What are the responsibilities and job description for the Revenue Operations Manager position at Kai?
Kai is the AI company rebuilding cybersecurity for the machine-speed era. Founded by second time founders and trusted by Fortune 500 enterprises, Kai is building a future where security has no categories, no silos, and no human speed bottlenecks. The Kai Agentic AI Platform replaces fragmented, human-limited workflows with agentic AI systems that continuously contextualize, assess, reason, and execute security work at machine speed - making human defenders, superhuman.
Why Join Kai
Why Join Kai
- Well-funded: With $125M raised, we have the capital, runway, and resolve to rebuild cybersecurity from first principles.
- Proven: We've earned the trust of Fortune 500 and Global 1000 companies, and we're just getting started. Their confidence in Kai reflects what we've built: an AI-powered cybersecurity platform that performs at the scale and speed the enterprise demands.
- Experienced founders: Our founding team consists of second-time entrepreneurs, each with over 20 years of experience in the cybersecurity industry. Their proven expertise and vision drive our ambitious goals.
- World-class leadership team: Our Heads of AI, Engineering, and Product bring extensive experience from some of the world’s most influential companies, ensuring top-tier mentorship, direction, and vision.
- Frontier AI Applied Research Team: Our researchers operate at the leading edge of agentic AI systems, translating breakthrough capabilities into real-world cybersecurity applications.
- Generous compensation: We offer highly competitive salaries, equity options, and a supportive work environment. Your contributions will be valued and rewarded as we grow together.
- Prior experience managing ownership of a company's CRM system of record.
- 3 years of experience in Revenue Operations, Customer Success Ops, Business Operations, Analytics, or GTM Strategy.
- Strong experience acting as a business partner to senior GTM leaders (CS, Partnerships, or Revenue leadership).
- Proven ability to build operations “from scratch” — not just maintain existing systems/processes.
- Prior experience in high-growth B2B technology heavy environments.
- Highly analytical and comfortable working with ambiguity, messy data, and evolving priorities.
- Strong ability to translate insights into action: recommendations, process changes, and system improvements.
- Serve as an administrator and subject-matter expert for our CRM and related GTM tools.
- Design, implement, and maintain automation workflows, sequences, pipelines, and lifecycle stages.
- Own system integrations across the tech stack.
- Build and maintain dashboards, reports, and data models to support Sales leadership.
- Conduct regular audits to ensure data cleanliness, accuracy, and governance.
- Evaluate, procure, and roll out new tools to improve sales productivity and analytics.
- Act as the first line of support for Sales reps, helping troubleshoot system issues, reporting questions, and process blockers.
- Maintain and optimize the lead-routing, account assignment, and territory management frameworks.
- Oversee the quote-to-contract operational flow and ensure compliance with pricing and approval rules.
- Support weekly forecasting—ensuring pipeline accuracy, data hygiene, and standardized commit definitions.
- Partner closely with Sales, Marketing, Customer Success, Product, and Finance to improve cross-functional alignment and workflow efficiency.
- Improve opportunity management standards and enforce best practices for deal progression.
- Monitor sales funnel performance and identify systemic bottlenecks or inefficiencies.
- Lead and execute strategic RevOps projects such as territory planning, capacity modeling, compensation structure updates, and annual planning.