We are looking for a Director of Revenue Operations to build and own the operational foundation of Kira's go-to-market organization. As our founding RevOps leader, you will own the systems, data, processes, reporting, and operating cadence that support Sales, Marketing, and Customer Success.
This is a strategic and hands-on role spanning GTM systems, forecasting and pipeline management, revenue planning, customer lifecycle operations, and cross-functional execution. You will work closely with GTM leadership, Finance, and company leadership to improve visibility, strengthen execution, and build a revenue engine that can scale.
What You'll Do- Own revenue forecasting as a neutral, independent voice - define stage criteria, pressure-test close dates and deal health, and give leadership and the board numbers they can trust.
- Run the revenue operating rhythm, including pipeline reviews, forecast calls, QBRs, and annual and quarterly GTM planning, in partnership with Sales leadership.
- Own HubSpot end to end - architecture, data model, lifecycle stages, workflows, automations, permissions, and governance - so it becomes the trusted source of truth for every customer, lead, and deal.
- Build renewal and post-sale operations with Customer Success so every renewal and expansion opportunity is visible, owned, and tied to the ARR model.
- Administer and integrate the GTM stack, including HubSpot, Salesloft, Gong, and Starbridge; keep data flowing cleanly between tools and evaluate new tools, automation, and AI workflows as Kira scales.
- Own lead flow end to end - routing, source tracking, attribution, and handoffs - and partner with Marketing on funnel conversion and segment performance.
- Stand up deal desk processes, including quoting workflows and pricing and discount approvals.
- Own quota and commission operations, including plan mechanics, calculation, and validation, in partnership with Finance.
- Build dashboards and analyses on pipeline, bookings, conversion, win rates, sales cycles, and rep productivity, and deliver board-ready revenue reporting.
What We're Looking For- 7+ years of experience in Revenue Operations, Sales Operations, or GTM Operations, including time at a high-growth B2B startup.
- Experience as a first or sole RevOps leader, building forecasting, CRM architecture, and reporting with little or no existing infrastructure.
- A track record of building a forecast process that leadership and a board relied on, including stage definitions, deal inspection, and holding sellers accountable to the data.
- Deep, hands-on HubSpot expertise across data architecture, lifecycle and object design, workflows, integrations, and reporting.
- Experience building renewal and post-sale operations alongside Customer Success.
- Experience designing and running quota, commission, and deal desk or discount approval processes.
- Experience inheriting systems built by others and stabilizing them - auditing, documenting, and fixing integrations and data quality issues.
- The credibility to influence Sales, Marketing, and Customer Success leaders without direct authority, and the judgment to deliver unwelcome numbers clearly.
- Strong analytical skills, with comfort building models and dashboards and translating them into decisions for executives.
- Comfort setting strategy and executing hands-on in a fast-moving, ambiguous environment.
Preferred- Experience at a company selling to K-12 districts, higher education, or the public sector, with long sales cycles, procurement, and annual renewals.
- Hands-on experience with Gong, Salesloft, Starbridge, or similar GTM tools.
- Experience preparing revenue reporting for a board at Series B or later.
- Experience using AI and automation to reduce manual GTM work.
- Experience leading a CRM migration.
What We Offer- Competitive compensation and equity. For applicants in the US, the salary range for this role is $165,000 - $185,000, depending on relevant experience and skill set.
- Medical, dental, vision and life insurance, including a medical insurance plan with 100% coverage of employee premiums.
- Flexible PTO policy and company holidays.
- DoorDash credit for lunch daily.
- Wellhub Membership: 100% company-paid access to premium gym networks (Orangetheory, SoulCycle), 60+ wellness apps (Headspace, MyFitnessPal, Apple Fitness+), and 1:1 coaching sessions spanning fitness, mental health, nutrition, and sleep.
- Dog friendly office .
