[Hiring] Revenue Operations Lead @Keycard

Role Description

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.

Qualifications

• 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.

Benefits

• Build at the Frontier:
  • Work every day at the frontier of agent-native systems — shipping, inventing, and iterating on technology that hasn’t been built before. You’ll be given huge autonomy, the opportunity to gain mastery, and the chance to work in a team that holds each other accountable to succeed.
• Truly Agent-Native Culture:
  • At Keycard, we don’t just enable others to adopt agents — we use them ourselves to build. You’ll help shape an organization that embeds AI into its foundation as an enduring competitive advantage.
• Compensation With Upside:
  • Market-competitive salaries and generous equity packages (4-year vest, 1-year cliff) give you the security to focus on building — and the asymmetric upside of ownership in a company chasing a category-defining mission.
• Comprehensive Benefits & Recharge:
  • Health, dental, vision, and paramedical coverage for you and your family, plus 4 weeks vacation, 11 statutory holidays, and 1 volunteer day annually. We encourage at least 2 weeks off each year to fully recharge.
• Tools That Keep You Ahead:
  • A new MacBook Pro, a $500 stipend for peripherals, and the best AI tools available so you can work at the forefront of agent-native workflows.
• Remote-First Flexibility:
  • We are a remote-first team prioritizing asynchronous collaboration, with hiring focused in North and South America. Work where you’re strongest — we just want the best.