Senior Revenue Operations Manager

Kit

2d•Remote

About The Position

We're looking for a Senior Revenue Operations Manager to build the systems, processes, and insights that enable our go-to-market teams to operate efficiently and drive predictable revenue growth across product tiers as we grow from $50 to $100M ARR. You will be Kit's first dedicated Revenue Operations hire, establishing the foundation for how we operate as we scale. You're a systems thinker who thrives on bringing order to complexity. Data is your north star, but you know how to translate insights into action. You're an expert in HubSpot and understand that technology is only as good as the processes and people behind it. You combine analytical rigor with practical execution and cross-functional influence. You partner closely with Sales, Marketing, Finance, and Customer Success to shape both the "what" and the "how." You thrive in ambiguity, take ownership, and elevate the teams around you. Your support system You'll report to Dave Altarescu, Chief Revenue Officer, working as his strategic partner in driving operational excellence across our revenue functions. You'll collaborate with our Sales & Migrations team (5 people), Marketing team (9 people), and Creator Growth and Deliverability team (11 people), as well as Product, CX, Kit Ads, Finance, and Data teams. You'll also have access to a network of operators across Kit for support and knowledge-sharing, and will start with a peer onboarding buddy who will help you navigate our systems, data landscape, and company culture. What you'll do First Week: Dive into our HubSpot instance and revenue tech stack, including Gong, Intercom, QuotaPath, and Omni. Understand our current CRM configuration, reporting infrastructure, and how data flows between systems. Map our product-led and sales-led growth motions. Take part in Get To Know You's to meet our distributed team and understand how revenue teams operate today. First Month: Work through your personal onboarding plan. Conduct a thorough audit of our revenue operations, identifying bottlenecks, gaps, and opportunities as we scale our sales-led growth motion. Meet with stakeholders across Sales & Migrations, Marketing, Creator Growth and Deliverability, and Finance to understand their pain points and priorities. Document current processes and quick wins. Contribute to at least one process improvement or reporting enhancement. First Six Months: Establish yourself as the go-to expert for revenue analytics across the Growth Org, using Hubspot as the centralized hub for tracking the customer funnel. Work with the Marketing, Business Development and Sales teams to establish playbooks and optimize lead generation, routing, and attribution between PLG and sales-led motions. Work with the Sales and Migration team to build sales dashboards that create momentum and support productivity. Enable Creator Growth Managers to track and influence expansion opportunities, both through Creator Pro upsell and leveraging subscriber-tier thresholds. Drive adoption of new workflows across teams. Build trusted partnerships with revenue leaders. Present insights and recommendations that influence strategic decisions about our go-to-market approach.

Requirements

Deep expertise with HubSpot, including administration, customization, workflow automation, and optimization across Sales Hub, Marketing Hub, and Service Hub
Strong proficiency with data analysis and visualization tools such as Excel/Google Sheets, Omni, or similar BI platforms
Experience with revenue tech stack tools such as Gong (conversation intelligence), Intercom (customer communication), and other sales/marketing platforms
Understanding of revenue metrics and operations fundamentals — from lead scoring and qualification to pipeline velocity to customer acquisition cost to expansion revenue
Ability to translate complex data into clear insights and actionable recommendations, with strong business acumen to understand how operational decisions impact revenue outcomes
Clear and concise communication skills, able to explain technical concepts to non-technical stakeholders and drive alignment across diverse teams
Managing and optimizing HubSpot at scale, including data hygiene, workflow automation, integration management, and custom reporting
Building dashboards and reports that enable data-driven decision-making for sales, marketing, and leadership teams
Working in environments with both product-led growth and sales-led growth motions, understanding the operational nuances of each
Leading cross-functional projects that improved operational efficiency, data accuracy, or revenue predictability
Working in high-growth SaaS or subscription businesses where you've had to build or scale revenue operations processes
Championing solutions that demonstrated measurable impact on revenue metrics or operational efficiency
High agency and ability to work independently while collaborating effectively with stakeholders across the organization
Systems thinking mindset — you naturally see how pieces connect and can architect solutions that scale
Strong interest in AI and eagerness to experiment with tools that make revenue operations more efficient and effective
Comfort with ambiguity and the ability to bring structure to undefined problems — you're building something new here
Detail-oriented with a commitment to data accuracy, while maintaining perspective on the big picture
Embraces learning with growth mindset and demonstrated ability to master new tools and processes quickly

Nice To Haves

Experience in creator economy, SaaS, or subscription businesses serving individual creators or small businesses
Advanced HubSpot certifications (HubSpot Revenue Operations or similar)
Proficiency with SQL for data analysis and custom reporting
Background with sales compensation, commission tracking, or revenue recognition processes
Familiarity with pricing strategy and packaging for tiered subscription models
Background in both B2C and B2B go-to-market motions
Experience working and closing deals as an Account Executive or Customer Success Manager

Responsibilities

Dive into our HubSpot instance and revenue tech stack, including Gong, Intercom, QuotaPath, and Omni. Understand our current CRM configuration, reporting infrastructure, and how data flows between systems. Map our product-led and sales-led growth motions. Take part in Get To Know You's to meet our distributed team and understand how revenue teams operate today.
Work through your personal onboarding plan. Conduct a thorough audit of our revenue operations, identifying bottlenecks, gaps, and opportunities as we scale our sales-led growth motion. Meet with stakeholders across Sales & Migrations, Marketing, Creator Growth and Deliverability, and Finance to understand their pain points and priorities. Document current processes and quick wins. Contribute to at least one process improvement or reporting enhancement.
Establish yourself as the go-to expert for revenue analytics across the Growth Org, using Hubspot as the centralized hub for tracking the customer funnel. Work with the Marketing, Business Development and Sales teams to establish playbooks and optimize lead generation, routing, and attribution between PLG and sales-led motions. Work with the Sales and Migration team to build sales dashboards that create momentum and support productivity. Enable Creator Growth Managers to track and influence expansion opportunities, both through Creator Pro upsell and leveraging subscriber-tier thresholds. Drive adoption of new workflows across teams. Build trusted partnerships with revenue leaders. Present insights and recommendations that influence strategic decisions about our go-to-market approach.

Benefits

Profit Sharing
Kit equity
401k with a 5% match
We cover up to $2,100 per month toward medical premiums, with dental and vision premiums fully covered. We offer Health Insurance plans through Aetna
$2,000 equipment allowance for your first two years, $1,000 budget every following two years. Company-provided laptops are issued to every Kit team member and are not included in the equipment budget
Individual learning + development budget ($3,500/year)
Gender affirming benefits
Childcare benefit up to $3,000 annually
Twenty (20) days of paid time off during each year of employment
Paid paid vacation: An after-tax bonus of $1,000 for taking five consecutive days of vacation where you’re fully unplugged from work
Ten (10) paid holidays a year
Two weeks of paid sick time each year, including mental health + well being days
Twelve (12) weeks paid parental leave and flexible scheduling in your child’s first year
Up to six weeks of paid bereavement leave, medical leave, and disaster after six months of employment, two weeks of each paid leave in your first six months
Winter Break Closure: Kit closes for a week at the end of December, giving everyone a collective break to enjoy the holiday season. Essential support services remain available, with teams coordinating to ensure coverage during this period
Four-week, paid sabbatical after five years with the team
Fantastic in-person or virtual retreats with the team twice a year