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Keycard is building identity and access infrastructure for the agent-native era, backed by a16z, Boldstart, and Acrew. The founding team includes leaders from Snyk, Auth0, HashiCorp, and Heroku.
You'll be Keycard's first Revenue Operations leader, building the revenue engine from the ground up. The company sells top-down to large enterprises and is launching a developer self-serve motion. Currently, an external agency manages GTM systems; you'll bring this work in-house and own both strategy and implementation.
STRATEGY & PLANNING
You'll define funnel lifecycle stages, lead and account scoring, routing, and attribution across sales-led and self-serve paths. You'll build capacity and headcount models tied to revenue targets, own the forecast process and pipeline reviews for leadership and the Board, and work with Sales on segmentation, coverage, quotas, and comp plans. You'll define customer health, renewal, and expansion metrics with the post-sales team, make tooling decisions as volume grows, and proactively monitor key metrics to flag trends and opportunities early.
BUILDING V1 YOURSELF
You'll take over the GTM stack (HubSpot, Clay, and existing workflows) and bring that work in-house within your first few months. You'll connect systems so data flows automatically instead of through manual imports. You'll automate event lead processing, lead routing and rep assignment, nurture enrollment, and product-qualified lead alerts—using AI and agents where they're the fastest path. You'll stand up the self-serve handoff so trial signups and usage signals reach the right rep with context.
YOUR FIRST 90 DAYS
Take over HubSpot and 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 major events. Recommend a GTM tool stack and a plan for how the function grows once motions prove repeatable.
CULTURE & OPPORTUNITY
You'll work at the frontier of agent-native systems with huge autonomy and the chance to shape an organization that embeds AI into its foundation. Once GTM motions prove repeatable, you'll help decide how to grow the function, potentially building a team around you. The company is remote-first, prioritizing asynchronous collaboration with hiring focused in North and South America.
REQUIREMENTS
- Strategic RevOps experience at a B2B software company: setting definitions, building forecasts, informing GTM decisions
- Hands-on experience building the systems behind RevOps (not just managing others who did)
- Deep CRM expertise: you've set up and administered HubSpot or Salesforce yourself, including workflows, custom objects, integrations, and reporting
- Technical comfort with APIs, webhooks, and tools like Clay, n8n, or Zapier; light scripting or SQL is a strong plus
- Experience supporting complex, multi-stakeholder enterprise deal cycles
- Experience with product-led or self-serve funnels is a strong plus
- Ability to prioritize v1s over perfect systems and document as you go
- Cross-functional influence to align Sales, Marketing, and Product on shared definitions
- 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
