tech strongly preferred)
• Advanced proficiency in Excel/Google Sheets (financial modeling, pivot tables, complex formulas) and PowerPoint for executive-level storytelling
• Strong analytical and quantitative skills, with experience translating data into actionable business recommendations
• Excellent written and verbal communication skills; comfortable presenting to senior executives, regional sales leaders, and board members
• Bachelor's degree in Business, Finance, Economics, or a related quantitative field

Preferred:

• MBA or equivalent advanced degree
• Experience with CRM platforms (Salesforce)
• Experience in enterprise SaaS, cybersecurity, or data security industries
• Experience managing a team through a period of headcount growth or regional expansion

The Responsibilities:

• Lead and develop a team of 3 regional managers, 6 business operations analysts, and 3 Admins.
• Set clear goals, performance standards, and career development paths for managers and their teams
• Build consistent operating standards and quality bars across regions so sales leaders get comparable, reliable support no matter which region they're in
• Manage headcount planning, hiring, and workload balancing across regions as the sales org grows or shifts
• Run regular 1:1s, team reviews, and skip-levels to stay close to both the work and the people doing it
• Partner with regional Sales VPs/leaders to support pipeline management, forecasting, territory design, and quota setting
• Work closely with Finance and Revenue Operations to bridge the gap between Sales and the business (quotas, goals and compensation)
• Own the accuracy and cadence of sales reporting: pipeline health, win/loss trends, rep and regional performance, forecast-to-actuals
• Standardize reporting and definitions across regions so results roll up cleanly at the company level
• Build and maintain dashboards and models that give sales and executive leadership real-time visibility into regional and company-wide performance
• Identify operational bottlenecks in the sales process (e.g., deal desk, CRM data quality, handoffs) and drive fixes across regions
• Partner with senior leadership to define, track, and report on sales-related KPIs
• Own recurring operating rhythms: regional business reviews, QBRs, and annual/quarterly planning
• Lead cross-functional projects with Sales, Customer Success, Finance, and Marketing to align on shared initiatives
• Take on special projects and ad hoc strategic analyses as directed by executive leadership (e.g., territory redesign, comp plan modeling, new region launch)

What Success Looks Like in the First 12 Months:

• Built strong working relationships with all regional managers and established clear, consistent performance expectations across the team
• Standardized reporting definitions and processes across regions, eliminating discrepancies in how performance is measured and rolled up
• Established a reliable, repeatable cadence for executive/board reporting with minimal manual rework
• Delivered at least one major cross-functional or cross-regional operational improvement with measurable impact (efficiency, forecast accuracy, or rep productivity)
• Built trusted relationships with regional Sales VPs and cross-functional leaders across the org
• Identified and developed at least one manager or analyst for future growth within the team

We invite you to check out our Instagram Page to gain further insight into the Varonis culture!

@VaronisLife

Varonis is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other legally protected characteristics .