VP, Revenue Operations

Responsibilities

• As VP, Revenue Operations, you will operate at all altitudes — one week presenting forecast accuracy to the board, the next telling a VP Sales their deal doesn’t meet the bar to advance stage, regardless of how the conversation started. Both are the job.
• Rules of Engagement — Ownership & Accountability
• Write the rules everyone will actually operate inside. Safe is building a multi-motion revenue engine — direct field, inbound BDR, outbound BDR, partner channel, EMEA, Canada — and without clearly defined and enforced Rules of Engagement, those motions conflict, accounts get double-touched, partners get burned, and…
• Define territory and account ownership. Who owns what account, what happens at renewal, how partner and direct conflict is resolved, and what triggers an escalation to the CRO.
• Set lead routing and BDR handoff standards. How inbound and outbound leads are qualified, assigned, accepted, and rejected, with SLA definitions for each stage and accountability for every gate.
• Design the partner co-sell and channel conflict policy. Clear rules for when the partner leads, when direct leads, and how sourcing credit is allocated, reviewed and agreed with the
• Partner Leader and EMEA Leader at launch.
• Hold the qualification gates. Define MEDDPICC field requirements by stage, what must be true before a deal advances, and what RevOps will kick back regardless of who is asking.
• GTM Enablement
• Close the ramp gap. At Safe’s current hiring pace across AEs, BDRs, SEs, CSMs, and partners, the difference between a 30-day ramp and a 90-day ramp is a material revenue number — this role owns closing that gap.

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