Director of Revenue Operations, Black Kite
$175-225k
+ Performance-based bonuses and equity
Third party risk management software & solutions
Open for applications
Third party risk management software & solutions
101-200 employees
Open for applications
$175-225k
+ Performance-based bonuses and equity
101-200 employees
Company mission
To improve the health and safety of the entire planet's cyber ecosystem.
Role
Who you are
- 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
What the job involves
- The Director of Revenue Operations plays a strategic role in optimizing revenue growth across the entire customer lifecycle
- They are responsible for aligning and streamlining sales, marketing, customer success, and operations processes to drive efficiency, improve forecasting, and enhance data-driven decision-making
- The Director of RevOps oversees revenue analytics, systems, and process optimization to ensure scalability and predictability in revenue generation
- They work cross-functionally with leaders from Sales, Marketing, Finance, and Customer Success to remove friction in the revenue engine and accelerate business growth
- This is a hybrid role based in our Boston office headquarters
- You'll 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
Our take
An estimated one in four organizations suffered from a cyber-attack in the last year, hackers often attack companies through third parties, working their way into the organization through supply chain security vulnerabilities. Black Kite is the world’s first global third-party cyber risk monitoring platform, combining cyber ratings and quantitative risk to provide vulnerability management solutions.
Infamous ransomware groups such as Conti and Revil have invested in improving their methods of gathering information and finding an organization’s valuable assets. Black Kite’s suite of standards-based cyber risk assessment programs (which includes a Ransomware Susceptibility Index) provides a three-dimensional view of the health and safety of a company’s entire security ecosystem, uncovering cybercriminal loopholes.
The company has been focused on expanding its workforce and product development as it squares up against a slew of competitors including BitSight and VisableRisk. However, its simplified and comprehensive management solutions, position Black Kite to be the category-leading third-party cyber risk platform.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Company HQ
Prudential / St. Botolph, Boston, MA
Leadership
Paul Paget
(CEO)Paul joined Black Kite in January 2019 as a Senior VP, he then moved into the role of CEO later that same year. Previously, he was a Principal at LoudRumble, CEO and EVP of Strategy at Pwnie Express, and President & CEO at Savant Protection.
Candan Bolukbas
(Co-Founder & CTO)Prior to co-founding Black Kite in 2016, Candan was an Enterprise Security Services Manager at BGA Information Security & Consulting. He was also a Network & Security Administrator and Manager at the Presidency of the Republic of Türkiye.
Chris Bush
(CCO & COO)Chris joined Black Kite in 2020 as CCO, adding COO to his title in 2022. Previously, he co-founded Luana Technologies and served as the Head of Security at ObserveIT. He also spent 12 years at Novartis in various Managerial/Director roles.
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