Director of Revenue Operations



Sales & Business Development, Operations
United States
Posted on Saturday, May 25, 2024

About Kojo

It's time to build. Whether it's creating more housing, upgrading our infrastructure, or adapting to climate change, one thing is clear: the construction industry is at the center of solving our biggest problems. We’re making buildings cheaper and easier to build by transforming the way commercial construction companies buy their materials. Join us.

Founded in 2018, Kojo is now one of the fastest-growing construction technology companies in the world. Construction accounts for $10 trillion in global spend annually and we can’t live without its output - our roads, schools, hospitals, and offices. Despite this, there’s been very little innovation over the past 70 years in how materials - which constitute up to 40% of project costs - are bought and sold. This is our opportunity.

We’re looking for a high-impact Sr. Manager of Revenue Operations. Reporting to the CEO, this person will work closely with Sales, Marketing, and Customer Success teams by improving processes and owning all things revenue operations, with a particular focus on Sales strategy and Salesforce administration.

About the Role

This role will include:

  • Defining, calculating, monitoring, and reporting on Kojo’s revenue and performance metrics

  • Maximizing revenue by cascading top-line goals down to the team and rep level in an equitable and achievable way

  • Collaborating with stakeholders across our GTM teams to streamline processes, ensure accuracy of Kojo data, and generate insights

  • Partnering with Finance and GTM teams to facilitate and lead monthly business reviews outlining product and territory performance, leading indicators for revenue, and go-to-market efficiency

  • Serving as the subject matter expert for data and analysis of large cross-functional projects including refining territory assignment, pipeline reporting, renewals, upsells and cross sells, and sales cycle management

  • Providing Salesforce expertise and owning data quality across our systems

About You

A critically thinking data enthusiast who cares deeply about business partnership and operational excellence in vertical SaaS will thrive in this role.

What you’ve accomplished:

  • 5+ years of experience in Sales Operations, Revenue Operations, and/or Salesforce administration, with at least 1 year of people management experience

  • Expansive understanding of how vertical SaaS and sales organizations operate, including sales processes from start to finish

  • Deep Salesforce knowledge and experience, including configuration, flows, object creation, data organization, and external platform integration

  • Experience in our revenue operations tech stack preferred (Outreach, Gong, Docusign, Hubspot, etc)

  • An aptitude for quantitative analysis and strong attention to detail in all the work you do

  • Commercially-minded and excited to identify solutions grounded in data

  • Experience scaling a sales or revenue operations organization, bonus if you’ve done it from the ground up

What you care about:

  • Impact: You accomplish amazing amounts of important work by being fast-paced AND detail oriented; you measure results and are evidence-based

  • Intentional Communication: You are thoughtful around what type of communication is necessary to achieve your goals expediently

  • Innovation: You seek to understand the truth behind problems and find solutions to them

This role is remote for candidates in the US. The salary range for this role is between $160,000 and $185,000 inclusive of both base salary and variable compensation, base salary is commensurate with experience. See details about compensation ranges below.

Working at Kojo

Salary: Your salary will be dependent upon many factors, including your experience level, skillset, market dynamics and balancing internal equity relative to other Kojo employees. The compensation and benefits information that we provide is based on Kojo’s good-faith estimate as of the date of the job posting and may be modified in the future.

Benefits: This position is also eligible for a new hire equity grant and all US-based full time employees are eligible for our full suite of perks and benefits. For more information about our perks and benefits, check out

Location: Kojo’s team members work from home 100% of the time across North and South America. If applicable, we’ll identify the travel and/or location-specific requirements of a position in the text above. Otherwise, team members can expect to work business hours congruent with their local time zone and remotely.

Inclusive Workplace: Kojo values diverse perspectives and is committed to building an inclusive workplace. We are proud to be an equal opportunity workplace and do not discriminate on the basis of sex, race, color, age, sexual orientation, gender identity, religion, national origin, citizenship, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance, we consider for employment qualified applicants with arrest and conviction records. We strongly encourage people from underrepresented groups to apply.

Scam Notice: Please be aware that there are individuals and organizations that may attempt to scam job seekers by offering fraudulent employment opportunities in the name of Kojo. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Kojo will never ask for any personal account information, such credit card details or bank account numbers, during the recruitment process.