About Kalkomey

Kalkomey Enterprises is the trusted guide to outdoor success. Every year, millions of people rely on our platform to gain the knowledge and confidence needed to safely explore the outdoors.

Since 1995, Kalkomey has partnered with government agencies across North America to deliver the education that powers responsible outdoor recreation. Our courses and technology platforms support certification programs used by wildlife, parks, and boating agencies while helping outdoor enthusiasts develop the skills needed to safely enjoy activities like hunting, fishing, boating, and snowmobiling.

Today, Kalkomey offers more than 360 online learning experiences supported by integrated web and mobile applications. Together, these solutions help make outdoor recreation more accessible, responsible, and safe for generations to come.

We believe education builds confidence, and confidence opens the door to the outdoors.

About this opportunity

Kalkomey is entering a phase of meaningful growth, and this role will play a key part in how we scale. As we expand our platform, partnerships, and product capabilities, we are investing in more structured, data-driven ways of working across our Commercial organization.

This is a high-impact role for someone who thrives in dynamic environments and enjoys creating clarity from ambiguity. If you naturally leverage data, AI tools, and cross-functional collaboration to drive outcomes, this role will feel like home.

As Director, Revenue Operations, you will be the architect of our revenue operating system, bringing rigor, visibility, and momentum to a commercial organization that is ready to scale. This is a highly cross-functional, high-impact individual contributor role working directly with Sales, Account Management, B2B Marketing, Client Delivery, and Finance within a growing Commercial organization. You will own forecasting, pipeline health, CRM implementation, and the operating cadences that keep the team aligned and accountable.

This is a builder role. We are still maturing many of our systems and processes, and this person will have meaningful influence over how we build. You will select and implement our CRM, establish our data foundation, and design the processes and playbooks that will support growth for years to come. We are looking for someone who works smart, moves efficiently, and brings colleagues along through change.

You must reside in one of these US states: AZ, CO, FL, GA, IL, IN, KY, MA, MD, MI, MN, NC, NV, OR, PA, RI, TX, VA, VT, WI, or one of these provinces in Canada: Ontario 

What you'll do:

Forecasting, Pipeline Health & Operating Cadence 

• Own our revenue forecasting process end-to-end, spanning pipeline to close to renewals, driving accuracy through tight stage definitions, exit criteria, and consistent data hygiene. 
• Build and run a consistent weekly and monthly operating cadence with Sales, Account Management, and Marketing that drives accountability and surfaces risks early. 
• Create visibility into pipeline coverage, conversion rates, cycle times, win/loss drivers, and rep and segment performance; translate insights into action, not just reporting. 
• Monitor pacing against active account plans, diagnosing variances weekly, and coordinating cross-functional responses to recover gaps and protect revenue targets. 

CRM Implementation & Revenue Technology 

• Lead the selection, implementation, and adoption of a new CRM system, including defining requirements, managing the rollout, and driving rep and leadership engagement so it becomes the system of record. 
• Own data governance and hygiene across the GTM tech stack, ensuring reporting and decisions are built on clean, credible data. 
• Partner with cross-functional teams to streamline workflows, reduce manual effort, and scale tooling as the business grows. 
• Evaluate and deploy AI-enabled tools across the revenue team, spanning prospecting, pipeline management, forecasting, and coaching. A strong AI orientation is important to this role; we expect our team to work smarter through technology. 

Contracts, RFP Processes & Vendor Qualification 

• Build and manage a repeatable RFP response process, partnering with Sales and Agency Relations leadership to ensure submissions are timely, consistent, and positioned to win. 
• Own the vendor qualification and credentialing process, including maintaining required documentation, tracking renewal timelines, and coordinating across teams to ensure Kalkomey Enterprises meets buyer requirements at each stage of the sales cycle. 
• Establish a contract management cadence in partnership with legal and commercial leadership, defining standard templates, approval workflows, and tracking mechanisms,, so contracts move efficiently from negotiation to close without creating downstream risk. 
• Instrument contract and RFP activity in the CRM so pipeline visibility reflects the full commercial process, including procurement timelines, compliance requirements, and renewal obligations. 

Planning & Territory Management 

• Translate company targets into bottom-up sales plans by segment, geography, and vertical, owning quota setting, territory design, account assignment, and headcount and ramp modeling. 
• Scope and size TAM/SAM to inform capacity decisions and prioritization; identify and validate new ICPs through structured experiments in adjacent segments. 
• Partner with Finance on base/upside/downside scenarios and own the rep payback model, continuously optimizing headcount and territory to ensure spend is aligned to ROI targets. 
• Own the ICP governance cadence, using win/loss data, retention trends, and unit economics to keep targeting criteria current and operationalized in routing, stages, and tooling. 

