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 maintain compensation strategy inputs for APJ sellers in partnership with Finance REGION LEAD & CROSS-FUNCTIONAL PARTNERSHIP - Serve as the Region Lead for Sales Ops in APJ, owning the operational interface between APJ and North America and representing the region in global RevOps decisions - Partner across Finance, People, Sales, and Marketing to align planning cycles, headcount, and go-to-market execution - Collaborate with the global RevOps team on process standardization and systems initiatives, adapting global standards for APJ-specific requirements - Ensure APJ operational practices reflect regional needs, including multi-country coverage design, regional hiring sequences, partner-led and MSSP-supported motions, and commercial considerations that vary across markets GTM SYSTEMS & PROCESS IMPROVEMENT - Bring strong RevOps fundamentals to bear across the GTM tech stack (Salesforce, ZoomInfo, Gong, and related tools), ensuring workflows, routing logic, and reporting infrastructure accurately reflect the APJ motion - Apply a strong command of pipeline management and forecasting methodologies to improve forecast accuracy and inspection rigor - Identify opportunities to improve the efficiency and scalability of APJ business processes, driving structural improvements rather than one-off fixes - Lead or contribute to special projects that enhance sales effectiveness across the region WHAT YOU’LL BRING - 8-10 years of experience in Sales Operations or Revenue Operations, with demonstrated progression in scope and complexity - 1-2 years of people-management experience, with the ability to grow and lead a regional team over time - Deep fluency in Salesforce, covering opportunity management, pipeline reporting, territory logic, and data governance, along with hands-on experience across the broader GTM tech stack (e.g., ZoomInfo, Gong) - Strong command of pipeline management and forecasting methodologies and pipeline inspection frameworks - Experience with quota design, capacity/headcount planning, territory management, and organizational design - A track record of working directly with senior sales leadership as a trusted planning and strategy partner, and an analytical, self-starting, outcome-oriented operator, not just an operational support function - Ability to diagnose systemic issues and drive structural improvements, and to operate independently across ambiguity with strong stakeholder alignment - Clear, data-driven communication style with the ability to translate complex operational data into executive-ready insights - Experience supporting or working within APJ-based go-to-market teams - Experience at both high-growth startups and large enterprises is a strong plus - Background in SaaS or cybersecurity environments is a plus - Familiarity with the realities of multi-country APJ expansion, including differing market maturity, partner motions, and regional commercial practices, is a plus LOCATION Remote, APJ (preferred: Australia or Singapore) TRAVEL REQUIRED This role may require up to 30% travel, including periodic travel within APJ to support regional sales leadership and regular collaboration with North America teams. Job-related travel expenses are reviewed and must be approved by your manager. COMPENSATION AND VALUES At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations. The final level and compensation will be determined based on the selected candidate’s qualifications, experience, and scope of impact. - Additional compensation: All full-time roles are eligible for an equity package in the form of stock options. Perks of Horizon3 - Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive. - Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities. - Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. - Hybrid & Remote Work: We embrace a mix of remote and hybrid work models depending on role and location, including our Chicago office, where some roles require regular in-office presence. - Competitive Compensation: We offer competitive salary, equity and benefits. Our benefits include health, vision & dental insurance for you and your family, a flexible vacation policy, and generous parental leave. You Belong Here Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other legally protected status by law. Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3, every team member is valued and supported in an environment that encourages personal and professional growth. We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3, where your unique contributions are recognized, and your potential is limitless. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice.  Application Note In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.