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Salary: USD 162,000 - 203,000 / annual
Semgrep is a code security platform trusted by leading organizations including Vanta, Lyft, and Dropbox. The company is backed by top-tier VCs including Sequoia Capital, Menlo Ventures, and Felicis Ventures.
You will own the strategic direction and architecture of Semgrep's revenue systems through a critical transition from seat-based to consumption-based pricing. This is a high-visibility, cross-functional role reporting to the Head of Revenue Operations with real authority over systems and processes architecture.
Key responsibilities:
- Own the strategy, data model, architecture, and roadmap for revenue systems including the AI-native GTM platform, CRM, and data enrichment platform
- Design systems for an evolving pricing model covering consumption, usage-based rating, minimum commitments, true-ups, and proration
- Redesign the deal approval process end-to-end: approval matrix, discount thresholds, escalation paths, and exception handling
- Own contract design and operationalization of new products and SKUs
- Direct and prioritize work for the 3rd-party Salesforce admin team; translate business requirements into technical specifications
- Evaluate and implement automation and agentic tools to reduce manual deal desk and admin workload
- Partner with Finance and Legal on contract structuring and billing system integration for evolving pricing strategy and revenue recognition policies
- Define reporting and forecasting requirements tied to new pricing models
- Maintain and enhance the current Salesforce instance (flows, processes, integrations) while directing the admin team's execution
You'll partner closely with Sales, Finance, and Legal leadership in a strategic operations builder role across GTM.
REQUIREMENTS:
- 6+ years in RevOps, Sales Systems, or revenue systems architecture roles, ideally including CPQ/ARM implementation
- Experience redesigning deal approval or pricing processes at a B2B SaaS company
- Direct experience with a seat-to-consumption (or usage-based) pricing transition strongly preferred
- Strong Salesforce/CPQ/ARM configuration knowledge, with the judgment to direct, evaluate, and course-correct a technical team's work
- Experience managing or directing outsourced/contracted technical resources
- Comfortable operating as a strategic partner to Sales, Finance, and Legal leadership
