keycard-labs - Founding Revenue Operations Lead
Requirements
• 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.
Responsibilities
• Set 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.
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