Senior Manager, Revenue Operations

Job description

## About Kalepa: Insurance is a $7T global industry built on professional labor: underwriting, claims, pricing, operations, and distribution. Kalepa is building AI that can perform that work. We create professional-grade AI systems for insurers: software that can read, reason, decide, and act inside real workflows and operate over long-time horizons. Kalepa begins by augmenting professionals with the tools to succeed at their jobs. That earns us the right to learn from real decisions, capture decision traces, and automate what can be automated successfully over time. Our products are already in production with leading insurers, driving measurable outcomes and expanding across functions. The opportunity is far broader than any single workflow: to build the AI operating system for decision-making across insurance. For people who want to work on AI that matters, in a sector where correctness, trust, and real-world impact count, Kalepa is just getting started. Kalepa is backed by leading investors such as IA Ventures and Inspired Capital, and our team brings experience from Facebook, Palantir, Google, Amazon, McKinsey, Mastercard, and Uber. ## Our Values (This is important): Many organizations have a dusty list of corporate values that no one ever follows. Kalepa is not one of those companies. Our values are designed to unlock the potential of our employees. Success at Kalepa is bred from five core principles: - **Hustle and Determination** - We hire people who take full ownership of their craft and relentlessly pursue excellence with speed and determination. We choose the hard problems and do not give up. This is the foundation of how we work and how we win. - **Deliver Customer Impact** - We're obsessed with customer impact. Every feature, every line of code, every decision is measured against one question: does this help insurers make better decisions? If it doesn't drive speed, accuracy, or profitability for our customers, we don't build it. - **Meritocracy** - We're building something exceptional, and that requires exceptional people and ideas. We have a high bar but we reward excellence with rapid growth. If you're the best at what you do, you'll thrive here. - **Transparency** - We value honest, transparent communication over politics. We challenge ideas, not people. We say what needs to be said, even when it's hard. This is how we solve problems fast and find the truth. - **Experiment Relentlessly** - Many of the problems we face have never been solved before. We tackle them by testing quickly, measuring rigorously, and iterating until we find the path forward. Speed of learning is our advantage. In addition to our NY office, we have remote employees speaking 10+ languages across the globe. But we invest in bringing our people together both for regional meetups and global offsites (2021 - Playa Del Carmen | 2022 - Rome | 2023 - Buenos Aires | 2024 - Lisbon | 2025 - Cartagena). Kalepa’s culture isn’t for everyone, and that’s ok. But for the people who are a fit, they can’t imagine working elsewhere. ## **About the role:** **Cash Compensation:**$190-250K **Location:**USA (Remote) Kalepa is bringing on our first dedicated Revenue Operations hire to build and scale the operating system behind our go-to-market team and drive Kalepa’s rapid growth. This is a high-impact, foundational role that will allow you to design systems from scratch: forecasting, pipeline management, territory design, analytics, and other critical revenue operations projects. You’ll report to the Vice President of Operations, partner closely with the Chief Revenue Officer, and work daily with Sales, Marketing, Client Success, and the founding team. ## Key Responsibilities: - **Forecasting and pipeline management**: Develop Kalepa’s forecasting methodology, run the regular pipeline/forecast cadence with leadership, and surface risks early. - **Own a GTM tech stack for the AI era:** Oversee the entire tech stack, including but not limited to our CRM (HubSpot), data enrichment tools, and AI-powered automation. You’ll evaluate and implement new tools to accelerate growth and productivity of our GTM teams. - **Compensation**: Work closely with our CRO and finance to design compensation plans that align with Kalepa’s goals. - **Book of Business and Capacity Planning**: Build territories in partnership with the CRO, including account segmentation, quota setting, and annual GTM planning. - **Analytics and Reporting**: Be the source of truth for GTM metrics and reporting - including for Kalepa’s executive team and board meetings. ## About you: - 7+ years in Revenue Operations, Sales Operations, or GTM Strategy & Operations at a high-growth, VC-backed AI/SaaS startup - Experience as the first or an early RevOps hire, building the function from scratch and owning it all (or significant pieces of it). - A track record of working with GTM and finance leadership to design GTM compensation plans and running them. - Experience building forecasts for enterprise sales motions with long, multi-stakeholder cycles. - Comfort presenting to executives with a clear recommendation, and the judgment to deliver data-driven insights. - Experience owning and implementing a modern, AI-powered GTM tech stack ## What you’ll get: - Competitive salary (based on experience level). - Significant equity options package. - 401(k) plan with employer contribution (regardless of employee contribution) - Excellent benefits: 100% covered medical, 100% covered vision and dental for individuals and families, and others - Work with an ambitious, smart, global, and fun team to transform a $7T global industry. - 20 days of PTO a year - Global team offsites (2021 - Playa del Carmen, 2022 - Rome, 2023 - Buenos Aires, 2024 - Lisbon, 2025 - Cartagena) - Healthy living/gym stipend. Mobile phone bill stipend. - Continuing education credits. - Paid parental leave. \**The salary range listed is an estimate and will vary based on a variety of factors. Final compensation will be determined during the offer stage based on relevant experience, performance during the interview process, and geographic location, and may therefore differ from the posted range.*