Analytics, Reporting & Cross-Functional Alignment 

• Build dashboards and self-serve reporting that GTM leaders and reps actively use, translating complex data into clear, actionable insights. 
• Track and communicate key performance metrics,, including pipeline velocity, CAC/LTV, conversion rates, and rep productivity; establish consistent standards to support data-driven decision-making. 
• Partner with Account Management on renewal forecasting and expansion pipeline; work with B2B Marketing on closed-loop pipeline reporting and channel/campaign optimization. 

Process Design & Execution Standards 

• Define and continuously improve the end-to-end sales process, standardizing definitions, enforcing discipline, and simplifying rep workflows through automation and guided data capture. 
• Establish 'what good looks like' playbooks for pipeline creation, deal management, and forecasting; support rep onboarding and ongoing development. 
• Strengthen handoffs across Sales, Account Management, and Client Delivery with clear SLAs and required data fields, ensuring deal wins translate into smooth launches. 
• Raise the bar on pipeline inspection and manager coaching by defining expectations, templates, and coaching workflows that shift reviews from status updates to high-quality, conversion-driving conversations. 

What you'll need:

• 8-12+ years in Revenue Operations, Sales Operations, or GTM Operations, ideally in growth-stage companies scaling revenue teams that sell to large institutional buyers with long sales cycles.
• Proven track record implementing and owning CRM systems at scale, with the ability to assess current state, identify gaps, and execute a rollout that drives real adoption.
• AI-forward in how you work, with a track record of using AI tools to work more efficiently, move faster, and eliminate manual effort.
• Strong analytical foundation with advanced proficiency in Excel/Sheets, BI tools, and CRM reporting; you translate data into decisions, not just slides.
• Solid command of GTM financial levers, including payback, CAC/LTV, pricing, and margin, with a track record partnering with Finance on planning, forecasting, and scenario modeling.
• Experience designing territory and quota models, running annual planning cycles, and owning the operational cadences that keep a commercial org aligned.
• A collaborator who drives change and brings people along, building trust across Sales, Marketing, Finance, and Operations, and comfortable challenging assumptions with leaders.
• Clear and direct communicator who can simplify ambiguity into crisp decisions and create artifacts such as one-pagers, dashboards, and executive updates that people actively use.
• Comfortable working in fast-paced, iterative environments where processes are still being built and your contributions have direct, visible impact.
• Genuine enthusiasm for the outdoors and an affinity for mission-driven culture is a plus; we are a team of people who care deeply about where we work and why.

Competencies

Strategic Thinking: Builds and evolves a scalable revenue operating model aligned with company growth goals. Translates business strategy into actionable operating plans.

Execution & Delivery: Drives initiatives from concept through implementation with a focus on measurable outcomes. Balances speed, quality, and long-term scalability.

Analytical Insight: Uses data to diagnose pipeline health, forecast performance, and identify growth opportunities. Translates insights into clear, actionable decisions.

Revenue Systems & Process Design: Designs and implements scalable systems, workflows, and CRM structures that improve efficiency, visibility, and consistency across the revenue organization.

Forecasting & Business Acumen: Owns forecasting accuracy and understands key revenue drivers including pipeline, conversion, CAC/LTV, and payback. Connects operational decisions to financial impact.

Cross-Functional Collaboration: Partners effectively across Sales, Marketing, Finance, and Operations to drive alignment and execution. Builds trust while influencing outcomes.

Change Leadership: Leads through ambiguity and drives adoption of new systems, tools, and processes. Brings teams along through change with clarity and structure.

AI & Operational Innovation: Leverages AI tools and emerging technologies to improve efficiency, automate workflows, and scale operations. Continuously seeks smarter ways to work.

Communication: Clearly communicates insights, plans, and recommendations to stakeholders at all levels. Simplifies complex data into usable outputs.

Ownership & Accountability: Takes full ownership of revenue operations performance, ensuring systems, processes, and outputs deliver against business goals.

What we offer:

In addition to a competitive salary and annual bonus, we offer these great benefits:

• We are a fully distributed company – unless specifically indicated in the job description, this is a work from home position 
• Employer matched 401(k)   
• Medical/Dental/Vision insurance with generous employer contributions (including HSA)   
• Maternity and Paternity leave and benefits   
• Three weeks of paid vacation, 12 paid holidays, a paid community service day, and a flexible work schedule   
• Annual wellness allowance, as well as a paid mental health day once a year for when you need it   
• Automatic WFH contribution to each paycheck   
• Employee Assistance Program (EAP)   

Kalkomey is an equal opportunity employer. We are committed to building a diverse and inclusive workforce and do not discriminate based on race, religion, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, age, sexual orientation, veteran or military status, or any other legally protected characteristics, Kalkomey is committed to providing reasonable accommodations for candidates with disabilities who need assistance during the hiring process. To request a reasonable accommodation, please email pops@kalkomey.com