RevOps Lead

Kernel; Germany; On-site; EUR 90,000 - 140,000; Full time

Job summary

Kernel is seeking a RevOps Lead to own the systems, data and operating rhythms behind Kernel's revenue engine. You’ll collaborate across Sales, Marketing and Finance to build and own GTM systems driving toward $100m+ ARR.

This builder role is the first dedicated RevOps hire, enhancing foundations while shaping Kernel's RevOps model for scale and aligning with internal customers and product feedback.

Qualifications

• 3+ years in Revenue Operations or Sales Operations at a high-growth SaaS company.
• Deep Salesforce fluency: objects, fields, formulas, flows, reports, data migration.
• Commercial judgement: pipeline, forecast, renewals, and revenue flow.
• Technical building ability: AI or agent-powered workflows and system integrations.
• Strong analytical skills: funnel models, spreadsheets, revenue reconciliation.
• Clear, low-ego communication: translate messy requests into decisions and drive adoption.

Responsibilities

• Run the revenue operating rhythm: pipeline management, forecasting, funnel reporting, quota planning, and GTM system ownership.
• Make the GTM team more productive: automate repetitive work using AI agents and improve handoffs.
• Improve outbound motion: targeting, account prioritization, routing, sequencing and performance measurement.
• Own the GTM tooling and tech stack: Salesforce as the source of truth; ensure integration of engagement, enrichment, and automation tools.
• Set rules of engagement: account assignment, ownership disputes, and ensure meetings are captured and credited.
• Be Kernel's internal customer: deploy Kernel on Kernel's CRM and provide feedback to Product and Engineering.

Skills

Salesforce fluency

Revenue Ops

Analytical skills

Communication

GTM knowledge

Tools

Salesforce

Gong

Slack

Job description

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 n