Head of Revenue Operations

About Astra:

Astra Security is a leader in the penetration testing space, recognized by G2 in the Pentest category. With headquarters in the US & India, Astra is the trusted security partner for leading brands including Muthoot Finance, Loom, CompTIA, NIIT, Goldcast, HackerRank, Sprinto, ITC & more. Its one-of-a-kind continuous pentest platform is trusted by 1,200+ companies across 100+ countries, from fast-growing startups to Fortune 100 giants.

Astra's autonomous pentest platform pairs AI agents with certified human pentesters to continuously pentest applications and infrastructure at scale. Vulnerabilities are discovered, validated, and chained the way a real attacker would. Beyond pentesting, Astra's suite includes a DAST Scanner, Cloud Vulnerability Scanner, and API Security Platform, giving teams continuous coverage across web apps, cloud environments, and APIs from a single dashboard. With over 18,000 vulnerabilities detected daily, Astra helps customers prevent millions in potential losses while saving thousands of developer hours. Last year alone, Astra uncovered more than 6.8 million vulnerabilities for its customers.

Astra's research team actively contributes to the OWASP community, including helping shape the OWASP Autonomous Penetration Testing Standard (APTS) and contributing to the OWASP Top 10 for LLM and Generative AI Security Risks. Astra is CREST-accredited, CERT-IN empaneled, and a PCI ASV, reflecting its commitment to the highest standards of security testing.

We've been awarded by the President of France Mr. François Hollande at the La French Tech program and Prime Minister of India Shri Narendra Modi at the Global Conference on Cyber Security. Loom, MamaEarth, Muthoot Finance, Canara Robeco, ScripBox etc. are a few of Astra’s customers.

About the Role

We’re looking for a highly analytical, execution-oriented RevOps Manager / Lead to build and scale our revenue operating system. You’ll work across Sales, Marketing, CS, Finance, and Leadership to improve data quality, processes, forecasting, revenue visibility, and automation. You’ll identify revenue leaks, build systems to fix them, automate workflows, and improve how we generate and retain revenue

What You’ll Own

1 Revenue Reporting & Analytic

• Own revenue dashboards and MIS; establish a single source of truth
• Track ARR/MRR, New/Expansion ARR, Churn, NRR/GRR, Pipeline, Coverage, Win Rate, Deal Size, Sales Cycle, CAC/Payback, Funnel Conversion, Rep Productivity, and Forecast Accuracy
• Identify trends, anomalies, and revenue leakage

2 Sales Operation

• Own sales process, stages, qualification criteria, exit criteria, and pipeline hygiene
• Ensure CRM data is accurate and actionable
• Track rep productivity, pipeline creation/velocity, stage conversion, deal slippage, sales cycle, and forecast accuracy
• Identify and fix funnel bottlenecks with Sales leadership

3 Forecasting

• Own weekly/monthly/quarterly bookings and ARR forecasts
• Standardize forecasting methodology and improve accuracy
• Build Commit / Best Case / Upside scenarios and surface risks early

4 Marketing Operation

• Measure the Lead → Revenue funnel and establish attribution
• Track CAC, qualified opportunities, pipeline, conversion, revenue, and sourced vs. influenced pipeline
• Identify high-performing channels, campaigns, and segments

5 Customer Success & Retention Operation

• Build visibility into renewals, expansion, churn, customer health, and NRR/GRR
• Create renewal, expansion, and churn-risk processes/dashboards
• Identify churn/expansion patterns and ensure Sales → CS → Finance data flow

6 CRM & System

• Own CRM architecture, workflows, automations, integrations, and reporting
• Ensure reliable data flow across CRM, marketing, billing, product, and analytics
• Automate manual processes and evaluate RevOps tools based on ROI

7 Process & Automation

• Identify operational bottlenecks and build scalable workflows
• Reduce manual reporting and spreadsheet dependency
• Standardize and document key revenue processes/SOPs

8 Strategic Project

Work with leadership on

• Territory/account segmentation
• Sales capacity, quota & compensation planning
• Lead routing & ICP analysis
• Pricing & packaging
• Pipeline generation & sales productivity
• Customer/expansion strategy
• New market launches
• Revenue planning & annual operating plans

What We’re Looking For Must Have

• 3–7+ years in RevOps, Sales Ops, Business Ops, Strategy & Ops, or similar
• B2B SaaS experience
• Strong SaaS revenue metrics and GTM funnel understanding
• Strong analytical and problem-solving skills
• Excellent Excel/Google Sheets skills
• Experience with HubSpot, Salesforce, or similar CRM
• Experience building dashboards, reports, processes, and forecasts
• Strong cross-functional collaboration with Sales, Marketing, CS, and Finance
• Strong attention to detail and communication

Good to Have

• SQL
• Looker, Tableau, Power BI or similar BI tools
• Marketing automation platforms
• Sales compensation/quota modelling
• SaaS billing/revenue systems
• High-growth startup experience
• AI/no-code automation experience

The Ideal Candidate

You naturally ask

• Where are we losing revenue?
• Why did this metric move?
• Can we automate this?
• Can we measure this better?
• What is the leading indicator?
• What happens next quarter if this trend continues?

Success in the First 6 Months

• Single source of truth for revenue metrics
• Automated weekly/monthly reporting
• Clean, standardized CRM and sales stages
• Robust pipeline and forecasting process
• Visibility into funnel conversion and revenue leakage
• Automated lead/account routing and key workflow
• Marketing → Sales → CS funnel reporting
• Clear churn, expansion, and NRR visibility
• Reduced manual GTM operations
• Measurable progress on key revenue bottleneck

Core KPI

• Forecast accuracy
• CRM/data accuracy
• Pipeline coverage & velocity
• Funnel conversion
• Sales productivity
• Sales cycle reduction
• Revenue reporting accuracy
• Automation/manual-work reduction
• Lead response & routing efficiency
• NRR/retention visibility
• Revenue leakage identified and resolved

Reporting To: CEO / CRO / Head of Revenue