Director, Revenue Operations

About eSentire:

eSentire is on a mission to hunt, investigate and stop cyber threats before they become business disrupting events. We were founded on the premise that if you can't find a solution, you build it. And today, that means pioneering the future of AI-powered security. At eSentire, we're building a cutting-edge AI Security Operations Platform that will amplify human expertise, not replace it, creating a workplace where innovation meets impact.  

Our culture is based on transparency, teamwork, and continuous innovation, where your ideas can shape how AI and human intelligence work together to outsmart cyber adversaries. As the authority in Managed Detection and Response, we protect the critical data and applications of 2000+ organizations in 80+ countries, across 35 industries—and we're looking for forward-thinking talent to help us define what AI-first security, human-backed trust means for the industry. 

About the Role:

We are seeking a dynamic and results-driven Director of Revenue Operations to join our growing team. This is a leadership role that sits at the intersection of strategy, process, and execution. The ideal candidate will own the full revenue operations function while placing a strong emphasis on proposal development, management, and strategy. You will serve as a critical driver of pipeline efficiency, revenue predictability, and deal velocity across Sales, Marketing, and Customer Success.

This role requires a rare combination of analytical rigor, cross-functional leadership, and exceptional written and strategic communication skills — particularly as it relates to building compelling, winning proposals.

Responsibilities:

• Manage, mentor, and grow a team of revenue operations professionals
• Lead the end-to-end proposal development lifecycle, including RFP/RFI/RFQ responses, unsolicited proposals, and capability statements
• Build and manage a centralized proposal repository, including a robust content library of templates, case studies, bios, and reusable assets
• Develop and enforce a repeatable, scalable proposal process that ensures high-quality, on-time submissions
• Collaborate with Sales, Solutions, Finance, Legal, and Subject Matter Experts (SMEs) to gather inputs and craft compelling, tailored proposal narratives
• Serve as the primary editor and quality assurance lead for all outgoing proposals, ensuring alignment with client requirements, brand voice, and win themes
• Conduct competitive analysis and win/loss reviews to continuously refine proposal strategy and improve win rates
• Establish and track proposal-specific metrics, including win rate, submission volume, response time, and revenue influenced

• Train and coach Sales and Solutions team members on proposal best practices and effective written communication
• Drive compliance with proposal submission requirements, including formatting, deadlines, and mandatory documentation
• Optimize the end-to-end revenue operations function, including pipeline management, forecasting, territory planning, and revenue reporting
• Partner closely with Sales, Marketing, Finance, and Customer Success leadership to align on revenue goals and operational priorities
• Identify and eliminate bottlenecks across the revenue funnel through data analysis and process improvement initiatives

Requirements:

• 8+ years of progressive experience in Revenue Operations, Sales Operations, or a related field

• Demonstrated experience leading proposal development or bid management functions
• Strong proficiency with CRM platforms (Salesforce preferred) and revenue intelligence tools (e.g., Clari, Gong, ZoomInfo)
• Proven track record of building and optimizing revenue processes that drive measurable business outcomes
• Exceptional written communication and storytelling skills with a keen eye for detail
• Experience working cross-functionally with Sales, Marketing, Finance, Legal, and Executive stakeholders
• Demonstrated experience managing and developing high-performing teams
• Ability to operate effectively in a fast-paced, remote, and globally distributed environment
• Experience with proposal management platforms (Responsive)
• Familiarity with B2B SaaS, technology, or professional services environments
• Experience working with global teams across multiple time zones

Required Skills & Competencies

• Strategic thinking with strong operational execution capabilities
• Exceptional project management and ability to manage multiple high-priority deadlines simultaneously
• Strong leadership presence with the ability to influence without authority
• High attention to detail and commitment to quality
• Data-driven decision-making mindset
• Excellent verbal and written communication skills in English
• Collaborative team player with a proactive, solutions-oriented attitude

 What We Offer

• Competitive salary and performance-based incentives
• Comprehensive health and wellness benefits
• Flexible remote work environment
• Generous paid time off and company holidays
• Learning and development budget
• Opportunity to work with a global, high-growth organization
• Clear career growth path within the Revenue and Operations leadership track

• We are an equal opportunity employer and are committed to building a diverse and inclusive workplace. We welcome applicants of all backgrounds, experiences, and perspectives