Founding Revenue Operations Lead

At Keycard, we're building identity and access infrastructure for the agent-native era, where software isn't static but a dynamic, constantly changing system of AI agents working on behalf of people and businesses. Keycard gives every agent a verified identity and issues short-lived, task-scoped credentials at runtime, so agents can only do what they were asked to do, and every action is fully auditable.

We're backed by a16z, Boldstart, and Acrew, and our founding team built and scaled Snyk, Auth0, Hashi Corp, and Heroku.

We're hiring our first Rev Ops leader to build Keycard's revenue engine from the ground up. We sell top-down to large enterprises and we're launching a developer self-serve motion. Today, an agency manages our GTM systems. You’ll bring that work in-house. You'll set the strategy for how we plan, measure, and forecast, and you'll build the first version yourself: connecting our systems, pipelines, and data so sales, marketing, and post-sales can run repeatable motions.

You’ll own both the strategy and the implementation. One week you'll be in a planning session with the founders on capacity and targets. The next, you'll be setting up routing rules, fixing an integration, or building a report. Once our GTM motions prove repeatable, you'll help decide how to grow the function, and that could include building a team around you.

Set the strategy

• - Funnel design:
  Define lifecycle stages, lead and account scoring, routing, and attribution across sales-led and self-serve paths, and get Sales and Marketing to agree on them.
• - Planning and capacity:
  Build the capacity and headcount model that ties hiring to revenue targets.
• - Forecasting and reporting:
  Own the forecast process, pipeline reviews, and GTM metrics for the leadership team and the Board, in partnership with GTM leaders.
• - Targets and territories:
  Work with Sales leadership on segmentation, coverage, quotas, and comp plans.
• - Post-sales operations:
  Work with the post-sales team to define customer health, renewal, and expansion metrics.
• - Make tooling decisions:
  Decide what to buy, build, or replace as volume grows, starting with CRM scale and cost.
• - Proactive analytics:
  Monitor key metrics and flag trends, opportunities, and warning signs early, so GTM leaders can act on them.

Build v1 yourself

• - Own the stack:
  Take over our GTM tools, such as CRM (Hub Spot) and enrichment (Clay), along with the workflows already built on them, and bring that work in-house within your first few months. Connect the systems our data lives in so it flows automatically instead of through manual imports.
• - Automate the repeatable work:
  Event lead processing, lead routing and rep assignment, nurture enrollment, and product-qualified lead alerts. Use AI and agents where they're the fastest path.
• - Stand up the self-serve handoff:
  Work with Product and our data partner so trial signups and usage signals reach the right rep with context.

• - You've done both:
  Strategic Rev Ops experience at a B2B software company (setting definitions, building forecasts, informing GTM decisions) and hands-on experience building the systems behind it.
• - Deep CRM expertise:
  You've set up and administered Hub Spot or Salesforce yourself, including workflows, custom objects, integrations, and reporting, not only managed someone who did.
• - Technical enough to integrate:
  You're comfortable with APIs, webhooks, and tools like Clay, n8n, or Zapier. Light scripting or SQL is a strong plus.
• - Enterprise deal cycles and self-serve funnels:
  You've supported complex, multi-stakeholder deal cycles. Experience with product-led or self-serve funnels is a strong plus.
• - Clear v1s over perfect systems:
  You know what to build now…