Vice President, Revenue Operations



United States
Posted on Friday, June 7, 2024
Are you ready to power the World's connections?
If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.
About the role:
Kong is looking for a VP of Revenue Operations who will lead strategy, planning, and operational execution for teams which support Kong’s full customer lifecycle, including Sales, Solutions Engineering, Marketing, Customer Success, Partners, and Services. You will develop and lead our GTM planning, while building and scaling our processes, systems, tools, metrics and playbooks that will make our GTM organizations world-class. This is a highly collaborative role and you will work day to day with our executive leadership team as well as our current GTM leaders. The need for this role is driven by our explosive growth and need for operational excellence and scale across our Globally diverse business and operations. You are passionate about audacious missions and setting goals to drive them. At Kong, you will create strategies to gain intelligence on over 40,000 companies leveraging our OSS Gateway and over 600 customers utilizing our enterprise products. You will build out a strategic GTM plan for our 25-year product vision. You will help continue to drive our incredible international adoption, while exponentially growing our America’s footprint.
Why should you want to work at Kong?
Market Opportunity - We are on a quest to build a $10b+ software company over the next few years and need YOUR help!
Why APIs Matter? APIs have been enabling innovation for decades!
Strong VC team, Series D, strong year over year revenue growth!
Technical Leadership - We are recognized as the leader in innovation in the connectivity space.
Marco, our CTO/co-founder - “We are the Cisco of L4 and L7” - CUBE Conversation, March 2021
We are the leading innovator in the connectivity space!
Amazing Team & Culture - Come be a "Konger" and find out what we mean.
Kong employees exemplify our culture at our 2022 Sales Kickoff
Building Great Products - Learn why the world's largest companies love our tech!
Over 250m+ downloads of our open source API gateway! Over 40k+ stars on Github between Kong API and Kong Insomnia!

What you’ll be doing:

  • Lead and scale a global cross functional, GTM strategy, planning, systems, analytics, programs and enablement organization chartered with building Kong’s revenue engine
  • Oversee key revenue operations planning work streams including annual planning, account prioritization, territory planning and optimizations, target setting, resource planning, and compensation plan design
  • Drive continuous improvement through standard operating cadences, including weekly forecast and metric reviews in addition to quarterly go-to-market business reviews
  • Define, document, and deploy new operational processes and ensure rigorous adoption across the GTM organization (pipeline hygiene, account ownership, discounting, renewals, expansions...etc.)
  • Partner with the GTM leadership to conduct deep analyses and develop force multiplier strategies that scale our growing GTM organization through accelerating pipeline generation, increasing win rates, and improving retention rates
  • And any additional tasks required by manager

What you’ll bring:

  • 15+ years of successful revenue operations and GTM experience ideally at a high-growth enterprise software startup with a broad international footprint
  • 10+ years of direct management experience in SaaS Sales Strategy, Operations, or related field
  • Sales Strategy & Planning experience, including TAM assessment, segmentation, sales capacity modeling, territory design, and quota setting
  • Track-record of collaborating with cross-functional partners to lead transformation and growth
  • Analytical and data-driven, with demonstrated experience finding data-driven insights to improve sales productivity
  • Strong project management skills including the ability to define and execute against project timeframes, dependencies and risk factors
  • Fluency with core Go-To-Market operating and metrics, including CAC, LTV, ROI, Conversion Ratios, and other Efficiency metrics
  • B.A./B.S. Degree, MBA is a plus
  • Open source software experience a plus
Kong has different base pay ranges for different work locations within the United States, which allows us to pay employees competitively and consistently in different geographic markets. Compensation varies depending on a wide array of factors, including but not limited to specific candidate location, role, skill set and level of experience. Certain roles are eligible for additional rewards including sales incentives depending on the terms of the applicable plan and role. Benefits may vary depending on location. US based employees are typically offered access to healthcare benefits, a 401(k) plan, short and long term disability benefits, basic life and AD&D insurance, among others. The typical base pay range for this role in the US is $250,000 - 300,000.
What is a Konger?
We are a group of makers, thinkers, and doers focused on helping today’s developers build tomorrow’s technology. Our teams work on the bleeding edge of API innovation to provide our users with a central nervous system for data and services.
We put design at the heart of everything we do, and we’re relentlessly focused on creating beautiful experiences for our customers. That’s why technology companies, major banks, e-commerce innovators, and government agencies put Kong in front of their most important web applications.
We believe in the power of Open Source and everything it stands for. That’s why developers around the world enthusiastically contribute on top of our open-source platform.
We are passionate about solving challenges that will fundamentally shape the future of technology, and we’re looking for the right people to join us on our mission. If you believe in taking ownership of your work, making an impact, and having fun along the way, we would love to talk to you.
Kong Core Values:
We are CUSTOMER CHAMPIONS. Customers are everything, we put them at the center of everything we do. We are all empowered to make an impact.
We are OWNERS. We are drivers, not passengers and own the quality and outcomes of our work.
We are UNSTOPPABLE. We work with purpose, obsession, and grit. It takes muscle to do hard things and doing hard things builds muscle.
We are REAL. We are genuine, principled, and confident without arrogance. Show respect and kindness, especially in tough moments.
We Are ACCELERATORS. We prioritize speed, iteration, and results.
We are GLOBAL. We work together from anywhere to achieve our common goals. Our differences make us stronger.
We are EXPLORERS. We value ideas over hierarchy. Never accept the status quo. We make bold bets, fail, and learn everyday. There is always a way.
About Kong:
Kong is THE cloud native API platform with the fastest, most adopted API gateway in the world (over 300m downloads!). Loved by developers and trusted with enterprises’ most critical traffic volumes, Kong helps startups and Fortune 500 companies build with confidence – allowing them to bring solutions to market faster with API and service connectivity that scales easily and securely.
83% of web traffic today is API calls! APIs are the connective tissue of the cloud and the underlying technology that allows software to talk and interact with one another. Therefore, we believe that APIs act as the nervous system of the cloud. Our audacious mission is to build the nervous system that will safely and reliably connect all of humankind!
For more information about Kong, please visit or follow @thekonginc on Twitter.
We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.