Senior Manager, Revenue Operations, APJ

GET TO KNOW US Horizon3.ai http://Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find, fix, and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZero™ platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by IT Ops/SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a fusion of former U.S. Special Operations cyber operators, startup engineers and operators, and formerly frustrated cybersecurity practitioners. We’re committed to helping solve our common security problems: ineffective security tools and false positives, resulting in alert fatigue, blind spots, “checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results. ABOUT THE ROLE We are looking for a Senior Manager, Revenue Operations to serve as the strategic RevOps partner and Region Lead for our APJ go-to-market organization during a critical phase of international expansion. This role works directly with the Director, Global Sales Operations and partners closely with APJ sales leadership, including the regional leader and their direct reports, to shape how the APJ business is planned, measured, and scaled. You will drive the rhythm of the business for APJ: building a deep understanding of regional performance, surfacing the key priorities that leadership needs to act on, and enabling the discussions that turn insight into decisions. While the role includes pipeline and forecast responsibilities, its primary value is in longer-horizon, cross-functional thinking that spans organizational design, territory management, growth and headcount planning, and regional operating discipline to give the APJ business a durable structural foundation. As the Region Lead for Sales Ops in APJ, you will own the operational relationship with the region and serve as the connective tissue between APJ and Global GTM, ensuring global standards, systems, and planning cycles are adapted for regional realities, and that APJ’s voice is represented in global RevOps decisions. This is a role for someone who wants to be a trusted organizational partner to sales leadership and a hub across Finance, People, Sales, and Marketing. WHAT YOU’LL DO BUSINESS PARTNERSHIP & RHYTHM OF THE BUSINESS - Serve as the key RevOps business partner to APJ sales leadership, including Gareth Cox and their direct reports, building trusted relationships across the leadership team - Drive the rhythm of the business by developing a deep understanding of regional performance, translating it into clear priorities, and enabling the discussions and forums where leadership addresses risks and opportunities - Own the cadence of weekly pipeline reviews, monthly business reviews, and quarterly planning for the region, with clear, actionable narratives for executive audiences - Anticipate what leadership needs before they ask, proactively surfacing the trends, risks, and opportunities that shape decision-making PIPELINE, FORECAST & PERFORMANCE - Own the APJ forecasting process, including pipeline inspection, coverage analysis, and executive-level reporting - Monitor pipeline health, coverage ratios, stage conversion, and deal velocity across the region - Analyze funnel performance, win rates, and rep productivity (pipeline per rep, attainment, conversion) to surface risks and opportunities for leadership - Drive CRM hygiene and opportunity data quality standards across APJ sales teams, ensuring accurate and reliable reporting PLANNING, OPERATING MODEL & ORGANIZATIONAL GROWTH - Act as a strategic partner to the Director, Global Sales Operations in shaping the APJ operating model, including how the business is structured, measured, and scaled - Lead capacity and headcount planning for the region, modeling coverage needs, ramp assumptions, and productivity expectations as the APJ team grows across ANZ, Southeast Asia, and Japan over time - Partner on quota design and annual planning, working with Finance and RevOps to ensure plans align to company targets and drive the right selling behaviors - Support organizational design and territory management as APJ scales, ensuring coverage models are efficient, equitable, and aligned to market opportunity across mature and emerging subregions - Contribute to Rules of Engagement design and updates, advising on account ownership, expansion, partner influence, and cross-region governance as the business evolves - Develop and