Job Details

Come join the leader in cyber third-party risk intelligence! Black Kite gives organizations a comprehensive, real-time view into cyber ecosystem risk so they can make informed risk decisions and improve business resilience while continuously monitoring more vendors, partners, and suppliers in anever-changing digital landscape. Through an automated process, and a combination of threat, business and risk information, Black Kite provides cyber risk intelligence that goes beyond a simple risk score or rating. Black Kite serves more than 3,000 customers in a wide range of industries and has received numerous industry awards and recognition from customers. Learn more at www.blackkite.com.

About the role

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.

What you'll do

Revenue Strategy & Optimization

• 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.

Process & Systems Optimization

• 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.

Analytics & Insights

• 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.

Collaboration & Leadership

• 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.

Required Skills & Expertise

• 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.

The expected base salary range for this role is $175,000 - $225,000 USD per year. Compensation at Black Kite is more than just base pay - we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.