Revenue Operations Lead

DFNS•San Francisco, CA

11h•$150,000 - $200,000•Remote

About The Position

DFNS is hiring its first dedicated go-to-market operations professional to support Sales, Account Management, Marketing, and Finance. The role will build systems and processes that take revenue operations from being people-dependent to scalable and reliable, while ensuring tools and AI use meet Security requirements. In the first year, priorities include establishing trusted leadership reporting, creating an RFP and security questionnaire process, and making AI a practical layer across revenue operations within the CISO’s guardrails. The scope will evolve as the company grows. The role owns the go-to-market technology stack and CRM, builds a complete funnel from initial website visit through signed contract, develops shared knowledge and response libraries, and manages the sales handoff to Finance for accurate and timely billing. It also maintains pipeline, forecast, quota, commission, and data-quality processes, documents revenue procedures for SOC 2 and financial audits, and helps the team adopt effective and secure AI workflows. DFNS is a distributed, remote-first company headquartered in Paris, with teams across Europe, the US, and Asia and offices in several global cities. The role is based in the United States, with a New York office available. The company offers a competitive location-based salary, a target bonus, stock options, healthcare, flexible vacation, parental leave, an annual home technology allowance, covered travel expenses, and work equipment.

Requirements

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, including its data model, workflows, integrations, and reporting.
Built automations across a go-to-market stack using tools such as Zapier, Clay, and n8n, as well as APIs, without waiting on engineering.
Use AI tools daily and have built AI workflows that others rely on, with a clear understanding of safe deployment under security and data-protection constraints.
Built knowledge systems or content libraries that people actually use.
Have analytical fluency in SQL, spreadsheets, and BI tools, and build dashboards independently.
Have experience working across sales, marketing, and finance, with attention to the client experience as well as internal reporting.

Nice To Haves

Experience supporting RFP or security questionnaire processes.
Experience with Attio, Clay, or comparable modern go-to-market tools.
A background in fintech, financial services, or digital assets.
Experience working under a CISO or in a SOC 2 or ISO 27001 environment.

Responsibilities

Own the go-to-market stack, including CRM, enrichment, automation, and AI tools; select, implement, and operate the tools.
Design and improve the CRM as the single source of truth for pipeline, accounts, activity, and forecasts.
Build the full funnel from first website visit to signed contract, including tracking, attribution, lead capture, scoring, and routing.
Own the RFP and security questionnaire process and maintain a growing library of approved answers.
Build and maintain a shared go-to-market knowledge base so teams can reuse information across deals.
Own the sales handoff to Finance to ensure clients are billed as agreed, on time, and on the correct terms.
Run pipeline and forecast reporting, quota and commission tracking, and CRM data-quality processes.
Document revenue procedures for SOC 2 and upcoming financial audits.
Set standards for seller and account manager use of AI within CISO and Security team guardrails, and share effective practices across the team.