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 quick-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 RoleWe’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 revenueWhat You’ll Own1 Revenue Reporting & AnalyticOwn revenue dashboards and MIS; establish a single source of truthTrack ARR/MRR, New/Expansion ARR, Churn, NRR/GRR, Pipeline, Coverage, Win Rate, Deal Size, Sales Cycle, CAC/Payback, Funnel Conversion, Rep Productivity, and Forecast AccuracyIdentify trends, anomalies, and revenue leakage2 Sales OperationOwn sales process, stages, qualification criteria, exit criteria, and pipeline hygieneEnsure CRM data is accurate and actionableTrack rep productivity, pipeline creation/velocity, stage conversion, deal slippage, sales cycle, and forecast accuracyIdentify and fix funnel bottlenecks with Sales leadership3 ForecastingOwn weekly/monthly/quarterly bookings and ARR forecastsStandardize forecasting methodology and improve accuracyBuild Commit / Best Case / Upside scenarios and surface risks early4 Marketing OperationMeasure the Lead → Revenue funnel and establish attributionTrack CAC, qualified opportunities, pipeline, conversion, revenue, and sourced vs. influenced pipelineIdentify high-performing channels, campaigns, and segments5 Customer Success & Retention OperationBuild visibility into renewals, expansion, churn, customer health, and NRR/GRRCreate renewal, expansion, and churn-risk processes/dashboardsIdentify churn/expansion patterns and ensure Sales → CS → Finance data flow6 CRM & SystemOwn CRM architecture, workflows, automations, integrations, and reportingEnsure reliable data flow across CRM, marketing, billing, product,



and analyticsAutomate manual processes and evaluate RevOps tools based on ROI7 Process & AutomationIdentify operational bottlenecks and build scalable workflowsReduce manual reporting and spreadsheet dependencyStandardize and document key revenue processes/SOPs8 Strategic ProjectWork with leadership onTerritory/account segmentationSales capacity, quota & compensation planningLead routing & ICP analysisPricing & packagingPipeline generation & sales productivityCustomer/expansion strategyNew market launchesRevenue planning & annual operating plansWhat We’re Looking For Must Have3–7+ years in RevOps, Sales Ops, Business Ops, Strategy & Ops, or similarB2B SaaS experienceStrong SaaS revenue metrics and GTM funnel understandingStrong analytical and problem-solving skillsExcellent Excel/Google Sheets skillsExperience with HubSpot, Salesforce, or similar CRMExperience building dashboards, reports, processes, and forecastsStrong cross-functional collaboration with Sales, Marketing, CS, and FinanceStrong attention to detail and communicationGood to HaveSQLLooker, Tableau, Power BI or similar BI toolsMarketing automation platformsSales compensation/quota modellingSaaS billing/revenue systemsHigh-growth startup experienceAI/no-code automation experienceThe Ideal CandidateYou naturally askWhere 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 MonthsSingle source of truth for revenue metricsAutomated weekly/monthly reportingClean, standardized CRM and sales stagesRobust pipeline and forecasting processVisibility into funnel conversion and revenue leakageAutomated lead/account routing and key workflowMarketing → Sales → CS funnel reportingClear churn, expansion, and NRR visibilityReduced manual GTM operationsMeasurable progress on key revenue bottleneckCore KPIForecast accuracyCRM/data accuracyPipeline coverage & velocityFunnel conversionSales productivitySales cycle reductionRevenue reporting accuracyAutomation/manual-work reductionLead response & routing efficiencyNRR/retention visibilityRevenue leakage identified and resolvedReporting To: CEO / CRO / Head of Revenue

📌 Head Of Revenue Operations (Karnataka)
🏢 Astra Security
📍 Karnataka