The RoleWe're hiring our first RevOps leader to build Keycard's revenue engine from the ground up. We sell top-down to large enterprises and we're launching a developer self-serve motion. Today, an agency manages our GTM systems. You'll bring that work in-house. You'll set the strategy for how we plan, measure, and forecast, and you'll build the first version yourself: connecting our systems, pipelines, and data so sales, marketing, and post-sales can run repeatable motions.
You'll own both the strategy and the implementation. One week you'll be in a planning session with the founders on capacity and targets. The next, you'll be setting up routing rules, fixing an integration, or building a report. Once our GTM motions prove repeatable, you'll help decide how to grow the function, and that could include building a team around you.
What You'll DoSet the strategy- Funnel design: Define lifecycle stages, lead and account scoring, routing, and attribution across sales-led and self-serve paths, and get Sales and Marketing to agree on them.
- Planning and capacity: Build the capacity and headcount model that ties hiring to revenue targets.
- Forecasting and reporting: Own the forecast process, pipeline reviews, and GTM metrics for the leadership team and the Board, in partnership with GTM leaders.
- Targets and territories: Work with Sales leadership on segmentation, coverage, quotas, and comp plans.
- Post-sales operations: Work with the post-sales team to define customer health, renewal, and expansion metrics.
- Make tooling decisions: Decide what to buy, build, or replace as volume grows, starting with CRM scale and cost.
- Proactive analytics: Monitor key metrics and flag trends, opportunities, and warning signs early, so GTM leaders can act on them.
Build v1 yourself- Own the stack: Take over our GTM tools, such as CRM (HubSpot) and enrichment (Clay), along with the workflows already built on them, and bring that work in-house within your first few months. Connect the systems our data lives in so it flows automatically instead of through manual imports.
- Automate the repeatable work: Event lead processing, lead routing and rep assignment, nurture enrollment, and product-qualified lead alerts. Use AI and agents where they're the fastest path.
- Stand up the self-serve handoff: Work with Product and our data partner so trial signups and usage signals reach the right rep with context.
What We're Looking For- You've done both: Strategic RevOps experience at a B2B software company (setting definitions, building forecasts, informing GTM decisions) and hands-on experience building the systems behind it.
- Deep CRM expertise: You've set up and administered HubSpot or Salesforce yourself, including workflows, custom objects, integrations, and reporting, not only managed someone who did.
- Technical enough to integrate: You're comfortable with APIs, webhooks, and tools like Clay, n8n, or Zapier. Light scripting or SQL is a strong plus.
- Enterprise deal cycles and self-serve funnels: You've supported complex, multi-stakeholder deal cycles. Experience with product-led or self-serve funnels is a strong plus.
- Clear v1s over perfect systems: You know what to build now versus what to wait on, and you document as you go so the next person can scale it.
- Cross-functional influence: You can align Sales, Marketing, and Product on shared definitions and hold everyone to them.
- AI-native habits: Your first instinct for repetitive work is to automate it, including with agents.
Strong Candidates May Also Have- Experience at a developer tools, infrastructure or security company.
- Experience setting up pricing and deal desk processes during a move upmarket.
- Experience preparing GTM metrics for fundraising or board meetings.
- Experience managing GTM agencies or contractors, or hiring and leading an ops team.
- Experience working directly with GTM executives.
Your First 90 Days- Take over HubSpot and the active workflows from the agency, audit what exists, and fix what's broken.
- Get funnel definitions, stages, and scoring agreed across Sales and Marketing, and build a pipeline report both teams trust.
- Automate event lead processing from list to rep assignment ahead of our next major events.
- Recommend a GTM tool stack and a plan for how the function grows once our motions prove repeatable.
Who Will Love This Job- You're as comfortable in a HubSpot workflow as in a planning meeting.
- You'd rather build the first version than inherit someone else's.
- You want to set up the revenue engine for a new category, and potentially build the team that scales it.
- You like moving fast and changing course when the data tells you to.
What We Offer- Build at the Frontier: Work every day at the frontier of agent-native systems - shipping, inventing, and iterating on technology that hasn't been built before. You'll be given huge autonomy, the opportunity to gain mastery, and the chance to work in a team that holds each other accountable to succeed.
- Truly Agent-Native Culture: At Keycard, we don't just enable others to adopt agents - we use them ourselves to build. You'll help shape an organization that embeds AI into its foundation as an enduring competitive advantage.
- Compensation With Upside: Market-competitive salaries and generous equity packages (4-year vest, 1-year cliff) give you the security to focus on building - and the asymmetric upside of ownership in a company chasing a category-defining mission.
- Comprehensive Benefits & Recharge: Health, dental, vision, and paramedical coverage for you and your family, plus 4 weeks vacation, 11 statutory holidays, and 1 volunteer day annually. We encourage at least 2 weeks off each year to fully recharge.
- Tools That Keep You Ahead: A new MacBook Pro, a $500 stipend for peripherals, and the best AI tools available so you can work at the forefront of agent-native workflows.
- Remote-First Flexibility: We are a remote-first team prioritizing asynchronous collaboration, with hiring focused in North and South America. Work where you're strongest - we just want the best.
