VP, Revenue Operations

Pindrop

9h•Remote

About The Position

Pindrop is the Real Human + Right Human® Identity Trust Platform for the AI era. As AI-driven fraud and deepfakes erode trust in digital communication, Pindrop delivers continuous identity verification and deepfake detection across voice, video, and digital interactions in real time. Enterprises rely on Pindrop to secure billions of high-risk customer interactions each year, including top U.S. banks, as well as leading insurers and healthcare providers. Powered by models trained on more than 1.5 billion real-world interactions annually and protected by 300+ patents, Pindrop restores trust while reducing fraud, lowering operational costs, and improving customer experience. Recognized by TIME as one of 2025’s Best Inventions and by Inc. for Best in Business for Innovation, Pindrop is backed by leading investors including Andreessen Horowitz, IVP, and CapitalG. As VP, Revenue Operations, you are the strategic architect of Pindrop's GTM engine — and a genuine AI-forward leader who sees intelligent automation and machine learning not as tools, but as a fundamental operating advantage. You will build and scale the RevOps function from the ground up — establishing foundational processes, team structure, and systems across Sales, Marketing, and Client Services, with AI embedded into how the function operates from day one. You will eliminate silos, modernize the tech stack, and drive predictable, scalable revenue growth through rigorous forecasting, data-driven process design, and deep partnership with the Business Intelligence and Strategic Finance teams. This role sits at the intersection of RevOps execution, GTM strategy, and business analytics. It is a senior, hands-on leadership role responsible for owning revenue data and truth, improving forecast and pipeline predictability, and establishing an AI-augmented operating cadence that enables the business to scale with clarity, speed, and confidence.

Requirements

12+ years of progressive RevOps or Sales Ops experience, with at least 3 years in a senior leadership role; demonstrated success building or scaling a RevOps function in a B2B SaaS environment.
Deep Salesforce expertise (admin-level or above), with hands-on experience across adjacent GTM tools (Clari, Gainsight, HubSpot, Outreach, or equivalents) and a track record of rationalizing and integrating tech stacks.
Proven ability to own and continuously improve revenue forecasting processes, delivering high-accuracy pipeline visibility to ELT and board-level audiences.
Familiarity with BI tooling and modern data infrastructure (Tableau, Looker, dbt, Snowflake, or equivalents) and experience partnering with analytics engineering or BI teams to define GTM data standards.
Track record of leading RevOps through a company scaling event—Series C+, PE-backed growth, or pre-IPO—where you helped build the operating infrastructure for the next phase.
Hands-on experience with AI-assisted GTM tools (AI forecasting, revenue intelligence, automated pipeline hygiene) and genuine curiosity about how AI will reshape the RevOps function.

Nice To Haves

Background in cybersecurity, deepfake detection, AI/ML-driven products, or adjacent enterprise security markets.

Responsibilities

Design and operate the core GTM processes, metrics, and rhythms that drive predictable bookings, retention, and expansion.
Own pipeline health, forecast accuracy, and stage consistency across the full funnel—from first touch to renewal.
Lead revenue forecasting, scenario planning, and performance analysis—moving Pindrop from gut-feel to model-driven predictability, with high-accuracy pipeline visibility delivered to the ELT and board.
Improve conversion rates, stage velocity, and execution discipline through data-driven insights and structured operating cadences.
Align GTM teams around a single source of truth – ensuring Marketing, SDR, Sales, Customer Success, Onboarding, and Product operate with shared definitions, metrics, and expectations.
Drive alignment on ICP, segmentation, lead qualification, routing, SLAs, and service tiers across all GTM functions.
Support weekly, monthly, and quarterly GTM operating cadences—partnering with functional leaders to improve accountability and execution consistency.
Identify and systematize early warning signals for pipeline risk, forecast quality, and customer health—proactively surfacing risks and opportunities before they become problems.
Analyze activity-to-output relationships to improve rep and CSM productivity; support territory design, capacity planning, and compensation model inputs.
Design and manage sales quota frameworks that align field incentives with company ARR goals, including territory design and SPIF management.
Lead weekly, monthly, and quarterly revenue forecasting processes, delivering high-accuracy pipeline visibility to the ELT and board—moving Pindrop from gut-feel to model-driven predictability.
Build and own the sales methodology and enablement framework, partnering with Sales Leadership to optimize the “Path to Productivity” for Account Executives and accelerate ramp time.
Instrument deal velocity, win/loss analysis, and stage conversion metrics to surface actionable insights that improve close rates and shorten sales cycles.
Own the Lead-to-Opportunity flow, ensuring clean handoffs, high conversion rates, and full attribution across channels from first touch to closed-won.
Build and maintain marketing attribution models that connect spend to pipeline and LTV, giving leadership clarity on which channels drive the highest-quality revenue.
Govern CRM and MAP (Marketing Automation Platform) data integrity, enabling targeted, segmented outreach and accurate funnel reporting.
Partner with Demand Generation and Marketing leadership to build a self-serve analytics layer that reduces time-to-insight for campaign performance decisions.
Partner with Product, Finance, and Sales to align pricing structures, packaging decisions, and commercial terms across customer segments.
Serve as the operational bridge between pricing strategy and field execution—ensuring consistency from quote to contract.
Act as System Owner for the integrated GTM tech stack (Salesforce, HubSpot, Gainsight, Clari, Outreach, or equivalents)—rationalizing, modernizing, and integrating tools into a single source of truth.
Partner closely with the BI function to define GTM data standards, co-own the revenue analytics roadmap, and ensure dashboards and reporting infrastructure meet the needs of Sales, Marketing, and CS leadership.
Champion an AI-native operating model—evaluating and deploying AI-assisted forecasting, workflow automation, and intelligent alerting across the GTM stack to increase velocity and reduce manual overhead.
Continuously identify friction points in the customer journey and implement automated, scalable solutions to increase organizational throughput.
Recruit, hire, and develop a high-performing RevOps team across Sales Ops, Marketing Ops, and CS Ops—defining team structure, swim lanes, and roles as the function scales.
Serve as a player-coach in the near-term: set the strategic vision while rolling up your sleeves to execute during the build phase.
Foster a culture of accountability, continuous improvement, and data-driven decision-making—modeling the operating standards you expect from the team.
Act as a key advisor and thought partner to the CRO, CMO, and CSO, translating complex data into clear, executive-ready recommendations.

Benefits

Competitive compensation package, including RSUs (Restricted Stock Units) for all employees, so everyone shares in our long-term success.
Remote-first environment - giving you flexibility and autonomy in how you structure your day.
While we work flexibly, we prioritize meaningful in-person moments through regular team on-sites, company-wide events, and intentional gatherings that foster connection, collaboration, and shared success.
Unlimited Paid Time Off (PTO)
Generous health and welfare plans to choose from - including one employer-paid “employee-only” plan!
Best-in-class Health Savings Account (HSA) employer contribution
Low-cost vision and dental plans for you and your family, providing comprehensive coverage and peace of mind.
Paid Parental Leave - Including birth, adoptive & foster parents
One year of diaper delivery for your newest addition to the family! It’s our way of welcoming new Pindroplets to the family!
Recurring monthly phone and internet allowance to help cover essential connectivity costs and support flexible work.
Enhanced fertility and GLP-1 benefits to support family-building journeys and personalized health needs.
Annual Learning & Development stipend to support your professional growth, skill-building, certifications, and continued education.