Description
About Upwind
Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities including agentless cloud posture discovery, real-time threat protection, and integrated API security. We are one of the fastest-growing companies in cloud and AI security, and we're building the GTM engine to match.
The opportunity
Upwind's sales org is scaling fast, and the operational layer that keeps it running needs to scale with it. This role is the embedded operational engine for our North America sales team: the daily partner to sales managers and reps, and the trusted operating proxy for the Head of Revenue Operations in the North America sales org.
You won't be supporting the sales org from a distance. You'll sit inside it: in the forecast calls, in the pipeline reviews, in the deal moments where process and speed decide outcomes. You'll own the operating rhythm, keep the forecast honest, and unblock sellers so they can spend their time selling. This is a high-ownership, high-visibility seat for someone who wants to run a function, not a queue.
You'll join the Revenue Operations team spanning business systems, GTM engineering, analytics, and embedded sales operations. Foundations exist: operating cadences, systems architecture, and reporting infrastructure are already in place and working. Your job is to take ownership of the field, strengthen what's there, and build the next layer with the team.
Responsibilities
- The North America sales partnership. Be the go-to operational partner for our VP of North America Sales, frontline managers, and reps. You are the first call on process, systems, deal mechanics, territory, and data questions, and you resolve them the same day wherever possible.
- The weekly operating rhythm. Run the cadence that keeps the business honest: pipeline hygiene reviews, forecast call preparation and follow-through, and the weekly leadership rollup. Own forecast accuracy tracking and drive the discipline behind it.
- Real-time problem solving and deal support. Debug and resolve process breakdowns as they happen (quoting, approvals, CRM, routing, commission questions triaged to the right owner), keeping sellers focused on revenue-generating activity. Support deal mechanics day to day: order forms, quoting workflows, and support on non-standard terms.
- Business rhythm and insight. Maintain a daily pulse on pipeline health, forecast accuracy, and key KPIs. Build new field-facing Salesforce dashboards and partner on existing reporting. Lead QBR preparation and synthesize data into insights that change decisions, not just decks.
- Process design at scale. Identify operational gaps and bring the field's usage perspective to workflow design, partnering with our Business Systems and GTM Engineering teams. Document as you go: playbooks, workflows, and CRM standards that survive beyond you. Reinforce forecasting discipline, pipeline hygiene, and data governance across the sales org.
- The cross-functional bridge. Push RevOps initiatives into the field and carry field feedback back. Partner closely with GTM Enablement on rollouts, onboarding support, and adoption of the GTM stack (Salesforce, Clari, Slack), so tools and programs actually land with reps.
Requirements
- 5 to 7 years in Sales Operations, Revenue Operations, or Consulting; B2B SaaS at a high-growth company strongly preferred.
- High ownership and bias to action. You don't wait to be asked, and you close loops without follow-up.
- Seller empathy with operator discipline. You understand how reps and managers actually work, and you build process that helps rather than polices.
- Builder's comfort with ambiguity. You've created structure where none existed and are eager to do it again.
- Team-first humility. You come in curious, learn why things are built the way they are, and strengthen what works rather than rebuilding for its own sake. You'd rather make the team better than make your mark.
- Excited to build with AI. Direct experience isn't required, but you should be genuinely eager to use AI in your daily work and to help design AI-powered workflows for the sales org.
- Hands-on Salesforce fluency: building reports and dashboards, managing data, and driving CRM adoption. Clari or similar forecasting tools a plus.
- Analytical rigor with strong Excel or Google Sheets skills; you find where the funnel leaks and quantify the fix.
- Executive-ready communication. You can turn a messy operational picture into three bullets a VP acts on today.
- Leader mindset. You've mentored teammates, raised the bar for people around you, or led initiatives across functions without formal authority. People naturally look to you when work needs organizing.
