Operations Director

About Our Client

The organization operates in the data security industry, focusing on enabling secure data sharing rather than solely restricting access. It addresses the challenge of balancing data protection with the need for collaboration and innovation. Through its Trusted Data Format (TDF) open standard and suite of data protection applications, the organization supports Fortune 500 companies and government agencies in securely sharing information without compromising privacy or control.

About the Opportunity

The Operations Director role is central to scaling and managing the organization's global public sector business. This position ensures operational efficiency and cross-functional alignment across various government segments, supporting growth targets and strategic objectives. The role contributes by streamlining processes and enabling public sector teams to execute effectively within complex regulatory environments.

Responsibilities

• Define and implement a scalable operational strategy for the global public sector business.
• Develop and manage multi-year operational plans and budgets aligned with growth goals.
• Collaborate with senior leaders on market strategy, operations, and resource allocation.
• Establish and maintain the sales forecasting process for the public sector.
• Coordinate Sales, Marketing, Channel/Partner, and Solutions Engineering teams on pursuit strategies and account plans.
• Work with Finance to design variable sales commission plans.
• Oversee operations related to federal government contracts and strategic channel partners.
• Support expansion of international partner ecosystems in allied government markets.
• Ensure compliance with government acquisition regulations, security frameworks, and internal policies.
• Manage the Facility Security Officer role and maintain relationships with security clearance authorities.
• Administer government procurement vehicles and teaming agreements.
• Support operational requirements for participation in international procurement frameworks.
• Lead and grow a team of contracts specialists, security officers, and other roles.
• Define and monitor KPIs/OKRs; conduct regular business reviews and accountability sessions.
• Serve as the primary operational liaison among Public Sector, Finance, Legal, HR, Product, Engineering, and Customer Success teams.

Requirements

• Active U.S. security clearance (Secret or higher).
• Over 10 years of experience in business or sales operations or program management, with at least 5 years focused on Public Sector markets.
• Proven experience scaling operations in high-growth public sector technology.
• In-depth knowledge of government procurement processes, acquisition regulations, and contracting vehicles.
• Strong analytical skills; proficiency with CRM (Salesforce preferred) and BI/reporting tools.
• Exceptional communication and cross-functional influence skills.
• Experience in or with SaaS, cybersecurity, cloud, or data technology companies.
• Familiarity with FedRAMP-authorized platforms and FIPS 140-2 validated environments.

Pay

Compensation: $200,000–$220,000/year

Benefits

• Flexible PTO policy with encouragement to take time off beyond 14 holidays.
• $1,500 annual Learning & Development Stipend.
• Company-sponsored team celebrations.
• Access to an Employee Assistance Program.
• Access to a mental health app.
• Paid maternity leave.
• Paid paternity leave.