Revenue Operations Lead

About Kernel

Agents are starting to sell, buy and operate on behalf of companies. But before an agent can close a deal, qualify an account, route a lead or assess risk, it has to answer a basic question: which company is this?

Today, that answer is messy, and no one answers it reliably. Business identity lives across CRMs, ERPs and third-party datasets full of duplicates, missing parent companies, stale addresses and incorrect enrichment. The cost shows up across the enterprise: sales teams miss revenue opportunities because they lack the right account context; operations teams take on avoidable exposure because risk signals are fragmented or wrong; and finance teams end up chasing, writing off, or defaulting on bad debt that should have been caught earlier.

Humans have worked around that mess for years. Agents cannot. They need a reliable business identity layer they can trust.

Kernel is building that layer: the business registry for agents. We issue a permanent Kernel ID for every business, plus the context an agent needs to act on it. Ops, data and revenue teams at Gong, Legora, Mistral, Canva and Notion already use Kernel on their own systems. Agents are next, and there will be far more of them.

We have raised $20M from top VCs and operators at Plaid, OpenAI, Slack and others, and we are growing 10x YoY.

The Role

We’re looking for a RevOps Lead to own the systems, data and operating rhythms behind Kernel’s revenue engine. You’ll work across Sales, Marketing, and Finance to build and own GTM systems that take us to $100m+ ARR.

This is a builder role and our first dedicated RevOps hire. You’ll improve the foundations already in place while designing what Kernel’s RevOps model should become as we scale. You’ll also be Kernel’s own internal customer, deploying Kernel on our CRM to improve our data, pressure-test the product in real workflows and turn what we learn into useful feedback for Product and Engineering.

You’ll report to Arvin Ashrafi, Head of Finance & Operations, and partner closely with our Finance & Operations team and GTM leadership.

What You’ll Be Doing

• Run the revenue operating rhythm: own pipeline management, forecasting, funnel reporting, quota planning, GTM incentive compensation and the systems behind renewals and expansion - giving leadership a clear view of performance, risk and what needs attention
• Make the GTM team more productive: simplify processes, automate repetitive work using AI agents and improve handoffs so Sales, Marketing and Account Management can spend more time with customers and less time on admin
• Make our outbound motion better: improve targeting, account prioritization, routing, sequencing and performance measurement so the team consistently focuses on the right companies at the right time
• Own the GTM tooling and tech stack: make Salesforce the source of truth, own the systems around it and ensure our sales engagement, enrichment, and automation tools work together reliably
• Set the rules of engagement: own account assignment and routing, settle ownership disputes, and make sure every meeting booked and held is captured and credited to the right person
• Be Kernel’s own internal customer: deploy Kernel on Kernel’s CRM, use it to improve our GTM data and turn what we learn into useful feedback for Product and Engineering

What You Bring

• 3+ years of experience in Revenue Operations or Sales Operations at a high-growth Series A-D SaaS company. You have owned meaningful parts of the revenue engine end to end, ideally as the first or one of the first RevOps operators
• Deep Salesforce fluency: you understand objects, record types, fields, formulas, flows, validation rules, permissions, reports and data migration. You can reason about architecture and debug production behaviour
• Commercial judgement: you understand how meetings become pipeline, how pipeline is qualified and forecast, and how won revenue flows into implementation, expansion, renewal and retention
• Technical building ability: you have built and deployed AI or agent-assisted workflows into real operating processes, are comfortable with connecting different systems together, and can debug how systems behave
• Strong analytical skills: you can build funnel, capacity and revenue models, work confidently in spreadsheets, and reconcile numbers across systems
• Clear, low-ego communication: you can turn a messy request into a crisp decision, explain trade-offs to non-technical teams, push back constructively and drive adoption through influence rather than authority

It is a plus if you also have:

• Experience supporting an enterprise sales motion with multi-stakeholder deals and MEDDPICC.
• Experience with renewals, expansion, compensation, quota setting or planning
• Familiarity with Gong, Slack workflows, sales engagement platforms and modern data or enrichment tooling
• Experience building operational controls around LLM- or agent-powered workflows

⚠️ This role may not be for you if you:

• Prefer strategy and recommendations over configuring systems, cleaning data, investigating edge cases and debugging workflows yourself
• Need outlined requirements or stable priorities before you can make progress
• See RevOps primarily as CRM administration or ticket fulfilment rather than a revenue-generating operating function

❌ This role is definitely not for you if you:

• Are not comfortable taking broad ownership of a function
• Prefer a predictable, low-intensity environment
• Want to protect a 9-to-6 or a mostly remote setup - we are in the office together 4–5 days a week and the pace is high

What We Offer

We will do our best to offer you a ride of a lifetime. It will not be easy, but it will be thrilling.

• 💰 Salary: £70,000–£90,000 + equity
• 🗓️ 24 days holiday per year + bank holidays
• 🥕 £450 monthly office dinner allowance
• ✈️ 2 weeks work-from-anywhere
• 🍼 Generous parental leave policy
• 💼 Pension plan
• 💻 Top-spec equipment and central London office
• 🎉 Team events and dinners
• 🚀 Work directly with the founders to scale the systems that power enterprise AI
• 🏆 High-autonomy, high-trust environment with a small team shipping at pace

❤️ Team

Arvin Ashrafi, Head of Finance & Operations

Amin Shafi, BizOps Associate

Dave Bentham, Head of Sales

🎫 Visas & Relocation

Not offered for this role.

Interview Process

• Stage 1: Screening - Intro call
• Stage 2: Technical - In-person case interview
• Stage 3: Coffee chat - In-person discussion with our GTM team
• Final Stage: Values - Interview with founders for culture and values alignment

If there is mutual fit, we move to references and offer.