Staff Revenue Operations Manager at Horizon3Ai in Remote

Get to Know Us Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by ITOps/SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools, false positives resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results. ABOUT THE ROLE We are looking for a Staff Sales Operations Manager to serve as a strategic growth partner across our AMER Enterprise (ENT) and Managed Service Provider (MSP/MSSP) business during a critical phase of expansion. This role will work directly with the Director of Global Sales Operations and partner closely with AMER Enterprise Sales and AMER Channel & MSP leadership to shape how both segments are planned, measured, and scaled. This is a dual-scope role with equal ownership across Enterprise and MSP. While it includes pipeline and forecast responsibilities, the primary value this person brings is in longer-horizon thinking: headcount and capacity planning, quota design, compensation strategy, territory modeling, and Rules of Engagement development. This is a role for someone who wants to be a trusted organizational partner to sales leadership, not a tactical execution layer. The Enterprise motion covers our most complex, high-value end-user opportunities (5,000+ employee accounts), while the MSP/MSSP motion involves a rapidly growing channel and co-sell model with its own unique ROE, partner program operations, and compensation crediting framework. At this stage of growth, we are investing in building a durable, scalable operating model for AMER. You will play a central role in designing how that model works and in ensuring both the ENT and MSP/MSSP businesses have the structural foundation to grow predictably and efficiently. WHAT YOU'LL DO PIPELINE, FORECAST & PERFORMANCE - Serve as the primary sales operations partner to AMER Enterprise Sales and AMER Channel & MSP leadership, supporting the respective VPs and their teams across both end-user and partner motions - Own the forecasting process for both ENT and MSP/MSSP, including weekly pipeline reviews, call preparation, and executive-level reporting with clear, actionable narratives - Monitor pipeline health, coverage ratios, stage conversion, and deal velocity across the Enterprise (5,000+ employee accounts) and MSP/MSSP segments - Analyze funnel performance, win rates, and rep productivity (pipeline per rep, attainment, conversion) to surface risks and opportunities for leadership across both motions - Drive CRM hygiene and opportunity data quality standards across ENT AEs and MSP AEs, including proper model-type tagging, partner attribution, and forecast exclusion flagging for co-sell deals - Operationalize and enforce the MSP/MSSP Rules of Engagement (ROE), including co-sell workflows, dual-credit scenarios, opportunity exclusion logic, and end-user engagement documentation requirements - Partner with Partner Operations and Channel teams on MSP program mechanics, deal registrations, Pax8 attribution, and AWS Marketplace workflows PLANNING, OPERATING MODEL & ORGANIZATIONAL GROWTH - Act as a strategic partner to the Director of Global Sales Operations in shaping the AMER ENT and MSP/MSSP operating model, covering how the business is structured, measured, and scaled - Lead capacity and headcount planning for both segments, helping to model coverage needs, ramp assumptions, and rep productivity expectations as the AMER team grows - Own quota design and annual planning processes for ENT and MSP/MSSP, partnering with Finance and RevOps to ensure plans are aligned to company targets and drive the right selling behaviors - Develop and maintain compensation strategy inputs for ENT AEs and MSP AEs, including co-sell crediting models and Everstage crediting accuracy for dual-credit scenarios - Serve as a key contributor to Rules of Engagement design and updates, advising on account ownership policies, expansion windows, and ENT/MSP co-sell governance as the business evolves - Support territory design and account segmentation as the ENT and MSP teams scale, ensuring coverage models are efficient and equitable - Contribute to executive and board-level reporting, translating ENT and MSP performance data into clear operating narratives - Partner with RevOps Systems teams to ensure Salesforce workflows, routing logic, and reporting infrastructure accurately reflect both the ENT and MSP/MSSP motions WHAT YOU'LL BRING - 8+ years of experience in Sales Operations or Revenue Operations, with demonstrated progression in scope and complexity - Experience supporting Enterprise sales teams or large-deal, complex-cycle selling environments - Experience with partner, channel, or MSP/MSSP sales operations, including co-sell models, dual-credit compensation, and partner program mechanics - Deep fluency in Salesforce, covering opportunity management, pipeline reporting, territory logic, and data governance - Strong command of forecasting methodologies and pipeline inspection frameworks - Experience with quota design, capacity planning, and territory optimization at the Enterprise segment level - Ability to operate across two distinct business motions simultaneously, managing competing priorities with rigor and stakeholder alignment - Experience with tools such as Gong, DealHub, Everstage, and ZoomInfo is a strong plus - Clear, data-driven communication style with the ability to translate complex operational data into executive-ready insights - Recognized organizational influence with the ability to shape how the business defines, measures, and improves its go-to-market operations across multiple teams - Ability to diagnose systemic issues and drive structural improvements, not just execute within existing frameworks - A track record of working directly with senior sales leadership as a trusted planning and strategy partner, not just an operational support function TRAVEL REQUIRED This role may require up to 30% travel. Job-related travel expenses are reviewed and must be approved by your manager. Perks of Horizon3.ai - Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive. - Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities. - Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. - Hybrid & Remote Work: We embrace a mix of remote and hybrid work models depending on role and location, including our Chicago office, where some roles require regular in-office presence. - Competitive Compensation: We offer competitive salary, equity and benefits. Our benefits include health, vision & dental insurance for you and your family, a flexible vacation policy, and generous parental leave. Compensation and Values At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations. In accordance with various State’s transparency regulations, we provide the following salary range information for this position: - Base salary range: $170,000- $210,000 annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills. - Additional compensation: All full-time roles are eligible for an equity package in the form of stock options. You Belong Here Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other legally protected status by law. Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3, every team member is valued and supported in an environment that encourages personal and professional growth. We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3, where your unique contributions are recognized, and your potential is limitless. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice. Application Note In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.