Revenue Operations Systems Manager jobs at Orca Security

• High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

• Managing the entire Customer Journey for an assigned portfolio of Customers.
• Partner with Customer Success Engineers to identify and drive customer objectives, operationalization, outcomes and value. Ensuring that technical enablement ties to customer goals and helps them achieve their own business KPIs.
• Define and execute Customer Success plans that drive both adoption and value.
• Be a trusted advisor for customers, communicating upcoming product changes, enhancements, and serving as an internal voice of the customer.
• Work with customer stakeholders, executive sponsors, and partners to drive business value and expansion. Build strong relationships within all levels of the organization from the practitioner level all the way up to the C-suite. Proactively reach out to other BUs and executives to expand Orca’s footprint.
• Identify risks, manage escalations, and collaborate cross-functionally within Orca.
• Lead Executive Business Reviews (EBRS) & Quarterly Business Review (QBRs).
• Own Customer renewal opportunities and partner with Account Executives on Customer Expansion opportunities.
• Contribute to defining and bringing maturity Customer Success Playbooks, Journeys, and Best Practices.
• Become proficient in CS and Sales tools required to perform the role: e.g. Salesforce, Clari, ChurnZero, Google Workspace, Slack, etc.
• In your day to day with customers, you are the owner of the relationship, meaning that you understand your customer use cases, business outcomes, feature requests, escalation points, and key players at all times.

• Bachelor’s degree or equivalent work experience.
• 5+ years experience in customer success, account management, engagement management, or post-sales roles related to driving positive customer outcomes and adoption.
• 2+ years of experience working with Cloud Security, CyberSecurity, or SaaS products.
• Ability to communicate, operate and communicate in various organizational levels both internally and externally.
• Knowledge of modern Cloud Infrastructure providers such as AWS, Microsoft Azure, Google Cloud.
• Thrive in a fast pace, dynamic environment.
• Excellent written, verbal communication skills, & problem-solving skills.
• A passion for creating and maintaining relationships, while working in a tight-knit community culture.
• Ability to manage competing priorities.
• Passion for driving customer success that results in renewals, upside, and retention.
• Familiarity with cloud technology and environments, along with the benefits and security challenges of working in the cloud.
• Experience with tools like Salesforce, ChurnZero, Gainsight and Slack.
• Up to 30% required.

• High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

Does the idea of translating product capabilities into business benefits and compelling stories get you up in the morning? Reporting to our Director of Product Marketing, you will deliver highly visible content, both internally and externally, for our Orca Cloud Security Platform. As a Product Marketing Manager, you will collaborate cross-functionally, creating go-to-market strategies that demonstrate Orca’s differentiated leadership in cloud security. You’ll lead launches, write great blogs, and participate in webinars. you will be the champion of Orca’s latest and greatest product developments which positively influence and disrupt the cloud security industry. Pretty exciting, right?

• Collaborate with product management and engineering teams to translate key features and capabilities into messages that drive awareness and adoption
• Work with our Orca Research Pod to message and drive awareness for their discoveries and research
• Develop content to educate DevOps, Security Ops, and CISOs about our solutions, as well as excite, motivate and inspire them to become customers
• Craft and develop materials to educate prospects and users; including web pages, blog posts, videos, case studies, press releases, and sales presentations
• Conduct market research to identify customer needs, market trends, and competitive intelligence

• Product Marketing: 2+ years of experience in content or product marketing roles
• Ability to work independently and as part of a team in a fast-paced environment
• Proven excellence in written and verbal communication skills and an ability to translate technical information into compelling content
• Fast learner, able to quickly develop a deep understanding of our cloud security platform and target markets
• Self-starter, detail and task-oriented; able to successfully manage multiple priorities with guidance from leadership
• Successful track record of working remotely with global technical teams
• Ability to operate and excel at both a strategic and tactical level
• Knowledge of B2B SaaS and the cybersecurity industry is preferred
• Bachelor’s degree in business, marketing, journalism, or related field

US Remote

Key Responsibilities:

• Oversee and optimize key platforms including but not limited to Salesforce (Sales Cloud and CPQ), Clari, Zoominfo, LinkedIn Sales Navigator, Gainsight.
• Ensure systems are configured to meet business needs, identifying opportunities for customization, integration, and automation
• Partner with finance, business intelligence, and GTM leaders to maintain data accuracy and relevance across all systems
• Work closely with the enablement team and vendors to champion tool usage, ensuring teams are effectively using GTM tools through coordinated training and ongoing support
• Identify and implement process improvements to streamline revenue operations

Qualifications:

• 5+ years of relevant experience in sales/business/revenue operations with a strong understanding of SaaS business models and related systems. Channel Operations experience a plus.
• Problem solver able to find creative solutions using both processes and systems
• Strong communication skills with ability to provide clear guidance to multiple teams and stakeholders across the globe
• Strong organizational skills with the ability to manage multiple projects, prioritize tasks, and meet deadlines in a fast-paced environment
• Proven experience in managing a GTM tech stack including Salesforce, CPQ, account intelligence, data enrichment and other related productivity tools

Highlights:

• High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud—so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

Key Responsibilities:

• Lead AWS co-build and solution innovation efforts with AWS and CSP partners.
• Manage technical certification tracks such as AI, migration, and security.
• Collaborate with product, engineering, and alliances teams to bring new offers to market.
• Partner with AWS SA and technical field teams to accelerate solution rollout.

What We’re Looking For:

• 7+ years in technical alliances, cloud architecture, or partner solution roles.
• Critical: Strong technical fluency in AWS services, solution certification, and cloud architectures.
• Experience bringing joint solutions to AWS Marketplace is a strong advantage.

Highlights:

• High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud—so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

About the Role:

Focused on large security market resellers (CDW, SHI, Insight), this role will drive co-sell alignment and Marketplace engagement with AWS’s top sourcing partners.

Key Responsibilities:

• Expand relationships with top-tier DMRs.
• Support AWS-aligned GTM initiatives with resellers.
• Drive registered pipeline and Marketplace transactions.

What We’re Looking For:

• 5+ years in channel sales.
• Experience working with AWS-aligned resellers is a plus.
• Strong sales acumen and ability to build trusted partner relationships.

Highlights:

• High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud—so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

About the Role:

This role focuses on developing 2–3 high-potential national resellers into strategic sourcing partners via MOUs, executive alignment, and AWS-led campaigns.

Key Responsibilities:

• Lead strategic planning and revenue forecasting.
• Establish joint investment and GTM plans.
• Partner closely with AWS CAMs and Partner Sales Managers.

What We’re Looking For:

• 7+ years in strategic alliances or channel leadership.
• Executive presence and experience driving long-term GTM plans.
• Familiarity with AWS co-sell programs preferred.