VP, Revenue Operations

About the role

You will design and enforce the operating model that the entire go-to-market organization at Safe runs on, reporting directly to the Chief Revenue Officer and presenting regularly to the board. This role is a builder's mandate where the CRM is not fully configured, the forecasting process is mostly informal, the Rules of Engagement are still being written, and the AI tooling stack is unevaluated. You are not fixing a broken system but building the foundational system that Safe's revenue organization will operate on for years to come. The position is open immediately with an urgent need to find the right candidate to join the team and establish the core architecture of the revenue function. You will work cross-functionally with strongly opinionated leaders who move fast, requiring clear communication, decisive judgment, and the ability to drive alignment at scale. This role defines the long-term DNA of revenue execution across direct field, inbound, outbound BDR, partner channel, EMEA, and Canada motions.

Key facts

What you'll do

Define and document the end-to-end revenue operating model, covering strategy, process, and technology, and translate it into clear artifacts that every stakeholder can understand and follow.

Own the Rules of Engagement for the entire GTM organization, establishing clear boundaries and workflows for direct sales, partner channel, inbound, and outbound to prevent account conflict and ensure fair sourcing.

Write territory and account ownership rules, including definitions for renewals, partner versus direct conflict resolution, and escalation paths to the CRO for exceptions.

Set lead routing and BDR handoff standards, including qualification criteria, SLAs, acceptance, and rejection workflows, to ensure timely and consistent engagement with every inbound and outbound opportunity.

Design and enforce qualification gates using MEDDPICC field requirements at each stage, specifying what must be true before a deal advances and what RevOps will reject regardless of stakeholder pressure.

Define and own the partner co-sell and channel conflict policy, including sourcing credit allocation, review cadence, and governance with the Partner Leader and EMEA Leader to ensure clarity and fairness at launch and scale.

Close the ramp gap between current hiring velocity and ramp time by owning the structure and execution of onboarding for AEs, BDRs, SEs, CSMs, and partners to accelerate time to productivity.

Build the Sales Enablement function, hiring against a capability scorecard and holding the team accountable for ramp and productivity outcomes rather than only content output.

Design role-based onboarding tracks with milestone-gated certification criteria and defined ramp timelines for every GTM role, including AE, BDR, SE, CSM, and partner.

Own the sales methodology and playbook as the single source of truth, covering pitch structure, discovery, objection handling, competitive positioning, and deal execution, and update it quarterly using field input and win/loss analysis.

Establish a system that turns Gong and other conversation intelligence tools into a continuous coaching loop, ensuring enablement content and playbooks reflect actual winning behaviors and not outdated assumptions.

Give the CRO one version of the truth by configuring the CRM to reflect stage-appropriate deal and contact structures, health scores, and forecast attributes, ensuring data integrity and reliable reporting.

Define and implement forecasting cadence, deal inspection, and pipeline health practices, identifying root causes of variance and driving corrective actions across the revenue organization.

Partner with data and systems teams to ensure that the AI tooling stack and integration layer are evaluated, governed, and aligned with revenue workflows, creating a scalable and reliable technology foundation.

Champion adoption and compliance with revenue operations standards through coaching, dashboards, and transparent metrics, balancing enforcement with enablement to support high-growth velocity.

Requirements

You must have experience designing and operating revenue functions in a multi-motion B2B environment with direct, partner, and channel motions.

You must have a track record of building and enforcing sales methodologies, playbooks, and qualification frameworks such as MEDDPICC in fast-growth SaaS organizations.

You must have deep experience with CRM configuration and revenue data architecture, including creating reliable reporting, forecasting, and pipeline structures.

You must have worked closely with Sales, Partner, and Enablement leaders, managing conflicting priorities while driving alignment around process and rules.

You must have strong expertise in hiring, coaching, and scaling Sales Enablement and RevOps teams, with a focus on measurable ramp and productivity outcomes.

You must be comfortable evaluating and governing AI tools and integration platforms in a revenue context, ensuring security, compliance, and practical usability.

You must have experience presenting to boards and CRO-level stakeholders, using data and narrative to drive decisions on strategy, trade-offs, and execution.

You must be willing to travel occasionally for stakeholder reviews, partner alignment, and field training as defined within Canada and the USA remote policy.

Nice to have

Experience in AI-native GTM stack evaluation and implementation, including prompt governance, data privacy, and toolchain integration.

Background working in regulated or enterprise SaaS environments with complex compliance and security requirements.

Demonstrated success in partner and channel revenue operations, including co-sell frameworks and sourcing credit models.

Practical notes

Employment is contingent upon the successful completion of reference checks and background checks.

This role can be based anywhere in Canada excluding Quebec as a fully remote position, with flexibility for candidates in the Vancouver, BC Lower Mainland to work remote, hybrid, or onsite at the Surrey headquarters. The role is also open to candidates in the USA as a fully remote position.

The role may require occasional travel for stakeholder reviews, partner alignment, and field training within Canada and the USA.

Candidates must meet all requirements and be able to demonstrate relevant experience in each area.