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About the Role

Upwind is seeking an embedded operational engine for its North America sales team. This role will partner daily with sales managers and reps, acting as the operating proxy for the Head of Revenue Operations. You will own the operating rhythm, ensure forecast accuracy, and unblock sellers, contributing to a high-ownership, high-visibility position within the Revenue Operations team.

Responsibilities

• Serve as the go-to operational partner for the VP of North America Sales, frontline managers, and reps, addressing process, systems, deal mechanics, territory, and data questions.
• Manage the weekly operating rhythm, including pipeline hygiene reviews, forecast call preparation, and leadership rollups, while owning forecast accuracy tracking.
• Debug and resolve real-time process breakdowns (quoting, approvals, CRM, commissions) to keep sellers focused on revenue-generating activities.
• Support daily deal mechanics, including order forms, quoting workflows, and non-standard terms.
• Maintain a daily pulse on pipeline health, forecast accuracy, and key KPIs, building new Salesforce dashboards and partnering on existing reporting.
• Lead QBR preparation and synthesize data into actionable insights.
• Identify operational gaps and contribute a field usage perspective to workflow design, partnering with Business Systems and GTM Engineering teams.
• Document playbooks, workflows, and CRM standards.
• Reinforce forecasting discipline, pipeline hygiene, and data governance across the sales organization.
• Act as a bridge for RevOps initiatives, pushing them into the field and carrying field feedback back.
• Partner with GTM Enablement on rollouts, onboarding support, and adoption of the GTM stack (Salesforce, Clari, Slack).

Requirements

• 5 to 7 years in Sales Operations, Revenue Operations, or Consulting; B2B SaaS at a high-growth company strongly preferred.
• High ownership and bias to action.
• Seller empathy with operator discipline.
• Comfort with ambiguity and building structure.
• Team-first humility and a focus on strengthening the team.
• Eagerness to use AI in daily work and help design AI-powered workflows.
• Hands-on Salesforce fluency, including building reports and dashboards, managing data, and driving CRM adoption.
• Analytical rigor with strong Excel or Google Sheets skills.
• Executive-ready communication skills.
• Leader mindset with experience mentoring or leading initiatives across functions.

Skills

• Salesforce
• Clari
• Excel
• Google Sheets
• AI
• Forecasting
• Pipeline Management
• CRM Administration
• Data Analysis
• Process Design
• Communication

Location

• North America

Work Type

• Full-time

Experience Level

• Mid-level
• Senior-level

About the Company

• Upwind is a next-generation Cloud Security Platform leveraging runtime context to identify and prioritize critical risks.
• Provides precise insights and efficient cloud security management.
• Utilizes industry-leading efficiency and eBPF-powered sensors.
• Offers agentless cloud posture discovery, real-time threat protection, and integrated API security.
• One of the fastest-growing companies in cloud and AI security.