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Kion is a Series A startup revolutionizing CloudOps and FinOps with a unified platform delivering multicloud, multi-org, and multi-account visibility and controls. The company is 100% remote-first and headquartered outside Baltimore, MD.
As Revenue Operations Manager, you own the entire deal-to-delivery lifecycle. You are the person who gets deals across the line and serves as the trusted advisor to sales leadership on pipeline accuracy and deal structure.
Key responsibilities include:
• Own and operate the deal desk: review pricing, approve or escalate discounts and non-standard terms, and maintain approval discipline against a fast-moving sales team.
• Conduct first-pass contract review and redlines on customer paper. Work standard positions independently and escalate appropriately to counsel.
• Assemble the weekly forecast by scrubbing commits, chasing reps for accurate data, and building the number presented to Sales leadership and the COO.
• Generate quotes and order forms, verifying paper accuracy against what was actually sold.
• Own the pre-sales to post-sales handoff, including guided evaluations, onboarding kickoff, and confirmation that licenses and professional services are delivered and invoiced.
• Own the booking handoff into Finance and ensure accuracy of all passed data.
• Define and maintain the CRM data model and process definitions—what stages mean, what gets tracked, and what doesn't.
• Direct the outsourced RevOps partner: write specs they build against, triage intake, and hold them to scope and SLA.
• Act on AI-generated pipeline hygiene and win-loss analysis. Detection is automated; chasing reps and interpreting results is not.
• Serve as systems and process advisor to Sales, Marketing, Delivery, and Finance leadership.
• Own lead-to-opportunity hygiene at the top of the funnel, including conversion accuracy, first meetings booked, and lead source integrity.
• Support large marketing programs end-to-end from lead import through rep assignment to measurement.
• Define dashboards measuring GTM program investment and return, and spec them for the outsourced partner.
• Own the systems side of GTM changes: territory assignments, sales stage definitions, direct versus partner, and commercial versus federal.
This is deliberately not a Salesforce administration role. You decide what systems should do and write the specs the outsourced partner builds against.
REQUIREMENTS:
• 4+ years in deal desk, revenue operations, sales operations, or contract management at a B2B SaaS company.
• Direct ownership of a deal desk or deal approval process, including pricing approvals, discount authority, and non-standard terms.
• First-pass contract review experience. Comfortable redlining customer paper and confident about what needs to escalate to counsel.
• Experience assembling a forecast and holding sales reps to accurate commit data, including when they push back.
• Working fluency in Salesforce. Can build reports, read an object model, and write a clear change request. (Administration or architecture experience not required.)
• Experience directing an external vendor, agency, or contractor against a written scope.
• Track record operating with high autonomy at a small or lean company, rather than as one specialist inside a large ops team.
• Strong cross-functional communication. Can tell a rep no, explain why, and make it stick without formal authority.
• Working familiarity with federal procurement. Understand how buying through GSA schedules, distributors, and cloud marketplaces differs from commercial deals and what that changes in pricing and paper. (Expert-level knowledge not required, but should not be starting from zero.)
