Senior Revenue Operations Manager, Cobalt
$125-160k
+ equity
Penetration testing software provider
Be an early applicant
Penetration testing software provider
501-1000 employees
Be an early applicant
$125-160k
+ equity
501-1000 employees
Company mission
To become the world's interface to the security workforce.
Role
Who you are
- 7+ years of experience in Revenue Operations or GTM Operations within a B2B SaaS environment, with demonstrated experience supporting multiple stages of the customer lifecycle
- Demonstrated expertise across core GTM platforms, including Salesforce, HubSpot, and Customer Success platforms, with the ability to optimize systems and processes across the revenue lifecycle
- Strong understanding of Marketing Operations and demand generation processes, including lead lifecycle management, scoring and routing, campaign management, attribution, intent data, and Marketing-to-Sales funnel management
- Strong understanding of Customer Success Operations and post-sale processes, including customer health scoring, segmentation, account planning, renewals, expansion, churn management, and retention metrics
- Strong understanding of Sales Operations and commercial processes, including opportunity management, pipeline and forecasting, account and territory management, deal workflows, and quote-to-cash
- Experience owning complex, cross-functional RevOps initiatives from problem definition and requirements gathering through implementation, change management, and adoption
- Strong project management skills, with the ability to manage multiple initiatives, stakeholders, dependencies, and priorities while driving work forward
- Experience supporting complex B2B SaaS deal structures, including renewals, co-terming, pricing, and approval workflows
What the job involves
- We are looking for a Senior Revenue Operations Manager to help scale and strengthen how our GTM organization operates across Marketing, Sales, Customer Success, and Finance
- This is a highly cross-functional role for someone who can move seamlessly between strategy and execution. You will partner with GTM leaders to solve complex business challenges, identify high-impact opportunities, and drive initiatives from problem definition through implementation and adoption
- You will own critical RevOps workstreams spanning process, systems, data, and GTM execution across the full customer lifecycle. Success in this role requires strong business judgment, systems thinking, and the ability to connect the dots across functions, prioritize what will have the greatest impact, and turn business needs into scalable solutions
- Own strategic RevOps initiatives end-to-end, translating business needs into clear requirements, scalable solutions, and measurable outcomes
- Partner with leaders across Marketing, Sales, Customer Success, and Finance to improve GTM effectiveness and create connected processes, data, and operating rhythms across the customer lifecycle
- Design and continuously improve core GTM processes, including opportunity management, pipeline and forecasting, account and territory management, deal workflows, renewals, expansion, and quote-to-cash
- Own Marketing Operations processes within the broader GTM motion, including lead lifecycle and scoring, routing, campaign management, attribution, intent signals, and funnel conversion — partnering with Marketing to connect programs and engagement to pipeline and revenue
- Own Customer Success Operations processes within the broader GTM motion, including customer health scoring, segmentation, account and whitespace planning, renewals, expansion, and churn risk — partnering with Customer Success to build scalable processes that support retention, growth, and proactive customer management
- Connect the customer lifecycle across teams, improving handoffs and ensuring the right customer, account, and commercial data flows effectively from acquisition through onboarding, adoption, renewal, and expansion
- Drive GTM systems and process optimization, including Salesforce governance, while partnering with the GTM Engineer to translate business requirements into scalable workflows, automation, integrations, and system improvements
- Partner with GTM Analytics to define business metrics, reporting requirements, and data standards that provide clear visibility into GTM performance, trends, risks, and opportunities
- Strengthen data quality and governance across the GTM ecosystem by establishing clear definitions, business rules, ownership, and processes
- Identify opportunities to improve GTM efficiency and effectiveness, leveraging process improvements, automation, technology, and AI to simplify how teams work and drive meaningful business impact
- Lead complex cross-functional initiatives and change management, establishing clear scope, ownership, timelines, and success measures while driving stakeholder alignment, implementation, and adoption
Our take
Cobalt is a penetration testing platform providing PtaaS to significantly improve the efficiency and deliverability of penetration testing. The company is working to transform a multi-billion dollar industry that is set to grow in value as vulnerabilities become an increasing liability.
Its approach, using a curated marketplace of 400+ highly vetted ethical hackers, is pioneering in an industry typically hobbled by inefficient practices. Existing services tend to deliver a PDF list of vulnerabilities at the end of a testing period, whereas Cobalt delivers results in real-time, integrated into the client’s existing environment.
Usefully for Cobalt, smaller and larger businesses alike have the need for its offering, as the use (and protection) of data becomes increasingly important across all scales. In an age where hacker tech is rapidly developing, Cobalt's continuous pen-testing will no doubt prove a vital and attractive tool, and the company's recent integration of AI will support its users in combatting more complex threats.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
Aug 2020
$29m
SERIES B
May 2018
$5m
SERIES A
Total funding: $36.5m
Company benefits
- Equity plan
- 401k matching for retirement savings plan
- Paid parental leave
- Flexible PTO, to support work life balance from anywhere in the US, UK, and Germany
- Monthly WFH stipends for equipment, lunches, wellness and learning & development
- Work directly with experienced senior leaders
- Make your mark in the rapidly expanding PtaaS space
- Join an award-winning “best workplace” and fast growing team
- Medical, dental and life insurance benefits
Company HQ
South Beach, San Francisco, CA
Leadership
Sonali Shah
(CEO)Joined Cobalt as CEO in 2024. They are a seasoned Business Leader with more than 20 years of experience scaling high-growth businesses across the cybersecurity landscape.
Lisa Matherly
(CMO)Joined Cobalt as CMO in 2023. They have over 2 decades of experience in B2B Marketing and Cyber Security. Prior to Cobalt, they spent most of their career at McAfee, Intel, and 3Com in various leadership roles across Marketing, Customer Service, and Sales.
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