Senior Manager, Revenue Operations, APJ

Get to Know Us

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