Staff Revenue Operations Manager

Get to Know Us Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM 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 ITOps/SecOps teams, consulting pentesters, and MSSPs and MSPs.  We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools, 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 Staff Sales Operations Manager to serve as a strategic growth partner across our AMER Enterprise (ENT) and Managed Service Provider (MSP/MSSP) business during a critical phase of expansion. This role will work directly with the Director of Global Sales Operations and partner closely with AMER Enterprise Sales and AMER Channel & MSP leadership to shape how both segments are planned, measured, and scaled. This is a dual-scope role with equal ownership across Enterprise and MSP. While it includes pipeline and forecast responsibilities, the primary value this person brings is in longer-horizon thinking: headcount and capacity planning, quota design, compensation strategy, territory modeling, and Rules of Engagement development. This is a role for someone who wants to be a trusted organizational partner to sales leadership, not a tactical execution layer. The Enterprise motion covers our most complex, high-value end-user opportunities (5,000+ employee accounts), while the MSP/MSSP motion involves a rapidly growing channel and co-sell model with its own unique ROE, partner program operations, and compensation crediting framework. At this stage of growth, we are investing in building a durable, scalable operating model for AMER. You will play a central role in designing how that model works and in ensuring both the ENT and MSP/MSSP businesses have the structural foundation to grow predictably and efficiently. WHAT YOU'LL DO PIPELINE, FORECAST & PERFORMANCE - Serve as the primary sales operations partner to AMER Enterprise Sales and AMER Channel & MSP leadership, supporting the respective VPs and their teams across both end-user and partner motions - Own the forecasting process for both ENT and MSP/MSSP, including weekly pipeline reviews, call preparation, and executive-level reporting with clear, actionable narratives - Monitor pipeline health, coverage ratios, stage conversion, and deal velocity across the Enterprise (5,000+ employee accounts) and MSP/MSSP segments - Analyze funnel performance, win rates, and rep productivity (pipeline per rep, attainment, conversion) to surface risks and opportunities for leadership across both motions - Drive CRM hygiene and opportunity data quality standards across ENT AEs and MSP AEs, including proper model-type tagging, partner attribution, and forecast exclusion flagging for co-sell deals - Operationalize and enforce the MSP/MSSP Rules of Engagement (ROE), including co-sell workflows, dual-credit scenarios, opportunity exclusion logic, and end-user engagement documentation requirements - Partner with Partner Operations and Channel teams on MSP program mechanics, deal registrations, Pax8 attribution, and AWS Marketplace workflows PLANNING, OPERATING MODEL & ORGANIZATIONAL GROWTH - Act as a strategic partner to the Director of Global Sales Operations in shaping the AMER ENT and MSP/MSSP operating model, covering how the business is structured, measured, and scaled - Lead capacity and headcount planning for both segments, helping to model coverage needs, ramp assumptions, and rep productivity expectations as the AMER team grows - Own quota design and annual planning processes for ENT and MSP/MSSP, partnering with Finance and RevOps to ensure plans are aligned to company targets and drive the right selling behaviors - Develop and maintain compensation strategy inputs for ENT AEs and MSP AEs, including co-sell crediting models and Everstage crediting accuracy for dual-credit scenarios - Serve as a key contributor to Rules of Engagement design and updates, advising on account ownership policies, expansion windows, and ENT/MSP co-sell governance as the business evolves - Support territory design and account segmentation as the