Founding Revenue Operations Lead

About the role

The Role We'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 Do 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.

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.
• Listed by
• Keycard
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