GTM Operations Manager, Cobalt
$137-160k
Plus equity
More information about location
Penetration testing software provider
Be an early applicant
Penetration testing software provider
201-500 employees
Be an early applicant
$137-160k
Plus equity
More information about location
201-500 employees
Company mission
To become the world's interface to the security workforce.
Role
Who you are
- Efficiency-Obsessed: You understand sales and renewal cycles deeply and are always looking for ways to streamline operations and remove friction
- Deal Management-Savvy: You have experience navigating complex deal structures and bring a process-oriented mindset to simplifying renewals, approvals, and exception handling
- Reporting Expert: You're a reporting guru — experienced in building flexible, scalable dashboards and frameworks that provide visibility across multiple lenses and stakeholders
- Project Management Pro: Highly organized and structured, with a strong ability to manage priorities, timelines, and cross-functional stakeholders
- 5+ years of experience in GTM, Revenue Operations, Sales Ops, or a related role in a high-growth start up environment
- 3+ years of hands-on Salesforce experience required; Salesforce certification is a plus
- Strong background in project management and process design/redesign
- Deep expertise in renewal deal management, including experience improving deal desk workflows, co-terming logic, and complex quoting scenarios
- Experience with territory planning, variable compensation
- Strong communication and change management skills, including stakeholder alignment
- Proven ability to thrive in fast-paced, dynamic environments
- Expert with tools like LeanData, Gong, Planhat or similar GTM systems is a plus
What the job involves
- We are seeking a highly analytical, process-driven GTM Operations Manager to join our fast-paced GTM organization
- In this role, you’ll play a critical part in driving strategic initiatives, increasing operational efficiency, and supporting scalable growth across Sales, Marketing, and Customer Success
- You’ll own and optimize our GTM systems (Salesforce, Salesloft, Planhat, Gong, etc.), lead cross-functional projects, and develop data-driven solutions to enable performance and visibility
- You will also be a key partner in improving complex deal and renewal workflows — including quote-to-cash optimization, CPQ implementation, and streamlining approvals — to reduce friction and improve speed-to-close across our GTM motions
- Leverage strong analytical skills to build insightful, actionable reporting and dashboards; ensure stakeholders can access and interpret key GTM metrics from multiple angles
- Own and optimize GTM systems, Salesforce, Gong, Salesloft, Planhat, Apollo
- Lead high-impact, cross-functional projects that drive operational efficiency and support GTM growth
- Define, document, and scale end-to-end GTM processes across Sales, Marketing, and CS — including renewal processes and improvements to quote-to-cash workflows
- Support the implementation and ongoing optimization of CPQ tools to streamline quoting, contracting, and renewal processes
- Partner with Sales, Finance, Legal, and Product to enhance deal desk operations, automate approvals, and reduce friction in complex deal cycles
- Partner with cross-functional teams to design and implement new processes that align with strategic initiatives and business needs
- Collaborate with analytics to develop data definitions, business rules, and maintain high data quality across systems
- Design and manage compensation plans that align individual performance with organizational goals, often including bonuses, commissions, and stock options
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. Usefully for Cobalt, this applies across smaller and larger businesses alike, as the use (and protection) of data becomes increasingly important across all scales.
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. Cobalt delivers results in real-time, integrated into the client’s existing environment.
In an age where hacker tech is continuously and rapidly developing, a service allowing companies to match this with continuous (as opposed to periodic) pen-testing will no doubt prove a vital and attractive tool.
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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