Director, Revenue Operations

Company Overview

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-marketorganization 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.

Role Summary

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 eVort 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

Success Criteria

To be successful in this role, you will:

• Improve Revenue Predictability Through Forecast Accuracy and Operating Cadence

→ Increase forecast accuracy across new business, upsell, and renewals by establishing a consistent monthly submission, inspection, and analytics process, with measurable improvement in forecast variance and commit reliability over time

• Deliver a Repeatable Monthly Executive Reporting Package That Drives Decisions

→ Produce a consistent monthly reporting package that is trusted by leadership and supports performance management across revenue and forecasting, sales performance, marketing analytics, territory and capacity, and revenue under management, with reduced time spent reconciling numbers and increased time spent on decisions and action

• Increase Sales Efficiency and Deal Quality

→ Improve deal economics outcomes by reducing discount volatility, shortening approval cycle time, and increasing compliance with pricing and approval workflows, while enabling leadership to understand drivers of discounting and margin impact

• Scale Expansion and Renewal Visibility Through Whitespace, RUM Reporting

→ Maintain and grow whitespace and RUM [Revenue Under Management] reporting that improves identification of expansion opportunities, strengthens territory optimization inputs, and improves renewal visibility for leadership and account planning

• Convert Win/Loss Insight Into Cross-Functional Action

→ Run and refine a repeatable Win/Loss program that produces monthly insights for product, marketing, and sales leadership, driving measurable improvement in messaging, competitive positioning, and deal qualification

Responsibilities

Revenue Planning, Forecasting and Predictability

• 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

Business Insights and Reporting

• 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

Territory, Whitespace and Renewal Intelligence

• 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

Deal Validation and Governance

• 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

Systems and AI Operationalization

• 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

Qualifications

• 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

Difference Makers

Beyond experience and qualifications, what sets apart a great candidate?

• 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 eVort, energy, and enthusiasm-modeling commitment and motivating others to raise the bar

Benefits

• Unlimited Vacation Policy + Sick Time + Holidays
• Paid Parental Leave
• Fully Remote Opportunity
• Healthcare Benefits and 401K
• Scaleup Culture