Revenue Operations Lead

Dfns; New York (NY); Hybrid; USD 150,000 - 200,000; Full time

Benefits offered by this job

Stock options vesting over four years

Healthcare

Flexible vacation

Parental leave

Home technology allowance

MacBook provided

Job summary

DFNS is seeking a Revenue Operations Lead to own the go-to-market stack, CRM, and BI at a remote-first US-based team. You will architect end-to-end revenue processes, enable data-driven selling, and align Sales, Marketing and Finance with security guardrails.

You’ll build AI-enabled workflows, manage RFPs, and drive forecast accuracy while maintaining SOC 2 readiness. This is a high-impact role reporting to the CRO across distributed teams.

Qualifications

• Built revenue operations from the ground up at a B2B company.
• End-to-end CRM ownership, data modeling and reporting.
• Experience creating AI-enabled GTM workflows.
• Ability to work with security teams to pass SOC 2/ISO 27001 controls.
• Strong SQL, spreadsheets and BI tool proficiency.

Responsibilities

• Own the go-to-market stack and decide tools.
• Design and upgrade the CRM as single source of truth.
• Build full funnel tracking and lead routing.
• Own RFP and security questionnaire engine.
• Build shared knowledge base.
• Handoff to Finance and ensure on-time billing.
• Run pipeline, quota, and CRM data quality.
• Set AI usage standards within security guardrails.

Skills

Revenue operations

CRM administration

AI workflows

SQL

BI dashboards

Cross-functional collaboration

Security compliance

Automation tools

Data modeling

Vendor management

Tools

Zapier

Clay

n8n

APIs

Job description

Revenue Operations Lead @ DFNSBack to all rolesRevenue Operations LeadJob detailsDepartments / SalesNew York, San FranciscoFull-timeRemote$150,000 USD - $200,000 USD## **Revenue Operations Lead**United States, remote first with NY office available · Full-time · Revenue · Reports to the CRO### About DFNSFinance is moving onchain. Stablecoins, tokenized deposits, securities and funds are changing how money and assets are issued, held and transferred. The destination is a financial system where any asset can be issued, moved and governed onchain with the controls regulated institutions require. That shift needs a new foundation. Just as core banking systems manage accounts and ledgers today, financial institutions need a platform to manage digital assets. DFNS is that platform. Today, we secure hundreds of billions of dollars in assets every month for more than 500 clients worldwide.### Why this roleOur pipeline spans banks, fintechs and enterprises around the world. The path from first website visit to signed contract to a clean handoff into billing is still held together by people rather than systems. You will be our first dedicated go-to-market operations hire, a team of one serving Sales, Account Management, Marketing and Finance, where every tool you add has to pass Security first. In year one you will give leadership reporting it trusts, stand up the RFP and security questionnaire engine our deals run on and make AI a default layer across revenue operations inside the guardrails our CISO sets. The scope will keep moving as we grow, which is part of the job.### What you’ll do* Own the go-to-market stack (CRM, enrichment, automation, AI tooling). Decide what we use, implement it and run it.* Design and upgrade the CRM so it becomes the single source of truth for pipeline, accounts, activity and forecast.* Build the full funnel from first website visit to signed contract (tracking, attribution, lead capture, scoring and routing) so sales spends its time in conversations rather than data entry.* Own the RFP and security questionnaire engine, with a library of approved answers that stays current and grows with every response.* Build and maintain a shared go-to-market knowledge base so the team reuses what it knows instead of recreating it deal by deal.* Own the sales side of the handoff to Finance so clients are billed as agreed, on time and on the right terms.* Run pipeline and forecast reporting, quota and commission tracking and CRM data quality, and keep revenue procedures documented for SOC 2 and the financial audits ahead.* Set the standard for how sellers and account managers use AI, inside the guardrails set by the CISO and Security team, and spread what works across the team.### What you bring#### Must-haves* Built revenue operations from the ground up as the first or only operations hire at a B2B company selling to enterprises.* Owned a CRM end to end (data model, workflows, integrations, reporting).* Built automations across a go-to-market stack with tools like Zapier, Clay and n8n and with APIs, without waiting on engineering.* Use AI tools daily and have built AI workflows that others rely on, with a clear view on deploying them safely under security and data protection constraints.* Built knowledge systems or content libraries that people actually use.* Analytical fluency in SQL, spreadsheets and BI tools. You build the dashboards yourself.* Experience working across sales, marketing and finance with an eye on the client’s experience, not only internal reporting.#### Nice-to-haves* Experience supporting RFP or security questionnaire processes.* Attio, Clay or comparable modern go-to-market tooling.* Fintech, financial services or digital assets background.* Experience working under a CISO or inside a SOC 2 / ISO 27001 environment.### How we workWe are a distributed company headquartered in Paris. Our teams work from Europe, the US and Asia, with offices in New York, Geneva, Dubai, Singapore, Hong Kong and São Paulo. We write decisions down so they survive time zones. We hold our own work to the standards our clients are held to. We hire people who can own an outcome end to end and we give them the room to do it.### What we offerA competitive base salary set by role and location, a bonus upon target and stock options vesting over four years. Healthcare, flexible vacation, parental leave and a once-a-year home technology allowance, with travel expenses covered. A MacBook and the equipment you need to do your best work. Remote first, with an office if you want one.Base salary range in the US: $150,000-200,000 (plus a discretionary bonus)### Hiring processWe aim to complete the process in 2 weeks and we tell you where you stand after every step.1. Intro call with Co-CEO (30 minutes).2. Personality and cognitive assessments, completed on your own time (45 minutes).3. Focus interviews with the hiring panel in role-specific sessions (about 3 hours in total).4. Reference calls and background checks.### Equal opportunityDFNS is an equal opportunity employer and considers every applicant based on ability and potential, regardless of race, color, religion, sex, gender identity or expression, sexual orientation, national origin, disability, age or any other characteristic protected by law. If you need an accommodation at any point in the process, tell us and we will arrange it.