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Ent is an intent-aware workspace security platform protecting human and AI-driven work. Founded by the co-founders of RiskIQ (acquired by Microsoft) and the team behind Microsoft Security Copilot, Ent is in production with Global 2000 customers across hospitality, financial services, and defense, backed by top-tier VCs including Sequoia and In-Q-Tel.
You will be Ent's first dedicated revenue operations hire, reporting to the CRO, and will build the revenue operating system from the ground up. This is a hands-on role that scales from individual contributor to team builder as the function grows.
Key responsibilities include:
• Build the revenue operating model: unified definitions of accounts, opportunities, and stages; clean data by default; and workflows across pipeline management, forecasting, and customer lifecycle.
• Deploy AI across the revenue workflow—data hygiene and enrichment, call and deal summarization, forecast signal, renewal risk, and self-serve reporting—with clear ROI articulation.
• Transition from reactive reporting to real-time revenue intelligence: predictive forecasting, leading indicators for expansion and churn, and scenario modeling.
• Own the GTM systems roadmap (CRM, marketing automation, sequencing, conversation intelligence, enrichment, CS, analytics); rationalize the stack and demonstrate cost savings and workflow improvements.
• Integrate HubSpot and Gong as a unified system, flowing call and deal signal into CRM and downstream reporting and AI workflows.
• Stand up deal desk operations: pricing and discount guardrails, approval paths, quote-to-cash coordination with finance, and operational readiness for pricing and packaging changes.
• Build planning mechanics for the CRO and finance: territory and quota models, capacity plans, headcount scenarios, and commission calculations and administration.
• Create multi-level reporting: rep-level book views, frontline manager coaching views, CRO forecast and pipeline views, and board-level reporting—all reconciling to the same numbers.
• Build the operational layer under sales development: BDR activity and conversion reporting, sequencing and routing, capacity and ramp models.
• Run the operating cadence (weekly pipeline inspection, forecast calls, QBRs) with rigor that makes the number trustworthy.
• Partner with sales leadership and product marketing on enablement, supplying scorecards, call and deal analytics, and productivity data.
Requirements:
Must-haves:
• You have built AI into a sales organization's tooling and can articulate ROI in concrete numbers. You can describe what you built (agents, automations, or LLM-powered workflows wired into CRM, conversation intelligence, or reporting), what it replaced, how many people used it, and what it returned in hours, cost, cycle time, or conversion.
• Hands-on experience with Claude or comparable model tooling is required. Evaluating vendors' AI features is not sufficient.
• You have built reporting for every level of a sales organization (rep, frontline manager, executive, board) and understand how each needs the same data presented differently.
• You have owned HubSpot and Gong (or close equivalents) and integrated them: data model, sync, call and deal signal, and troubleshooting drift.
• You have had sales development in your scope (BDR or SDR operations, reporting, routing, capacity) and partnered with the leader running that team.
• You can walk through a tool rationalization you led: what you inherited, what you consolidated or killed, what you kept and why, before/after costs, and how you got teams to adopt it.
• You have owned revenue or GTM operations through a startup's fast-growth phase and can point to the stretch you scaled through—the systems, processes, and structures you built at each stage.
• You have run deal desk or owned pricing, approval, and quote-to-cash processes for enterprise deals, working closely with finance and legal.
• You have built planning artifacts yourself: territory and quota models, capacity plans, and commission calculations that survived audit and sales team verification.
• You are fluent in data: you can build the model, write the query, and defend the number in the room. This is a building role initially.
Bonus:
• You were the first revenue operations hire somewhere and built the function.
• You have supported enterprise security or infrastructure sales motions, selling to CISOs and technical buyers.
• You have migrated a CRM or consolidated onto a HubSpot-centered stack.
• You have operationalized a pricing or packaging change, or supported a new product launch or international expansion.
• You have owned renewals and expansion reporting, not just new business.
