Director of RevOps

THE ROLE

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.

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 BRING

• Required:
• 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