Founding Revenue Operations Lead

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Develop Keycard's revenue generation framework from the ground up

• Transition GTM systems and agency-managed tasks in-house

• Establish strategy for planning, measurement, forecasting, and repeatable GTM operations

• Define lifecycle stages, lead and account scoring, routing, and attribution for both sales-led and self-serve pathways

• Create capacity and headcount models aligned with revenue targets

• Manage forecasting, pipeline evaluations, and GTM metrics for leadership and the Board

• Collaborate with Sales leadership on segmentation, coverage, quotas, and compensation strategies

• Define customer health, renewal, and expansion metrics alongside the post-sales team

• Make decisions on GTM tooling, including CRM scalability and cost considerations

• Track metrics and identify trends, opportunities, and potential issues

• Oversee and manage HubSpot, Clay, and existing workflows

• Integrate GTM systems and automate data processes

• Streamline event lead processing, lead routing, rep assignment, nurture enrollment, and product-qualified lead notifications

• Establish a self-serve handoff so that trial signups and usage signals reach the appropriate representative

• Take charge of HubSpot and active workflows, conducting audits and repairs within the first 90 days

• Align Sales and Marketing on funnel definitions, stages, and scoring

• Develop a reliable pipeline report

• Automate event lead processing in preparation for major events

• Suggest a GTM tool stack and a strategy for scaling the function

• Potentially build and lead a RevOps team as GTM processes become standardized

⛳️ Requirements

• Proven strategic RevOps experience in a B2B software environment

• Practical experience in constructing revenue operations systems

• In-depth CRM expertise with HubSpot or Salesforce, including workflows, custom objects, integrations, and reporting

• Familiarity with APIs and webhooks

• Knowledge of Clay, n8n, or Zapier

• Basic scripting or SQL skills are a significant advantage

• Experience supporting intricate, multi-stakeholder enterprise deal cycles

• Background in product-led or self-serve funnel experience is a strong plus

• Capability to define and develop practical version 1 systems

• Ability to unify Sales, Marketing, and Product on common definitions

• AI-native mindset for automating repetitive tasks, including with agents

• Experience in developer tools, infrastructure, or security is an added advantage

• Familiarity with establishing pricing and deal desk processes during an upmarket transition is beneficial

• Experience preparing GTM metrics for fundraising or board meetings is an asset

• Background managing GTM agencies or contractors, or hiring and leading an operations team, is a plus

• Experience working directly with GTM executives is advantageous

• Must have authorization to work in the United States or Canada

🏝️ Benefits

• Competitive equity package featuring 4-year vesting with a 1-year cliff

• Comprehensive health, dental, vision, and paramedical coverage for you and your family

• 4 weeks of vacation

• 11 statutory holidays

• 1 annual volunteer day

• Encouragement to take a minimum of 2 weeks off each year to recharge

• Provision of a new MacBook Pro

• $500 stipend for peripherals

• Access to top AI tools

• Remote-first work flexibility

• Asynchronous collaboration

• Significant autonomy and opportunities for mastery

• Team accountability and professional development opportunities