Revenue Operations Leader

Revenue Operations Leader 

Location: USA (remote)

About NetFoundry:

NetFoundry is transforming how the world securely connects applications, services, and devices in an era where workloads live everywhere — across multi-cloud, edge, data centers, IoT, third-party and customer environments. Our secure workload connectivity platform replaces legacy networking and VPN complexity with software-defined, zero trust connectivity that is faster to deploy, easier to operate, and fundamentally more secure. This isn’t incremental change — it’s the redefinition of how connectivity works in an era driven by highly distributed workloads accessed by humans, applications, and AI agents.

Founded by the inventors and maintainers of the world’s most-used open source zero trust software, OpenZiti, NetFoundry’s Identity-First Connectivity™ enables zero trust connectivity with no VPNs, no open inbound ports, and no firewall changes.

Solution providers use it for secure communications with workloads at their customers’ sites.  Enterprises secure access to their APIs and agentic AI services in order to avoid any opening that can be leveraged by an attacker. They also use NetFoundry to simplify the operation of hybrid IT/OT segmentation and enable identity-based microsegmentation.

NetFoundry represents a rare opportunity to help lead a fast-emerging category at the intersection of cybersecurity, networking, and cloud. You’ll help manage our go-to-market operations, shape the strategic approach to revenue growth and predictability, and enable our team to win big contracts to deliver breakthrough technology to organizations that are actively searching for a better way to securely connect their most critical workloads.

We are headquartered in Charlotte, North Carolina, and operate globally and are a high-growth Series A+ startup funded by top Cybersecurity venture capitalist SYN Ventures and strategic investor Cisco.

The Role:

As Revenue Operations Leader, you will build and own the core systems, processes, and data that support how NetFoundry generates revenue. You will drive forecasting accuracy and predictability, strategic growth planning, and the delivery of metrics and dashboards to support NetFoundry’s strategic growth and initiatives.  Using HubSpot as our core marketing, sales and CRM system of record, you’ll be responsible for making sure our funnel, pipeline, and revenue reporting are accurate enough to run the business—without slowing it down.

This is a highly strategic role reporting to the CRO to help the revenue organization create and maintain the processes and systems that will lead us to series B and beyond while guiding the scaling efforts of the GTM team. You’ll be enhancing the structure that has enabled us to grow to our current state while driving needed improvements for the next growth wave, making pragmatic tradeoffs, and iterating quickly as the business evolves.

What You’ll Do:

As the RevOps Leader, you will help NetFoundry achieve sustainable growth by aligning sales, marketing, and customer success teams through optimized processes, technology, and data-driven strategies. manage forecasting, and eliminate operational bottlenecks to enhance efficiency, customer experience, and, ultimately, revenue. 

• Own HubSpot as the single source of truth across Marketing, Sales, and Customer Success
• Manage the forecasting process, assist with funnel review meetings, and oversee strategic account plans from the sales team
• Provide sales process oversight, including sales playbook input, and ensuring the team is trained and meeting objectives and expectations
• Assist the CRO to set goals, quotas and deliver Sales Incentive Plans (SIP) to the team, and assist finance with the deal close process and quarterly compensation alignment
• Assist with the lead gen process, including managing and enhancing workflows for lead scoring, routing, qualification, renewals, and expansion
• Work with the CRO and CMO to plan and deliver QBRs and SKOs 
• Balance speed vs. scale—build what’s needed now without painting the company into a corner

Funnel & Process Design:

• Oversee the end-to-end revenue lifecycle from first touch through renewal
• Continually review and enhance the sales process, including funnel stages, SLAs, and exit criteria that reflect how teams actually operate
• Identify leakage, manual work, and confusion—ultimately looking for areas of improvement and automation opportunities to eliminate  inefficiencies
  

Reporting & Insights: 

• Build dashboards and reports that give leadership confidence in pipeline and revenue
• Own attribution logic and metric definitions—no hand-wavy numbers
• Create content and presentations that clearly represent a snapshot of the business, trends, opportunities, and the strategic growth path ahead
• Support board and investor reporting with clear, consistent data
  

Planning & Enablement:

• Partner with Sales leadership on forecasting, pipeline coverage, and deal hygiene
• Support quota setting, territory planning, and sales compensation administration
• Enable GTM teams with onboarding, training, and ongoing oversight and feedback
• Build and manage review templates for forecast calls, QBRs, kickoffs and other cadence based strategic processes.
  

Be the Operator Everyone Leans On:

• Work closely with Marketing, Sales, Customer Success, and Finance
• Translate growth goals into systems and systems into day-to-day execution
• Anticipate problems early and fix them before they slow the team down
  

What We’re Looking For:

• 5+ years in Revenue Ops, Sales Ops, or GTM Ops at early-stage, high-growth B2B SaaS companies, preferably focused on Cybersecurity solution offers
• Deep, hands-on HubSpot experience (administration, workflows, lifecycle stages, properties, reporting, dashboards, automation)
• Proficient understanding of other core sales cycle leveraged technologies such as Apollo, LinkedIn, and Google business apps
• Strong understanding of full-funnel mechanics and SaaS revenue models, including ACV, TCV, MRR, ARR, and NRR
• Comfortable operating within a rapidly changing, fast-paced startup environment and making fast decisions to solve problems and deliver key business initiatives
• Proven ability to drive change management and foster cross-functional collaboration 
• Builder mindset: biased toward action, iteration, and ownership
• Clear communicator who can work directly with founders and GTM leaders
  

Nice to have:

• Experience in networking, security, or infrastructure SaaS
• Exposure to PLG or usage-based pricing
• Experience building and/ or revising RevOps “best practices” 
• Located in either Orange County, California, Charlotte, NC, or Dallas, TX 

Why NetFoundry:

• Foundational role with real ownership and autonomy
• Direct impact on how the company grows post–Series A
• Technical, execution-focused culture
• Competitive compensation, equity, and benefits
  

Environment and Location:

We are remote and always have been! You will work in a fast-paced, high-performance startup environment as part of a globally distributed team. 

What We Offer:

We have a range of excellent benefits and perks, including:

• Competitive Base, Sales Incentives and Equity compensation package 
• Remote with flexible working hours
• Comprehensive health benefits (Medical, Dental, and Vision) with expanded well-being benefits
• Employer-paid Life, AD&D, Short-Term & Long-Term Disability
• 401K with company match
• Learning and Development Budget
• Paid Holidays
• Unlimited PTO
• Technology Stipend
• Internet Stipend
• SWAG Stipend