Founding Revenue Operations Lead at Keycard Labs

Job description

ABOUT KEYCARD At Keycard, we're building identity and access infrastructure for the agent-native era, where software isn't static but a dynamic, constantly changing system of AI agents working on behalf of people and businesses. Keycard gives every agent a verified identity and issues short-lived, task-scoped credentials at runtime, so agents can only do what they were asked to do, and every action is fully auditable. We're backed by a16z, Boldstart, and Acrew, and our founding team built and scaled Snyk, Auth0, HashiCorp, and Heroku. 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. WHAT WE'RE LOOKING FOR - 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. WHAT WE OFFER - 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.

Requirements

Must-haves

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
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.
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.
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.
Take over HubSpot and the active workflows from the agency, audit what exists, and fix what's broken.

Nice-to-haves

None flagged.

Application prep

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Keywords to mirror

aisqlgo

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Effort: quick

Benefits

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