Director of Revenue Operations

We live in a world where technology is rapidly changing the educational experiences of students and teachers everywhere, and we have the opportunity to shape how this change takes place. Kira's mission is to harness transformative AI technologies to make world-class personalized teaching and learning accessible to everyone. We are a rapidly growing startup backed by top-tier Venture Capital funds including New Enterprise Associates (NEA), Andrew Ng's AI Fund, and Primavera.

We are looking for a Director of Revenue Operations to build and own the operational foundation of Kira’s go-to-market organization. As our founding RevOps leader, you will own the systems, data, processes, reporting, and operating cadence that support Sales, Marketing, and Customer Success.

This is a strategic and hands-on role spanning GTM systems, forecasting and pipeline management, revenue planning, customer lifecycle operations, and cross-functional execution. You will work closely with GTM leadership, Finance, and company leadership to improve visibility, strengthen execution, and build a revenue engine that can scale.

What You'll Do

• Own revenue forecasting as a neutral, independent voice — define stage criteria, pressure-test close dates and deal health, and give leadership and the board numbers they can trust.

• Run the revenue operating rhythm, including pipeline reviews, forecast calls, QBRs, and annual and quarterly GTM planning, in partnership with Sales leadership.

• Own HubSpot end to end — architecture, data model, lifecycle stages, workflows, automations, permissions, and governance — so it becomes the trusted source of truth for every customer, lead, and deal.

• Build renewal and post-sale operations with Customer Success so every renewal and expansion opportunity is visible, owned, and tied to the ARR model.

• Administer and integrate the GTM stack, including HubSpot, Salesloft, Gong, and Starbridge; keep data flowing cleanly between tools and evaluate new tools, automation, and AI workflows as Kira scales.

• Own lead flow end to end — routing, source tracking, attribution, and handoffs — and partner with Marketing on funnel conversion and segment performance.

• Stand up deal desk processes, including quoting workflows and pricing and discount approvals.

• Own quota and commission operations, including plan mechanics, calculation, and validation, in partnership with Finance.

• Build dashboards and analyses on pipeline, bookings, conversion, win rates, sales cycles, and rep productivity, and deliver board-ready revenue reporting.

What We're Looking For

• 7+ years of experience in Revenue Operations, Sales Operations, or GTM Operations, including time at a high-growth B2B startup.

• Experience as a first or sole RevOps leader, building forecasting, CRM architecture, and reporting with little or no existing infrastructure.

• A track record of building a forecast process that leadership and a board relied on, including stage definitions, deal inspection, and holding sellers accountable to the data.

• Deep, hands-on HubSpot expertise across data architecture, lifecycle and object design, workflows, integrations, and reporting.

• Experience building renewal and post-sale operations alongside Customer Success.

• Experience designing and running quota, commission, and deal desk or discount approval processes.

• Experience inheriting systems built by others and stabilizing them — auditing, documenting, and fixing integrations and data quality issues.

• The credibility to influence Sales, Marketing, and Customer Success leaders without direct authority, and the judgment to deliver unwelcome numbers clearly.

• Strong analytical skills, with comfort building models and dashboards and translating them into decisions for executives.

• Comfort setting strategy and executing hands-on in a fast-moving, ambiguous environment.

Preferred

• Experience at a company selling to K–12 districts, higher education, or the public sector, with long sales cycles, procurement, and annual renewals.

• Hands-on experience with Gong, Salesloft, Starbridge, or similar GTM tools.

• Experience preparing revenue reporting for a board at Series B or later.

• Experience using AI and automation to reduce manual GTM work.

• Experience leading a CRM migration.

What We Offer

• Competitive compensation and equity. For applicants in the US, the salary range for this role is $165,000 – $185,000, depending on relevant experience and skill set.

• Medical, dental, vision and life insurance, including a medical insurance plan with 100% coverage of employee premiums.

• Flexible PTO policy and company holidays.

• DoorDash credit for lunch daily.

• Wellhub Membership: 100% company-paid access to premium gym networks (Orangetheory, SoulCycle), 60+ wellness apps (Headspace, MyFitnessPal, Apple Fitness+), and 1:1 coaching sessions spanning fitness, mental health, nutrition, and sleep.

• Dog friendly office 🐶.

Equal Employment Opportunity Employer

At Kira, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants without regard to race, color, religion, sex, pregnancy (including childbirth, lactation and related medical conditions), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information (including characteristics and testing), military and veteran status, and any other characteristic protected by applicable law. Kira believes that diversity and inclusion among our employees are critical to our success as a company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool. Selection for employment is decided on the basis of qualifications, merit, and business need.

Background Check

Kira will make a conditional job offer in line with local, state and federal laws, and a subsequent criminal, education, and employment history background check will then be issued.