Head of Revenue Operations, Orca Security
Complete cloud security and compliance platform
Be an early applicant
Complete cloud security and compliance platform
501-1000 employees
Be an early applicant
501-1000 employees
Company mission
Orca Security's mission is to simplify compliance and security for Azure, GCP, and AWS for clients.
Role
Who you are
- 10+ years’ experience in advanced operations roles — Sales, Renewals, Customer Success, Channel, and Marketing — implementing analytics and driving operational excellence in a SaaS company
- Super user of Salesforce.com with the intellectual curiosity and ability to learn other tools to support the GTM team
- Exceptionally strong analytical skills and can accurately summarize and present complex principles to a variety of internal and external audiences, including executive audiences
- A change agent – thinking strategically and executing tactically — with a dynamic style and ability to influence people/persuade at all levels of the organization
- Strong ability to collaborate across all functions – Sales, Channel, Customer Success, Marketing, Finance, Legal, and IT
- Enjoy working in a fast-paced and transparent environment where employees are encouraged to be genuine and direct
- Will bring a “work hard, get stuff done” attitude to this energetic and fast-paced company where people genuinely enjoy both the work they do and the people with whom they work
What the job involves
- We see you as having a breadth and depth of Revenue Operations (full-funnel) experience, with a focus on Sales Operations, Channel Operations, and Renewal Operations
- In our Revenue Operations team, all of us wear multiple hats, and we wouldn’t have it any other way
- That’s what makes Revenue Operations so much fun
- And, besides, it’s necessary to quickly build the foundation for, and to scale, the company
- While this role must be capable of executing tactically (roll up your sleeves and dive right in!), this role is considered highly strategic, through which several functions of the company intersect: Sales, Marketing, Channel, Customer Success, Finance and Legal
- Drive quality, accuracy and process consistency in planning, forecasting and budgeting used by the GTM leadership and teams
- Drive complex analytics and reporting regarding “all things Sales” – from forecasting to FY Planning; from market/account segmentation to coverage/capacity models and territory planning; from sales motion design to quotas and compensation planning. Continuously optimize, recognizing trends in the data
- Develop annual/quarterly key performance indicators and develop accurate real-time dashboards for GTM leaders
- Work with order operations, pricing quotes, and deal desk components
- Performance Analysis and Insight: develop metrics and financial models to identify the impact of the channel to the overall business (i.e., channel contribution and effectiveness). Forecast channel pipeline, and govern the accuracy of SFDC channel-related data (e.g., leads, referrals, opportunities, quotes)
- Lead and Opportunity Management: track registrations and leads, in addition to ensuring optimal lead routing and lead routing follow-up
- Processes, Systems and Tools: develop and optimize processes and scope the system infrastructure necessary to efficiently operate the channel business (e.g., partner portal, Partner Relationship Management (PRM) platform, SFDC custom objects)
- Develop processes and dashboards related to the renewal motion – including the role of the partner, renewal risk, upsell, cross sell, adoption and churn
- Responsible for the availability and accuracy of all information related to renewals pipeline, opportunities, and any related reporting or dashboards
- Develop real-time dashboards to forecast churn, leveraging opportunity risk and health of the account
- Develop predictive models, informing GTM leadership of the accounts likely at risk
- Bring together win/loss reasons, capitalizing on wins as best practices and identifying root causes for losses
Our take
Orca Security offers security services for cloud-based services and infrastructure. The company builds patented SideScannning technology, which allows security managers to look into their cloud systems, identify vulnerabilities and ensure their most important data is protected.
Orca Security was founded back in 2019 by two ex-employees of established security provider Check Point. The Orca Security system is attractive to clients as it can be deployed and operating within minutes.
Recent cyberattacks on critical infrastructure and national systems have boosted interest in cybersecurity companies. Investors are hoping that platforms such as Orca Security can mitigate some of these threats. Spending on security is expected to surpass $150 billion, and there are plenty of other providers offering protection, including Check Point and Lightspin. However, in 2023 Orca Security became the first firm to integrate ChatGPT features into its alert automation network, exemplifying how the company continues to maintain an edge in the industry.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Oct 2021
$340m
SERIES C
Mar 2021
$210m
SERIES C
Total funding: $632m
Company benefits
- Work from home opportunities
Company values
- We swim together
- Love where you work
- We believe that teamwork amplifies talent
- We’re committed to building an inclusive community
Articles
Leadership
Avi Shua
(CEO)Avi worked as a Software Developer in the IDF for 7 years before spending 11 years at Check Point Software Technologies. They co-founded Orca in 2018, serving since as CEO alongside a role at YL Ventures.
Gil Geron
(CPO)Gil spent almost 11 years at Check Point Software Technologies having studied at the Hebrew University of Jerusalem. They co-founded Orca Security as CPO in 2018.
Liran Antebi
(Chief Architect)Having started their career as a Pixel Software Developer, Liran worked as VP of R&D at StreamiX. They also spent 13 years at Check Point before co-founding Orca Security.
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