Director, Revenue Operations

K1X

12h•Remote

About The Position

K1x is transforming the tax software landscape with technology that simplifies and streamlines complex tax processes. Our platform delivers intelligent, automated solutions for businesses and tax professionals, reducing administrative burden and enabling compliance with greater speed and confidence. As a SaaS company committed to innovation, we integrate AI and automation across the customer experience, ensuring clients receive best-in-class support, enablement, and outcomes. Following our recent Series C, K1x is entering its next wave of growth. We are scaling our go-to-market organization to support predictable performance, stronger operating cadence, and board-ready visibility. As our revenue leadership structure matures, we are evolving the systems, processes, and analytics that run a high-performing revenue engine across new business, expansion, and renewals. The Director of Revenue Operations is a hands-on, cross-functional business operator responsible for evolving and running the revenue operating system that drives predictable performance. This role owns the forecasting cadence, commercial governance, territory model, whitespace and renewal intelligence, Win/Loss program, and the monthly executive reporting package that enable decision-ready visibility across the revenue lifecycle. This is not an oversight-only role. You will partner closely with the Head of Business Operations, the Head of Client Enablement, the VP of Partner Activation & Service Operations, Sales Leadership, Account Management, and Finance to translate signals from across the business into repeatable process and actionable insights. In this role, you will bring a mix of systems thinking, workflow design, and analytical rigor to every challenge. You understand how sales, account management, finance, and marketing intersect, and you thrive where those functions need structure, automation, and alignment to drive predictable revenue outcomes. You are deeply curious, data-driven, and focused on removing friction across the revenue lifecycle. You lead with an operator's mindset and bring a track record of running and refining operating systems that reduce manual effort while improving visibility, accountability, and performance. At K1x, you will lead Revenue Operations as a hands-on operator. Your work will focus on evolving and running the revenue operating system across forecasting, whitespace and expansion insights, commercial governance, Win/Loss, and executive reporting. You will operate as a senior power user of HubSpot, building the dashboards, reports, and workflows that drive commercial visibility, and partner closely with the Head of Business Operations, the Head of Client Enablement, the VP of Partner Activation & Service Operations, Sales Leadership, Account Management, and Finance to ensure processes and reporting scale with the business. You will run a consistent monthly forecasting cadence across new business, upsell, and renewals. You will execute revenue planning modeling under the direction of the Head of Business Operations. You will own pricing validation and deal approval workflows through PandaDoc and lead the evolution of the deal governance operating model as K1x's commercial motion scales, including the path forward on CPQ and quote-to-cash. You will maintain and grow whitespace and revenue under management reporting as a commercial cut of the broader valuation and consumption layer co-owned across leadership. You will own the recurring monthly executive reporting package, partnering with the Head of Business Operations on the leadership and board narrative, ensuring leadership has trusted, decision-ready visibility across revenue, forecast, sales performance, marketing analytics, territory and capacity, and revenue under management. This role requires strong cross-functional partnership, comfort with iteration, and high personal ownership. You will operate in a fast-moving, highly collaborative environment where clarity, innovation, and execution are expected every day.

Requirements

5+ years of experience in Revenue Operations, Sales Operations, GTM Operations, or Business Operations roles, ideally in B2B SaaS
Demonstrated track record of running and refining revenue processes, including forecasting cadence, deal approvals, and performance reporting
Strong experience building reporting and workflows in CRM systems, with HubSpot strongly preferred
Strong analytical capability and comfort defining metrics, building reporting frameworks, and turning insights into recommendations and action
Experience partnering with Finance and Sales Leadership on pricing governance, approvals workflows, quota planning, and compensation support
Comfort working in imperfect data environments and improving instrumentation and data quality over time
Strong cross-functional communication skills, with the ability to drive alignment and adoption across Sales, Account Management, Marketing, Finance, Service Operations, and Product

Nice To Haves

Customer-Centric Mindset - You are obsessed with making the customer experience better, whether through AI, automation, insight or simplification
Relentless Execution - You don't just strategize-you build, test, iterate, and deliver with urgency and ownership
Problem Solver - You tackle complexity head-on and thrive in building solutions that improve scale, speed, or clarity
Systems Thinker - You design for repeatability-creating frameworks, workflows, and automation that elevate team capacity and consistency
Cross-Functional Connector - You bring people together across teams, aligning systems and priorities around the customer lifecycle
Tech-Savvy & Data-Driven - You embrace AI, automation, and analytics as force multipliers-and know how to operationalize them
Energy & Passion - You lead with effort, energy, and enthusiasm-modeling commitment and motivating others to raise the bar

Responsibilities

Run and refine the monthly forecasting process covering new business, upsell, and renewals, including early-month submissions during the first 7 to 10 calendar days, validation workflows, and accuracy benchmarking
Support annual and mid-year revenue and quota planning by building models, validating inputs, and ensuring systems and reporting are ready for rollout and tracking, including segment targets, capacity-to-quota math, and scenario inputs
Expand current reporting and analytics that improve forecast reliability over time, including forecast versus actual, attainment trends, and accuracy by segment and role
Build and maintain HubSpot dashboards, reports, and views that deliver business visibility and insights, including revenue, pipeline, forecast accuracy, AE performance, and territory health
Own the recurring monthly executive reporting package across revenue and forecast, sales performance, marketing analytics, territory and capacity, and revenue under management
Run and refine the Win/Loss program, including data capture, interview coordination, theme synthesis, and monthly distribution to product, marketing, and sales leadership
Maintain and grow whitespace reporting that quantifies serviceable revenue versus captured revenue as a commercial cut of the broader valuation and consumption layer co-owned across leadership, enabling upsell opportunity identification and territory optimization
Design and operate the territory model, including segment cuts, account assignment, book balancing, and AE capacity tracking
Own RUM (Revenue Under Management) reporting and renewal tracking, covering renewals, upsell, and territory cuts, with operational cadence, dashboards, and at-risk visibility
Own the deal approval operating model and workflow across pricing validation, discount governance, and cross-functional approvals in PandaDoc
Track and analyze discounting trends, approval cycle times, and exception frequency, and drive improvements
Lead the evolution of the deal governance operating model as K1x's commercial motion scales, including the path forward on CPQ and quote-to-cash
Own administration of select sales tools and operate as a power user across the broader commercial sales tooling stack
Serve as a power user and requirements partner on K1x's AI agent portfolio, shaping requirements for commercial-facing agents
Own Rev Ops system setup for new hires, ensuring fluent ramp on HubSpot views, deal flow, pipeline expectations, and reporting tools