Founding GTM Operations Partner
About Spearbit & Cantina:
Founded in 2021 by former Ethereum Foundation Solidity engineers, Spearbit tackles Web3 security challenges. Our founding team built the leading blockchain language and secured the largest smart contract, protecting over $160B in value.
We're building Cantina —the "GitHub for Security"—connecting security researchers with projects needing expertise. Our Cantina security platform has powered major competitions and serves the leading projects in Web 3. It currently supports collaborative security reviews, public and private security competitions, bug bounty programs, incident response, and AI code analyzer.
Similar to how cloud-security startups emerged previously, Cantina aims to be the definitive code-security platform for the future.
The Opportunity:
We’re looking for a Founding GTM Operations Partner who can be a strategic operator and systems owner across Product, Sales, and Customer Success.
This is not a traditional RevOps role. This person is critical to GTM - someone who can take ambiguous problems, design an approach, build systems end-to-end, and help us move from services-led revenue to predictable ARR at scale.
If you enjoy building from scratch, have strong opinions, and want real ownership early, this role is for you.
Responsibilities:
1. Revenue & Sales Operations (Core Ownership)
Design and maintain quota models as we evolve our ARR motion
Own commission modeling, payouts, and changes
Be the source of truth for pipeline mechanics and deal hygiene
Own HubSpot end-to-end (structure, data integrity, workflows)
Ensure sales execution is measurable, fair, and scalable
2. GTM Systems & Automation
Build and maintain automations across HubSpot, Clay, enrichment tools, and internal systems
Design routing logic and handoffs (PLG → sales, inbound → outbound, services → ARR)
Create account-level visibility for complex enterprise and bottom-up buying motions
Reduce manual work across GTM through thoughtful automation
You will decide what to automate and why — not just how.
3. Strategic GTM Analysis
Analyze which GTM motions are working (services vs ARR, PLG vs enterprise)
Define and refine ICP signals based on real usage and deal outcomes
Run deal postmortems: why deals close, stall, or die
Provide data-backed input into pricing, packaging, and product GTM strategy
You will help leadership make better decisions faster.
What This Role Is Not
Please do not apply if you are looking for:
A Salesforce/HubSpot admin role
A reporting-only or dashboard-only role
A highly prescriptive environment with playbooks handed to you
A “process for process sake” ops function
This role requires judgment, curiosity, and ownership.
Requirements:
5+ years of experience in Revenue Operations, Sales Operations, or a related role in a SaaS or services-based environment
Experience and familiarity with GTM workstreams and processes.
Strong hands-on experience with HubSpot and Excel including reporting, workflows, and data governance
Proven ability to analyze and synthesize data across multiple systems into clear insights
Experience owning dashboards, automations, integrations, and commission reporting end-to-end
AI-native mindset with curiosity around automation and intelligent tooling
High level of autonomy, ownership, and comfort operating in ambiguity
Strong cross-functional communication skills and experience partnering with Sales, Marketing, Customer Success, and Finance
Detail-oriented with the ability to balance tactical execution and strategic thinking
Strong verbal and written communication skills with the ability to influence stakeholders at all levels.
Bonus if you’ve worked with:
HubSpot
Clay or enrichment tools
PLG + enterprise hybrid motions
Security, developer tools, or infrastructure products
Benefits
Competitive salary and performance-based compensation opportunities
Opportunity to work in an early-stage startup with a talented and passionate team.
Exposure to high-profile clients in the blockchain and cryptocurrency industry
Comprehensive health benefit plans
401k matching program
Join Spearbit and help us build the future of code security!