THE ROLEKai is hiring its first Director of Revenue Operations. This is a greenfield, zero-to-one build - there is no existing RevOps function, and the tech stack and processes are yours to build or rebuild from the ground up.
You will partner directly with the CRO to design and implement the GTM infrastructure that scales Kai's revenue organization through a period of significant, rapid growth. This is not a maintenance role. You are an architect, an operator, and a force multiplier - someone who moves fast, has strong opinions, and is excited by what AI makes possible in modern GTM operations.
We are looking for a builder who has done this before and wants to do it again at one of the most ambitious AI security companies in the market.
WHAT YOU'LL DO- Design and implement Kai's GTM tech stack from the ground up - CRM, sales engagement, forecasting, and marketing automation tools built for an AI-native revenue organization
- Build and own the forecasting cadence, pipeline reporting, and territory structure that gives the CRO and sales leaders real-time visibility into the business
- Develop dashboards, QBR templates, and board-level reporting that translate GTM data into executive-ready insights
- Design territory plans and rules of engagement as the sales team scales across North America, with the UK as the first planned international expansion and further global growth ahead
- Partner with Marketing to integrate the Martech stack and create a unified view of GTM data across sales and marketing
- Build post-sales infrastructure - customer health scores, risk dashboards, and churn indicators - that give the team early visibility into customer risk
- Automate and optimize the GTM experience for Sales, Marketing, Post-Sales, and SE - reducing manual work and accelerating deal velocity
- Build a team around you as the revenue organization scales - you are not just an operator, you are a future leader
- Partner with sales leadership as a trusted advisor - you bring data-driven perspectives and aren't afraid to challenge assumptions when the numbers tell a different story
WHAT YOU'LL BRINGRequired:
- 8+ years of experience in Sales Operations, Revenue Operations, or GTM Strategy at a high-growth B2B company
- Background in hypergrowth SaaS organizations, navigating large, complex deals with large, complex customers
- Proven experience building GTM infrastructure - you have stood up or rebuilt a RevOps function, not just inherited and maintained one
- Strong familiarity with enterprise sales methodologies - you understand how great sales teams operate, and you build systems that support them, not slow them down
- Financial and analytical rigor - you can build a forecast model, design a board deck, and defend the numbers
- Experience supporting both Sales and Marketing operations - you have owned or influenced the full GTM stack, not just one side of it
- Leadership experience - you have managed people or built a team and are ready to do it again
- Experience with modern CRM and GTM tooling - you are not anchored to legacy platforms and are energized by evaluating and implementing next-generation tools
Preferred:
- Prior experience in a quota-carrying sales role - you understand the motion from the inside
- Experience building post-sales operations infrastructure - customer risk scoring, health dashboards, churn data
