Director, RevOps Strategy & Operations

keepersecurity; United States; Remote; USD 180,000 - 280,000; Full time

Job summary

Keeper Security is seeking an experienced Director of RevOps Strategy & Operations to shape revenue operations, optimize forecasting and performance management, and drive scalable growth. This remote-first position may hybrid for those near our Chicago HQ, offering leadership across GTM planning, quota strategy, and cross-functional enablement.

The role partners with Finance, Sales, HR, and Field Operations to implement processes, analytics, and governance that align objectives with measurable

Qualifications

• 10+ years of experience in Revenue Operations, Sales Operations, Business Operations, Strategy, or a related field.
• 4+ years of experience leading revenue operations or sales operations teams in a SaaS or technology organization.
• Proven experience d

Responsibilities

• Run the GTM planning cycle end to end with Finance, Sales leadership, and HR, owning the bottom-up capacity and pipeline model and reconciling it with Finance's top-down targets
• Design segmentation, coverage, and headcount models across New Business, Growth, Renewals, MSP, Channel, and Public Sector, while pressure-testing supporting capacity across Solutions Engineering, Customer Success, and Deal Desk
• Establish an equitable quota methodology, allocate quotas across every channel and motion, and design territories based on opportunity, including book-of-business cuts for expansion and renewal teams
• Manage in-year territory and quota changes for new hires and transfers
• Lead compensation plan design with Finance and HR, including modeling payout and attainment scenarios and arbitrating plan policy questions
• Use TAM, whitespace, and install-base data to size new segments and routes to market, including partners, MSP, distribution, and self-service
• Represent planning on pricing decisions and model their revenue and attainment impact in partnership with the Pricing Manager
• Run the weekly pipeline council, forecast cadence for every sales team, and Monday KPI email, while preparing QBR and executive materials with Field Operations leads
• Own key business KPIs, including bookings versus plan, bookings per ramped representative, retention, win rate, and large-deal volume, while ensuring reports remain accurate, well used, and relevant
• Inspect and improve sales process quality across routing, account assignment, stage management, and handoffs between New Business, CSMs, and Renewals, while holding the sales organization to CRM standards established by GTM Governance
• Turn install-base data into Strategic account plans, expansion plays, upsell and cross-sell opportunities, and higher PAM attach
• Build deal strategy frameworks and playbooks in partnership with Enablement
• Hire, develop, and lead the Planning and Field Operations teams, setting clear objectives, managing performance, and building career paths for analysts
• Partner with Rev Systems & Tools to maximize the value of GTM tools and scope AI automation that removes manual work
• Determine where AI agents can perform work that would otherwise require an additional hire
• Lead cross-functional projects from problem definition through measured impact and partner with Business Transformation to ensure company initiatives are implemented consistently across every region

Job description

Keeper Security is hiring an experienced and strategic Director, RevOps Strategy & Operations to lead revenue operations strategy and drive operational excellence across the organization. This role will optimize revenue processes, systems, forecasting, reporting, and performance management to support scalable growth and cross-functional alignment. This is a 100% remote position from select locations, with an opportunity to work a hybrid schedule for candidates who live near our global headquarters in Chicago.

Keeper's cybersecurity software is trusted by millions of people and thousands of organizations, globally. Keeper is published in 23 languages and is sold in over 150 countries. Join one of the fastest-growing cybersecurity companies and be responsible for overseeing day-to-day sales activities, inspiring achievement of sales targets, and ensuring our sales processes are optimized to drive growt

About Keeper

Keeper Security is one of the fastest-growing cybersecurity software companies that protects thousands of organizations and millions of people in over 150 countries. Keeper is a pioneer of zero-knowledge and zero-trust security built for any IT environment. Its core offering, KeeperPAM®, is an AI-enabled, cloud-native platform that protects all users, devices and infrastructure from cyber attacks. Recognized for its innovation in the Gartner Magic Quadrant for Privileged Access Management (PAM), Keeper secures passwords and passkeys, infrastructure secrets, remote connections and endpoints with role-based enforcement policies, least privilege and just-in-time access. Learn why Keeper is trusted by leading organizations to defend against modern adversaries at KeeperSecurity.com .

About the Role

The Director, RevOps Strategy & Operations will report to the VP, Revenue Operations and serve as a strategic partner to revenue leadership. This role will oversee the operating cadence of the revenue organization, translating company objectives into actionable plans, scalable processes, and measurable outcomes. The ideal candidate combines strong business judgment, analytical expertise, operational discipline, and the ability to influence cross-functional stakeholders in a fast-paced environment.

Responsibilities

• Run the GTM planning cycle end to end with Finance, Sales leadership, and HR, owning the bottom-up capacity and pipeline model and reconciling it with Finance's top-down targets
• Design segmentation, coverage, and headcount models across New Business, Growth, Renewals, MSP, Channel, and Public Sector, while pressure-testing supporting capacity across Solutions Engineering, Customer Success, and Deal Desk
• Establish an equitable quota methodology, allocate quotas across every channel and motion, and design territories based on opportunity, including book-of-business cuts for expansion and renewal teams
• Manage in-year territory and quota changes for new hires and transfers
• Lead compensation plan design with Finance and HR, including modeling payout and attainment scenarios and arbitrating plan policy questions
• Use TAM, whitespace, and install-base data to size new segments and routes to market, including partners, MSP, distribution, and self-service
• Represent planning on pricing decisions and model their revenue and attainment impact in partnership with the Pricing Manager
• Run the weekly pipeline council, forecast cadence for every sales team, and Monday KPI email, while preparing QBR and executive materials with Field Operations leads
• Own key business KPIs, including bookings versus plan, bookings per ramped representative, retention, win rate, and large-deal volume, while ensuring reports remain accurate, well used, and relevant
• Inspect and improve sales process quality across routing, account assignment, stage management, and handoffs between New Business, CSMs, and Renewals, while holding the sales organization to CRM standards established by GTM Governance
• Turn install-base data into Strategic account plans, expansion plays, upsell and cross-sell opportunities, and higher PAM attach
• Build deal strategy frameworks and playbooks in partnership with Enablement
• Hire, develop, and lead the Planning and Field Operations teams, setting clear objectives, managing performance, and building career paths for analysts
• Partner with Rev Systems & Tools to maximize the value of GTM tools and scope AI automation that removes manual work
• Determine where AI agents can perform work that would otherwise require an additional hire
• Lead cross-functional projects from problem definition through measured impact and partner with Business Transformation to ensure company initiatives are implemented consistently across every region

Requirements

• 10+ years of experience in Revenue Operations, Sales Operations, Business Operations, Strategy, or a related field
• 4+ years of experience leading revenue operations or sales operations teams in a SaaS or technology organization
• Proven experience d