Senior Director, Revenue Operations

Lookout, Inc. is a globally recognized cybersecurity leader delivering advanced protection for the most vulnerable element of any enterprise security strategy — human error and manipulation. Cloud-native by design, the Lookout platform offers rapid, scalable deployment and simplified security operations, defending the frontline of human-centric attacks—the mobile device.

Attackers now target the human element more than ever, with mobile devices providing the most direct path to their victims. Using social engineering techniques that exploit basic human instincts like trust, curiosity, and urgency, they deceive users into revealing sensitive credentials, allowing them to slip past legacy security solutions.

Lookout Endpoint Detection and Response (EDR) continuously monitors mobile endpoints for signs of human-centric attacks, as well as traditional malware, software vulnerabilities, and other anomalous activity. It uses advanced threat detection techniques, including artificial intelligence (AI) and behavioral analysis, to identify threats before they escalate across the enterprise.

Learn more at www.lookout.com and follow us on the Lookout Blog, LinkedIn, and X.

We are seeking a highly analytical, strategic, and results-oriented Director of Revenue Operations to lead our Revenue Operations function. This critical role will be instrumental in optimizing our sales and marketing processes, driving efficiency, and providing actionable insights to accelerate revenue growth. You will be responsible for the entire revenue operations tech stack, ensuring seamless integration and data integrity, and partnering closely with sales, marketing, and finance leadership.

Responsibilities:

• Strategic Leadership: Develop and execute a comprehensive revenue operations strategy that aligns with overall business goals, focusing on maximizing efficiency, predictability, and scalability across the entire customer lifecycle.
• Systems and Tools Ownership: Own the administration, optimization, and integration of our core revenue operations technology stack, including:
• Salesforce (SFDC): Drive best practices for CRM utilization, data quality, reporting, and dashboard creation to provide actionable insights into sales performance.
• Clari: Leverage Clari to provide forecasting accuracy, pipeline visibility, and coaching insights to sales leadership.
• 6Sense: Optimize account-based marketing (ABM) and sales efforts through intelligent lead scoring, account prioritization, and intent data utilization.
• SalesLoft: Drive efficiency and effectiveness of sales engagement strategies, including cadences, email automation, and call coaching.
• ZoomInfo: Maximize the use of ZoomInfo for lead generation, account enrichment, and sales intelligence.
• Marketo: Collaborate with marketing to ensure seamless lead flow, campaign tracking, and marketing automation effectiveness.
• Quoting System Management: Oversee and optimize our quoting system (e.g., CPQ solution), ensuring accuracy, efficiency, and compliance in proposal generation and contract management.
• Deal Desk Leadership: Lead and mature the Deal Desk function, providing strategic guidance on complex deals, ensuring pricing consistency, and facilitating smooth deal closures.
• Process Optimization: Identify and implement improvements across the entire revenue funnel, from lead generation to deal close and customer retention. Develop, document, and enforce consistent sales processes and methodologies.
• Data Analysis & Reporting: Develop and maintain key performance indicators (KPIs) and dashboards that provide clear insights into sales performance, pipeline health, conversion rates, and revenue predictability.
• Cross-Functional Collaboration: Partner closely with Sales, Marketing, Finance, and Customer Success leadership to ensure alignment on goals, processes, and reporting.
• Team Leadership: Potentially build and lead a high-performing Revenue Operations team (depending on company stage), fostering a culture of continuous improvement, data-driven decision-making, and operational excellence.
• Agentive AI Exploration & Implementation: Actively research, evaluate, and implement agentive AI solutions to automate tasks, enhance sales productivity, improve data accuracy, and generate predictive insights within the revenue operations function.

Qualifications:

• Bachelor's degree in Business, Marketing, Finance, or a related field. MBA preferred.
• ​​12+ years of progressive experience in Revenue Operations, Sales Operations, or Business Operations, including significant leadership experience 
• Demonstrated expert-level proficiency with Salesforce (SFDC) administration and optimization is essential.
• Hands-on experience and proven success in leveraging and integrating the following tools:
• Clari
• 6Sense
• SalesLoft
• ZoomInfo
• Marketo (or similar marketing automation platform)
• Strong experience running and optimizing quoting systems (CPQ experience highly desirable).
• Proven experience building, leading, or significantly contributing to a Deal Desk function.
• Exceptional analytical skills with the ability to translate complex data into actionable insights and strategic recommendations.
• Proficiency in data visualization tools (e.g., Tableau, Power BI) is a plus.
• Demonstrated experience and a strong interest in exploring and implementing agentive AI solutions within a revenue operations context.
• Excellent communication, interpersonal, and presentation skills, with the ability to influence stakeholders at all levels.
• Strong project management skills and the ability to manage multiple priorities in a fast-paced, dynamic environment.
• Proactive, self-starter with a continuous improvement mindset.

What We Offer:

• Competitive compensation and equity, comprehensive health benefits, generous PTO, professional development opportunities, collaborative and supportive team environment, impact on a growing company.