Director of Revenue Operations

About Fable Security

AI-driven threats and human error are today’s biggest enterprise security risks. Cybercriminals don’t hack systems—they exploit people. Human errors drive 70% of security breaches, making human behavior the primary and growing attack surface. At Fable, we believe that the right tools can convert people from targets to another layer of defense.

Fable is the human risk platform that directly shapes employee behavior. Designed for simplicity and enterprise scale, our agentic platform synthesizes complex employee data, pinpoints risky behaviors, and deploys highly relevant interventions to people automatically, in real time, right where they work.

Backed by Redpoint Ventures and Greylock Partners and founded by early Abnormal Security team members, Fable is solving cybersecurity’s biggest challenge in a multi-billion-dollar market. Our team includes alumni from Meta, Twitter, Flexport, and top-tier universities like Waterloo, Columbia, Berkeley, Purdue, CMU, Stanford, UCLA, and USC. We are experiencing explosive growth, making this a career-defining opportunity to join and shape the future of security.

Role Summary

As Director of Revenue Operations, you will own the end‑to‑end processes, systems, and data that power our revenue engine. You’ll partner closely with Sales, Marketing, Customer Success, and Finance to streamline lead-to-cash motions, drive operational excellence, and deliver scalable insights that accelerate growth and improve predictability.

Key Responsibilities

Here’s a leaner version of the Director of Revenue Operations responsibilities:

• Map & Optimize GTM Processes
  Design and refine the end‑to‑end lead‑to‑cash flow, hand‑offs, and SLAs across Sales, Marketing, and CS.

• Own the Tech Stack
  Configure, integrate, and govern Salesforce (or HubSpot), marketing automation, sales engagement, and CS platforms.

• Deliver Clear Reporting
  Build easy‑to‑read dashboards and reports for pipeline health, forecast accuracy, win rates, churn, and ROI.

• Lead Forecasting & Planning
  Drive monthly/quarterly revenue forecasts, territory design, quota setting, and post‑mortem analyses.

• Ensure Data Quality
  Define naming conventions, audit regularly, and enforce hygiene routines so teams trust their data.

• Drive Change & Adoption
  Partner with GTM leaders to roll out new processes and tools, run training sessions, and embed best practices.

Qualifications

• 7+ years in revenue operations, sales operations, or analogous roles in a SaaS environment

• Proven track record scaling RevOps functions at mid‑market or enterprise‑scale organizations

• Deep expertise with CRM, strong proficiency in reporting tools (Tableau, Looker, Power BI, or similar)

• Hands‑on experience with marketing automation and customer success platforms

• Exceptional analytical skills, with the ability to translate complex data into actionable insights

• Strong project management and change‑management capabilities; comfortable driving cross‑functional initiatives

• Excellent communicator: able to partner with C‑suite and frontline teams alike

Nice‑to‑Haves

• MBA or advanced degree in Business, Analytics, or a related field

• Experience in cybersecurity, risk management, or compliance software

• Familiarity with GTM frameworks (MEDDICC, Challenger, etc.)

• Certification in CRM Administration