- Location: This role can be based anywhere in Canada (excluding Quebec) as a fully remote position. For candidates located in the Vancouver, BC Lower Mainland, there is flexibility to work remote, hybrid, or onsite at our Surrey headquarters. This role is also open to candidates in the USA as a fully remote position.
- Please note that employment is contingent upon the successful completion of reference checks and background checks.
Safe Software is looking for a VP, Revenue Operations to join our Revenue Operations team. As VP, Revenue Operations, you will design and enforce the operating model our entire go-to-market organization runs on, reporting directly to the Chief Revenue Officer and presenting regularly to the board. This is a builder’s mandate: the CRM isn’t fully configured, the forecasting process is mostly informal, the Rules of Engagement are still being written, and the AI tooling stack is unevaluated. You’re not fixing a broken system — you’re building the one Safe’s revenue org will run on for years. We have an immediate opening and are excited to find the right candidate to join our team.
ABOUT THE TEAM
As a part of the Revenue Operations team, you’ll build and lead a function that’s still taking shape — RevOps analysts, a Sales Enablement team, and a broader GTM Enablement capability, five to seven hires in total. Safe builds FME, the only All-Data, Any-AI Enterprise Integration Platform, trusted by 25,000+ enterprise customers in 125+ countries to bring their data to life. Profitable, growing, and scaling toward $250M ARR with a clear path to $700M, Safe is building a multi-motion revenue engine — direct field, inbound and outbound BDR, partner channel, EMEA, and Canada — and it needs a single operating authority to keep those motions from colliding. That’s this role. You’ll report to the CRO and work daily with VP Sales East, VP Sales West, and the EMEA leader, each of whom has strong opinions and moves fast.
WHAT YOU’LL BE DOING
As VP, Revenue Operations, you will operate at all altitudes — one week presenting forecast accuracy to the board, the next telling a VP Sales their deal doesn’t meet the bar to advance stage, regardless of how the conversation started. Both are the job.
RULES OF ENGAGEMENT — OWNERSHIP & ACCOUNTABILITY
- Write the rules everyone will actually operate inside. Safe is building a multi-motion revenue engine — direct field, inbound BDR, outbound BDR, partner channel, EMEA, Canada — and without clearly defined and enforced Rules of Engagement, those motions conflict, accounts get double-touched, partners get burned, and trust between functions collapses. You write it, socialize it across every stakeholder (including strong-willed VP Sales leaders who will push back), get it approved by the CRO, and enforce it through process design and CRM configuration.
- Define territory and account ownership. Who owns what account, what happens at renewal, how partner and direct conflict is resolved, and what triggers an escalation to the CRO.
- Set lead routing and BDR handoff standards. How inbound and outbound leads are qualified, assigned, accepted, and rejected, with SLA definitions for each stage and accountability for every gate.
- Design the partner co-sell and channel conflict policy. Clear rules for when the partner leads, when direct leads, and how sourcing credit is allocated, reviewed and agreed with the Partner Leader and EMEA Leader at launch.
- Hold the qualification gates. Define MEDDPICC field requirements by stage, what must be true before a deal advances, and what RevOps will kick back regardless of who is asking.
GTM ENABLEMENT
- Close the ramp gap. At Safe’s current hiring pace across AEs, BDRs, SEs, CSMs, and partners, the difference between a 30-day ramp and a 90-day ramp is a material revenue number — this role owns closing that gap.
- Build the function, not just the content. The Sales Enablement team reports directly into this role. You’ll build it, hire against a capability scorecard, and hold the team accountable to ramp and productivity outcomes, not just content creation.
- Design role-based onboarding. Structured, milestone-gated onboarding tracks for every GTM role — AE, BDR, SE, CSM, and partner — with clear ready-to-carry-quota certification criteria and a defined ramp timeline per role.
- Own the sales methodology and playbook. The single source of truth for how Safe sells — pitch structure, discovery framework, objection handling, competitive positioning, and deal execution standards — updated quarterly with input from the field and calibrated against win/loss data.
- Turn Gong data into a coaching loop. Use Gong and other tooling to create a systematic feedback loop from deal recordings and call reviews to enablement content updates, so the playbook reflects what actually wins, not what the last training deck said.
REVENUE ARCHITECTURE & AI-NATIVE GTM STACK
- Give the CRO one version of the truth. Build the weekly, monthly, and quarterly forecasting process — call accuracy, coverage ratios, deal velocity — so the CRO walks into every board meeting with zero surprises.
- Own the numbers that matter. Pipeline model, funnel metrics, win-rate analytics, rep productivity, CAC payback, and NRR by segment and vertical, owned by you, trusted by the board.
- Evaluate and integrate the AI-native GTM stack. CRM (HubSpot), conversation intelligence (Gong), outbound automation, intent data, and agentic AI workflows — owning use-case prioritization, adoption, and value realization across the revenue org. AI architecture, security review, and governance decisions are made in partnership with IT and Engineering.
- Enforce data governance with teeth. Own the data model in CRM, ensuring field hygiene, account hierarchy, and MEDDPICC field consistency across every pod, globally.
EXECUTIVE LEADERSHIP & CROSS-FUNCTIONAL AUTHORITY
- Earn credibility through data, not hierarchy. Working with
This listing comes from Safe’s public job board and links back to it. Maiev never applies on your behalf.