Black Kite · 1 month ago
Director, Revenue Operations - Hybrid, Boston office
Boston, MA
Full-time
Hybrid
Lead/Staff, Director/Executive
$175K/yr - $225K/yr
5+ years expBlack Kite is a leader in cyber third-party risk intelligence, providing organizations with insights into cyber ecosystem risk. The Director of Revenue Operations will optimize revenue growth by aligning sales, marketing, customer success, and operations processes, overseeing revenue analytics and systems to enhance data-driven decision-making.
Cyber SecurityRisk ManagementSaaSSoftware
Responsibilities
Develop and implement a comprehensive revenue operations strategy to drive predictable revenue growth
Align sales, marketing, and customer success operations to maximize efficiency and effectiveness
Identify and remove bottlenecks in the revenue funnel by optimizing workflows, lead handoffs, and customer lifecycle management
Own pipeline forecasting and revenue modeling, ensuring accuracy and data integrity
Partner with Finance to support quota setting, incentive planning, and budgeting processes
Oversee the tech stack (CRM, marketing automation, analytics tools) to ensure seamless integration and data accuracy
Lead the selection, implementation, and optimization of key RevOps tools such as Salesforce, HubSpot, Outreach, Gong, and others
Improve lead routing, account scoring, and sales engagement workflows to increase conversion rates
Standardize SLA agreements between Marketing, Sales, and Customer Success for handoffs and follow-ups
Build and maintain real-time revenue dashboards to track key performance indicators (KPIs) across the revenue funnel
Own sales performance analytics, including conversion rates, win rates, deal velocity, and customer retention metrics
Provide data-driven insights to executive leadership, enabling strategic decision-making
Lead attribution modeling and campaign performance analysis to measure marketing ROI
Serve as a trusted advisor to Sales, Marketing, and Customer Success leadership, offering strategic insights to drive revenue efficiency
Establish and enforce data governance policies to maintain CRM and reporting accuracy
Qualification
Required
5-10 years of experience in Revenue Operations, Sales Operations, or a related field within a B2B SaaS company
Strong expertise in CRM systems (e.g., Salesforce, HubSpot) and revenue intelligence tools
Deep understanding of B2B SaaS revenue models, sales funnels, and customer lifecycle management
Proven ability to analyze data, forecast revenue trends, and drive strategic decision-making
Experience working cross-functionally with Sales, Marketing, Finance, and Customer Success teams
Strong project management and process improvement skills
Excellent communication, leadership, and stakeholder management skills
Benefits
Performance-based bonuses
Equity
Flexible healthcare options
Paid time off
Retirement savings programs
Company
Black Kite
Black Kite provides comprehensive Security-as-a-Service solutions focused on cyber threat intelligence, vulnerability management.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$36MKey Investors
Volition CapitalMoore Strategic VenturesGlasswing Ventures
2021-10-13Series B· $22M
2020-10-06Series A· $7.5M
2019-02-19Seed· $3.5M
Leadership Team
Candan Bolukbas
Chief Technology Officer
Eireann Connolly
Chief Revenue Officer (CRO)
Recent News
Company data provided by crunchbase