The Role:
Most marketing operations roles are archaeology. You inherit ten years of someone else's decisions: orphaned fields, four competing definitions of an MQL, attribution nobody trusts, a routing rule from 2019 that no one will let you turn off, and you spend your tenure negotiating with the past.

This is not that role.

This is the first marketing operations hire at Kai. There is no technical debt to service and no legacy CRM to appease. You get HubSpot, an AI-native CRM, a fast-growing enterprise pipeline, and a blank sheet of paper.

Reporting to the Head of GTM Operations, you will define marketing operations at Kai. You will own and build out the data model, the lifecycle, the campaign framework, the routing engine, and the measurement layer that ties every dollar of marketing spend to pipeline and revenue. You'll set the standards the rest of the GTM organization builds on for the next five years.

And you'll build it the way it should be built now, not the way it was built a decade ago. We are an AI company. We expect the systems running our go-to-market to be as AI-native as the platform we sell to our customers. That means agents and automation doing the work marketing ops teams have historically done with manual list uploads, spreadsheet reconciliation, and late-night heroics. You won't be retrofitting AI onto a broken system. You'll be designing the system AI should have been built into from day one.

If you have strong opinions about how lifecycle, attribution, and routing should work, and you've been waiting for a seat where you get to act on them instead of defending them, this is that seat.

What You'll Bring:

• 5-8 years in Marketing Operations, GTM Engineering, or Revenue Operations,Deep, hands-on HubSpot expertise

• A real philosophy on AI-native operations. Data modeling fluency. Ability to build multi-touch attribution with cross-functional credibility.

What You'll Do:

• Own the marketing data model across the marketing automation platform and Sales CRM

• Manage the person-to-account architecture: deduplication, hierarchy handling, and buying-group logic

• Support the enrichment and data-quality layer with AI-driven waterfalls, automated validation, and monitoring

• Manage the governance model: naming conventions, field ownership, change control, and privacy/GDPR

• Define source, sourcing, and influence rules that Marketing, Sales, and Finance all sign off on, and enforce them in the system

• Operationalize events, webinars, field programs, and partner motions end to end capture, enrichment, QA, upload, follow-up, and attribution leveraging AI

• Instrument the website and digital properties for conversion tracking, UTM discipline, and form/progressive-profiling strategy

• Build campaign performance reporting Use AI to score, qualify, research, and enrich inbound before a human ever touches it.

• Support SLA tracking, working-status enforcement, recycle and re-entry logic, and alerting for every break in the chain

• Instrument lifecycle stages and track conversion rates and cycle times

• Support the creation of ABM and account-based plays: target account lists, buying-group orchestration, and coordinated multi-threaded outreach

• Deliver marketing-sourced and marketing-influenced pipeline reporting