About Adaptive:
Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks, founded by Brian Long and Andrew Jones—proven entrepreneurs behind Attentive (Forbes Cloud 100, $10B+ valuation) and TapCommerce (acquired by Twitter). In April 2025, Adaptive raised $43M, led by a16z and the OpenAI Fund, marking OpenAI's first-ever cybersecurity investment.
As generative AI drives new cyber threats, Adaptive is building the defense layer every organization needs. Our platform combines personalized security training, AI-driven attack simulations, and automated threat triage, all powered by the Adaptive Risk Intelligence Engine to quantify human risk at the individual level. Trusted by top banks, tech companies, and healthcare organizations, we protect teams from emerging threats like deepfakes, smishing, and voice scams. With a solid product foundation and a $200B+ market to transform, we're just getting started.
Role:
We’re hiring a Head of Revenue Operations to build and lead the backbone of our go-to-market engine. This is a strategic and tactical role focused on helping our Sales, Marketing, and Customer Success teams operate at maximum efficiency and scale.
Based out of Los Angeles or San Francisco, you’ll be responsible for optimizing revenue processes, maintaining and improving our Salesforce instance, driving forecasting accuracy, and delivering insights to guide high-impact decisions across the GTM org.
You’ll report directly to the SVP of Sales and partner closely with Finance, Product, and Marketing to help us scale from early-stage startup to a repeatable, metrics-driven machine.
What You’ll Do
Own and optimize our Salesforce instance and associated GTM tech stack (e.g., Outreach, Gong, HubSpot, etc.)
Build dashboards, reports, and workflows to drive visibility and accountability across Sales and Customer Success
Design and maintain accurate forecasting models and pipeline hygiene practices
Define, document, and enforce scalable revenue processes—deal desk, stage progression, handoffs, SLAs
Partner with Marketing to measure and optimize funnel conversion and lead scoring
Collaborate with Finance on quota planning, compensation design, and territory strategy
Support sales enablement efforts with tools, data, and process insights
Lead revenue operations initiatives across workflow automation, data hygiene, and performance analysis
Who You Are
5–10+ years in revenue operations, sales operations, or GTM systems in B2B SaaS environments
Expert at integrating AI into every layer of the revenue stack (Business Development, Sales & Marketing, Success)
Expert in Salesforce administration, workflows, custom objects, and reporting
Experience owning RevOps strategy at a scaling company—from ~$1M ARR to $50M+
Strong analytical and modeling skills—you know how to tell a story with data
Deep understanding of B2B sales funnels and enterprise buying cycles
Highly organized, detail-oriented, and systems-minded—you build things that scale
Comfortable working in-office in SF/LA with a fast-moving GTM team
What We Offer
Strategic seat on the ground floor of one of the most exciting cybersecurity startups in the world
Equity in a high-upside, venture-backed business with seasoned founders
Premium healthcare, vision, and dental coverage
A culture that values speed, precision, and high ownership
An in-office team in SF/LA building something that matters
