KBRA is seeking a highly detail-oriented and self-directed individual to oversee sales and revenue operations, owning the integrity, structure, and usability of our sales and financial data across Salesforce and NetSuite. This role will lead the evolution of our operational data into a streamlined, reporting-focused environment, including scalable processes and documentation to support long-term growth, while ensuring ongoing data integrity and maintenance. This is a strategic, hands-on role requiring someone to independently diagnose issues, implement solutions, and drive cross-functional alignment across multiple functions.
As KBRA continues to scale, the Director of Revenue Operations will lead the transition to a reporting-centric operating model. Approximately 70% of the role will focus on building and transforming—including analyzing current-state processes, redesigning data structures, standardizing workflows, and implementing scalable systems and documentation. The remaining 30% will focus on maintaining and improving data quality, supporting ongoing reporting, and ensuring process adherence across the organization.
This role sits at the intersection of Business Development, Finance, and Technology, with end-to-end ownership of revenue data integrity, reporting, and process design across Salesforce and NetSuite. You will be responsible for evaluating existing processes, identifying gaps, and driving the execution of improvements that enable reliable pipeline reporting, detailed sales & financial reporting, and operational scalability. You will partner closely with stakeholders across KBRA to align systems, define clear operating cadences, and establish a single source of truth for key metrics.
The ideal candidate is highly detail-oriented, systems-minded, and comfortable operating independently, able to identify what’s broken, implement solutions, and enforce the standards needed to sustain them.
Lead the transition to a reporting-centric data model across Salesforce and NetSuite, ensuring consistency and reliability of revenue data
Analyze current systems, data, and workflows; identify gaps and implement scalable solutions to improve accuracy and efficiency
Own and execute data cleanup and standardization initiatives to establish a trusted foundation for reporting and ensure data quality, monitoring, and continuous process improvement
Define and enforce data governance, field definitions, and naming conventions across systems
Design and implement end-to-end processes and best practices across the deal lifecycle, aligning Business Development and Finance workflows
Partner cross-functionally with Business Development, Finance, Technology, Legal, and other functions to drive operational improvements and system alignment
Maintain accurate daily pipeline outputs, and detailed revenue reporting, supporting business planning, forecasting, and executive decision-making
Support and drive systems integrations, automation, enhancements, and data alignment (Salesforce, NetSuite, and other tools) to ensure seamless data flow, scalability, and reporting consistency
Create and maintain clear documentation for data definitions, processes, and system usage; establish a single source of truth
Train and onboard stakeholders on new processes and tools to ensure adoption and long-term sustainability
You are a highly detail-oriented and systems-minded operator who takes ownership of complex, ambiguous problems and drives them to resolution. You are comfortable working independently but know when to engage stakeholders to build alignment and move initiatives forward.
You have a strong bias toward structure and clarity, with a drive to improve and standardize existing processes. You are naturally curious, analytical, and able to connect data, systems, and workflows to business outcomes.
You are energized by transforming messy, inconsistent environments into clean, scalable, and well-documented systems, and you take pride in building solutions that reduce manual effort and improve reliability over time.
Possess deep expertise in Salesforce, including data architecture, reporting, and integrations; experience with NetSuite or a similar ERP platform is strongly preferred
Think holistically about system integration and designing end-to-end process workflows (pipeline to revenue, deal lifecycle, billing alignment), and have a strong track record of driving measurable improvements to sales operations and reporting processes
Have experience operating in a high-growth, evolving environment, where processes and systems are not fully defined and a proven track record of cleaning and standardizing complex, inconsistent datasets and implementing processes to maintain long-term data integrity
Has 10+ years of experience in Revenue Operations, Sales Operations, or related roles, with demonstrated ownership of data, systems, and process improvements
Are highly detail-oriented, with the ability to analyze complex datasets and translate them into clear, actionable insights
Proactively seek feedback from key stakeholders and use it to continuously refine processes, systems, and reporting outputs
Build strong cross-functional relationships and effectively collaborate with stakeholders while maintaining clear ownership of outcomes
Demonstrate strong communication skills, with the ability to influence stakeholders and tailor messaging across technical and non-technical audiences
Operate as a strong individual contributor, capable of owning initiatives end-to-end with minimal oversight
Take initiative in ambiguous situations, independently identifying issues and driving solutions without requiring detailed direction
Exhibit strong business judgment and organizational discipline, with a focus on scalability and long-term impact
Are outcome-oriented and proactive, with a sense of urgency and a bias toward action
Familiarity with Generative AI tools such as ChatGPT for research, data insights, and general productivity is a plus
The anticipated annual base salary range for this full-time position is $140,000 to $200,000. Offer amounts are determined by factors such as experience, skills, geography, and other job-related factors.
A hybrid work schedule (Tuesday, Wednesday and Thursdays in the office)
Competitive benefits and paid time off
Paid family and disability leave
401(k) plan, including employer match (100% vested)
Educational and professional development financial assistance
Employee referral bonus program
Kroll Bond Rating Agency, LLC (KBRA) is a full-service credit rating agency registered with the U.S. Securities and Exchange Commission as an NRSRO. Kroll Bond Rating Agency Europe Limited is registered as a CRA with the European Securities and Markets Authority. Kroll Bond Rating Agency UK Limited is registered as a CRA with the UK Financial Conduct Authority pursuant to the Temporary Registration Regime. In addition, KBRA is designated as a designated rating organization by the Ontario Securities Commission for issuers of asset-backed securities to file a short form prospectus or shelf prospectus. KBRA is also recognized by the National Association of Insurance Commissioners as a Credit Rating Provider.
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Kroll Bond Rating Agency (KBRA) is a Nationally Recognized Statistical Rating Organization (NRSRO) that provides credit ratings, research, and analytics on structured finance, corporate, financial institution, insurance, and public finance issuers, primarily serving institutional investors and issuers.
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