We are Bugcrowd. Since 2012, we’ve been empowering organizations to take back control and stay ahead of threat actors by uniting the collective ingenuity and expertise of our customers and trusted alliance of elite hackers, with our patented data and AI-powered Security Knowledge Platform™. Our network of hackers brings diverse expertise to uncover hidden weaknesses, adapting swiftly to evolving threats, even against zero-day exploits. With unmatched scalability and adaptability, our data and AI-driven CrowdMatch™ technology in our platform finds the perfect talent for your unique fight. We aim to create a new era of modern crowdsourced security that outpaces threat actors. Unleash the ingenuity of the hacker community with Bugcrowd, visit www.bugcrowd.com. Based in San Francisco and New Hampshire, Bugcrowd is supported by General Catalyst, Rally Ventures, Costanoa Ventures, and others.
Job Summary
We’re looking for a Senior Revenue Operations & Deal Desk professional to serve as a key partner across Sales, Finance, Legal, Customer Experience, and other cross functional partners driving alignment and operational excellence across the quote-to-cash process. This role owns end-to-end order management, ensuring accuracy, speed, and compliance while enabling scalable deal structures. You will leverage data to provide proactive insights into pipeline health, deal trends, and performance, helping sales leaders make informed decisions. In addition, you will support annual planning, including territory design, quota setting, process improvement and go-to-market execution.
Essential Duties and Responsibilities
- Revenue Operations & Planning: Support annual planning (territories, coverage, segmentation) and build reporting for pipeline health, deal trends, and sales performance.
- Data Integrity & Cross-functional Partnership: Audit and maintain data integrity across Salesforce and related systems, partnering with Business Systems, Finance, and other teams for operational alignment.
- Order Management & Compliance: Own day-to-day order management, including quote review, approvals, and accurate booking execution in compliance with internal policies.
- Deal Structuring & Escalation: Partner with Sales to structure deals efficiently and act as the primary escalation point for complex or non-standard deals to unblock and move them forward.
- Deal Desk Management: Manage intake and prioritization of deal desk requests, ensuring timely turnaround and adherence to SLAs.
- Policy & Governance: Enforce compliance with bookings policy and Rules of Engagement (ROE), identifying and flagging risks in deal structure, approvals, and data quality.
- Process Improvement: Identify inefficiencies across deal desk and quote-to-cash workflows, driving scalable process improvements and partnering with Business Systems on system enhancements.
- Reporting & Sales Support: Support Sales teams with proactive reporting for QBRs, pipeline reviews, forecast calls, and provide simplified dashboards for sales leadership.
Required Experience
- 5+ years of experience in Revenue Operations, Sales Operations, or Deal Desk in a SaaS or high-growth environment.
- Proven ownership of end-to-end quote-to-cash processes, including deal structuring, pricing/discounting, approvals, and order management.
- Strong proficiency in Salesforce (or similar CRM), Excel, and reporting tools.
- Strong analytical skills with the ability to translate data into actionable insights on pipeline, forecasting, and performance.
- Solid understanding of SaaS metrics (e.g., ACV/ARR, pipeline coverage, conversion) and sales processes.
Preferred Experience
- Experience partnering cross-functionally with Finance, Legal, Customer Success, and Business Systems.
- Experience supporting annual planning (territories, quotas, capacity) and building reporting to inform decisions.
- Experience with Clari or similar forecasting/pipeline management tools is a plus.
Culture
- At Bugcrowd, we understand that diversity in the workplace is vital to a company’s success and growth. We strive to make sure that people are included and have a sense of being part of making Bugcrowd not only a great product but a great place to work.
- We regularly hear from both customers and researchers that Bugcrowd feels like a family, and we strive to maintain that internally as well.
- Our team consists of a broad range of people: musicians, adventure sports junkies, nature lovers, parents, cereal enthusiasts, night owls, cyclists, artists—you get the point.
At Bugcrowd, we are solving security threats and vulnerabilities that are relevant to everyone, therefore we believe solving these problems takes all kinds of backgrounds. We value the perspectives and experiences people from underrepresented backgrounds bring.
Disclaimer
This position has access to highly confidential, sensitive information relating to the technologies of Bugcrowd. It is essential that the applicant possess the requisite integrity to maintain the information in the strictest confidence.
The company is authorized to obtain background checks for employment purposes under state and federal law. Background checks will be conducted for positions that involve access to confidential or proprietary information (including trade secrets).
Background checks may include Social Security verification, prior employment verification, personal and professional references, educational verification, and criminal history. Applicants with conviction histories will not be excluded from consideration to the extent required by law.
Any personal data you submit in connection with your application will be processed in compliance with Bugcrowd's Privacy Policy, which you may review here: https://www.bugcrowd.com/privacy.
Equal Employment Opportunity:
Bugcrowd is EOE, Disability/Age Employer.
Individuals seeking employment at Bugcrowd are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.
Bugcrowd is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Bugcrowd will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact HR at ADA at bugcrowd.com.
Apply at: https://www.bugcrowd.com/about/careers/
