Revenue Operations Manager, Black Kite
$100-120k
+ Bonus & equity
Third party risk management software & solutions
Job no longer available
Third party risk management software & solutions
101-200 employees
Job no longer available
$100-120k
+ Bonus & equity
101-200 employees
Company mission
To improve the health and safety of the entire planet's cyber ecosystem.
Role
Who you are
- The ideal candidate is detail-oriented, process-driven, and capable of taking ownership of complex RevOps projects end-to-end
- 2-3+ years of Revenue Operations, Sales Operations, or Marketing Operations experience at a high-growth B2B SaaS company. Prefer company experience building from $XXm → $XXXm+ in ARR
- Proven ability to partner cross-functionally with Sales, Marketing, Customer Success, Finance, and Product teams
- Excellent analytical skills and the ability to source, structure, and activate data across our GTM operations for scalable success
- Hands-on experience with GTM tools (Salesforce and Clay preferred)
- Proven experience (or strong interest in) working with Clay as a GTM data orchestration platform
- Strong Salesforce expertise, specifically around data analysis (reporting, dashboards, etc)
- Experience with territory building, ICP development, quota management, and forecasting operations is highly preferred
- Strong project management skills with a bias for action and ability to juggle multiple priorities
- Ability to thrive in a fast-paced, scaling environment where process gaps exist and need to be solved
What the job involves
- We are seeking an experienced Revenue Operations Manager to join our growing GTM team. Reporting directly to the Director of Revenue Operations, this role will serve as a force multiplier for Sales, Marketing, and Customer Success by driving process efficiency, ensuring data integrity, and maximizing ROI from our GTM tech stack
- You’ll be expected to not only be able to build scalable systems and processes that directly impact pipeline generation, forecasting accuracy, customer retention, and operational efficiency, but also be able to independently analyze data to identify potential projects, test hypotheses on the potential impact, and ultimately drive those projects to completion in a self-sufficient manner
- Partner with Sales, Marketing, Customer Success, Operations, and Finance leadership to design and optimize GTM processes, ensuring strong alignment across all revenue-generating functions
- Provide insights and recommendations from data analysis to improve sales efficiency, win rates, and gross/net revenue retention
- Implement automation and AI-based processes to replace manual tasks, with a focus on scalable growth
- Own Salesforce administration and reporting: build dashboards, enforce data hygiene, and create visibility into pipeline health, lead flow, and customer expansion opportunities
- Support forecasting and pipeline management functions, ensuring accuracy across new business, upsell, and renewal motions
- Manage integrations and automation across the GTM tech stack, ensuring adoption and ROI
- Drive partner channel operations, including deal registration process improvements, partner reporting, and attribution
- Support territory design, quota setting, and compensation plan execution for Sales and Customer Success teams
- Document processes, build playbooks, and create repeatable systems to scale GTM execution
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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