--- title: 'Director of Sales Operations at Empirical Security' canonical: 'https://feeny.ai/job/director-of-sales-operations-empirical-security-remote-8114maynpvzp' type: 'job' last_seen: '2026-10-15' --- # Director of Sales Operations at Empirical Security - **Company:** Empirical Security - **Location:** Remote - **Employment:** full-time - **Work type:** remote - **Posted:** 2026-07-13 - **Last confirmed live:** 2026-10-15 - **Apply:** https://jobs.ashbyhq.com/empirical-security/fa8490c9-324d-42d9-9d7a-253508c4b10e ## Job description Director of Sales Operations Empirical Security is a quantum leap forward in exposure management, building custom models at scale to help organizations predict and prioritize the threats most likely to endanger them. Enterprises can no longer keep up with the flood of potential exploits caused by the AI era; only Empirical gives resource-strapped security teams the predictive capabilities to punch way above their weight class. We're looking for a dedicated, experienced, and basically brilliant Director of Sales Operations to build the engine underneath a fast-growing enterprise sales team. You'll own the systems, the numbers, and the process that let sellers spend more time in front of customers and less time in spreadsheets. This role reports to the CRO and works closely with finance, marketing, and product. What you'll do: - Own the go-to-market tech stack end-to-end, starting with HubSpot as the source of truth and extending through prospecting, forecasting, enablement, and analytics tools. - Run weekly, monthly, and quarterly forecast calls, and turn a messy pipeline into a defensible number that the CRO and CEO can put in front of the board. - Design territories, quotas, and comp plans that actually motivate the right behavior, and revisit them when the data says they aren't working. - Build the reporting layer that tells leadership what is really happening, including pipeline coverage, conversion rates by stage, win rates by segment, and rep-level performance against ramp. - Instrument the sales process so every deal leaves an evidence trail, and lead the deal reviews where that evidence gets pressure-tested. - Partner with marketing on lead flow, attribution, and pipeline handoff, so both sides are arguing from the same dataset rather than from feelings. - Manage the RevOps roadmap and, over time, hire and lead a small team underneath you. You would be an excellent candidate if... - You have run sales operations at a Series B through D B2B software company, ideally one that grew from a handful of enterprise reps to several dozen. - You are fluent in HubSpot or Salesforce at the level of workflows, custom objects, and reporting, and you know when to build in the CRM versus when to push data into a warehouse. - You can write SQL well enough to answer your own questions rather than waiting on the data team. - You have opinions about forecast methodology and can explain the tradeoffs between weighted pipeline, commit and best-case rollups, and bottoms-up rep forecasts. - You have designed comp plans that survived contact with a real sales floor. - You have worked at a smaller startup, or you are genuinely excited about what it takes to help a phenomenal one grow. Extra credit if: - You have supported an enterprise security or infrastructure sales team, and you understand the rhythms of six- and seven-figure deals with long procurement cycles. - You have run RevOps through a pricing model change, a segment expansion, or the introduction of a channel motion. - You have integrated a CPQ, a data enrichment tool, or a conversation intelligence platform into a working stack without breaking everything else. A Final Word Don't check off every box in the requirements listed above? Please throw your hat in the ring anyway. Studies have shown that marginalized communities, such as women, LGBTQ+ people, and people of color, are less likely to apply to jobs unless they meet every single qualification. Empirical Security is dedicated to building an inclusive, diverse, equitable, and accessible workplace that fosters a sense of belonging, so if you're excited about this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to still consider submitting an application. You may be just the right candidate for this role, or for another one of our openings. ## About Empirical Security ## Company Overview - **One-liner**: Empirical Security builds mathematical models for cybersecurity data, predicting which vulnerabilities are likely to be exploited using both global internet-wide telemetry and enterprise-specific local models. - **Entity Type**: Private (Seed stage, $11.9M total funding) - **Headquarters**: Chicago, Illinois, USA - **Founded**: 2024 - **Founders**: Ed Bellis (CEO), Michael Roytman (Co-Founder), Jay Jacobs (Chief Data Scientist) ## Core Business - Primary industry: Cybersecurity (Risk-Based Vulnerability Management, Threat Intelligence) - Target customers: B2B, Enterprise security teams - Mission: "Build data-driven models to prioritize, remediate, and summarize cybersecurity findings." The future of cybersecurity is data-driven. ## Products & Services - **Empirical Platform**: Ingests scan results, asset metadata, compensating controls, and network topology to train a local model accessible only to the customer. Provides a web interface, API, and AI agent for triage. - **Global Models**: Predict the probability of exploitation across 17,000+ CVEs using near-real-time internet exploitation telemetry. Trained on ~2 million exploitation events. - **Local Models**: Enterprise-specific models trained on an organization’s own environment telemetry and controls to determine which vulnerabilities pose real risk to that specific infrastructure. - **EPSS Model**: Empirical maintains and trains the Exploit Prediction Scoring System (EPSS), a free and open machine learning model used by over 120 vendors. ## Market Standing - **Valuation**: Not disclosed - **Total Funding**: $11.9M (Seed round, August 2025, led by Costanoa Ventures) - **Key Metric**: 20 employees (9 product + tech); monthly headcount growth of 4.3% - **Notable Investors/Partners**: Costanoa Ventures; co-chairs the EPSS Special Interest Group at FIRST - **Growth Signals**: Founded by the team behind Kenna Security (acquired by Cisco). The company maintains the widely adopted EPSS model. Demonstrated higher coverage and efficiency compared to traditional vulnerability management approaches. ## Competitive Advantages - **Data moat**: Monitors exploitation activity over 17,000+ CVEs (12x DHS CISA’s KEV), with hourly telemetry and years of historical depth. - **Unique modeling approach**: Combines a global internet-scale model with a local enterprise-specific model, enabling context-aware prioritization that generic models cannot match. - **Team pedigree**: Founders created the Risk-Based Vulnerability Management category at Kenna Security; Jay Jacobs is lead data scientist for EPSS and co-chair of the EPSS SIG at FIRST. - **Transparency**: Publishes data to prove model performance; EPSS is free and open. ## Strategic Focus - Continue building a "new kind of security platform" driven by modern AI and real-world telemetry. - Expand local model capabilities to cover more use cases (threat intelligence, vulnerability management, application security, cloud security). - Grow the team and customer base while maintaining open standards leadership. ## Why Work Here - **Culture**: Described as collaborative, hardworking, and focused on solving new problems with data science and engineering excellence. - **Work Environment**: Headquarters in Chicago (onsite workspace). Some roles are listed as remote (USA). Likely flexible for the right candidates. - **Team**: Small (~20 people) and growing, offering significant impact and ownership in an early-stage startup. - **Engineering Culture**: Rigorous model validation, emphasis on statistical learning systems, and a mission to eliminate noise in security operations. The team includes data scientists, software engineers, and security veterans from Kenna/Cisco. ## Sources 1. [empiricalsecurity.com](https://www.empiricalsecurity.com/) 2. [empiricalsecurity.com/about](https://www.empiricalsecurity.com/about) 3. [builtin.com](https://builtin.com/company/empirical-security) 4. [linkedin.com](https://www.linkedin.com/company/empiricalsecurity) 5. 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