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 / Lea d 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, Current/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
Robust 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

📌 Head of Revenue Operations (Mumbai)
🏢 Astra Security
📍 Mumbai