Marketing Operations Manager

About the role

Kai is the AI company rebuilding cybersecurity for the machine-speed era. Founded by second-time founders and trusted by Fortune 500 enterprises, Kai is building a future where security has no categories, no silos, and no human speed bottlenecks. The Kai Autonomous Defense Platform replaces fragmented, human-limited workflows with agentic AI systems that continuously contextualize, assess, reason, and execute security work at machine speed, making human   defenders   superhuman. Why Kai? Well-funded:   $125M raised, with the capital, runway, and resolve to rebuild cybersecurity from first principles. Proven:   We've   earned the trust of Fortune 500 and Global 2000 companies, and   we're   just getting started. Their confidence in Kai reflects what   we've   built: an AI-native cybersecurity platform that performs at machine speed with human-expert accuracy. Experienced founders:   Our founding team are second-time entrepreneurs, each with 20+ years   in   cybersecurity.   They've   built and scaled before, and   they're   doing it again with a bigger vision. Competitive compensation:   Highly competitive salary, meaningful equity, and a culture where your contributions are recognized and rewarded as we grow. The Role: Most marketing operations roles are archaeology. You inherit ten years of someone else's decisions:   orphaned fields, four competing definitions of an MQL, attribution nobody trusts, a routing rule from 2019 that no one will let you turn off,   and you spend your tenure negotiating with the past. This is not that role. This is the first marketing operations hire at Kai. There is no technical debt to service and no legacy CRM to appease. You get HubSpot, an AI-native CRM, a fast-growing enterprise pipeline, and a blank sheet of paper. Reporting to the Head of GTM Operations, you will define marketing operations at Kai. You will own and build out   the data model, the lifecycle, the campaign framework, the routing engine,   and the measurement layer that ties every dollar of   marketing   spend   to   pipeline   and revenue.   You'll   set the standards the rest of the GTM organization   builds on   for the next five years. And   you'll   build it the way it should be built now, not the way it was built a decade ago. We are an AI company. We expect the systems running our go-to-market to be as AI-native as the platform we sell to our customers. That means agents and automation doing the work marketing ops teams have historically done with manual list uploads, spreadsheet reconciliation, and late-night heroics. You   won't   be retrofitting AI onto a broken system.   You'll   be designing the system AI should have been built into from day one. If you have strong opinions about how lifecycle, attribution, and routing should work, and you've been waiting for a seat where you get to act on them instead of defending them, this is that seat.   What You'll Bring: 5–8 years in Marketing Operations, GTM Engineering, or Revenue   Operations,Deep, hands-on HubSpot   expertise A real philosophy on AI-native operations.   Data modeling fluency.   Ability   to   build multi-touch attribution   with cross-functional credibility. What You'll Do: Own   the marketing data model across   the marketing automation platform and Sales CRM Manage the   person-to-account architecture: deduplication, hierarchy handling, and buying-group logic   Support the   enrichment and data-quality layer with AI-driven waterfalls, automated validation, and monitoring   Manage   the   governance model: naming conventions, field ownership, change control, and privacy/GDPR   Define source, sourcing, and influence rules that Marketing, Sales, and Finance all sign off on, and enforce them in the system   Operationalize events, webinars, field programs, and partner motions end to   end   capture, enrichment, QA, upload, follow-up, and attribution   leveraging   AI Instrument the website and digital properties for conversion tracking, UTM discipline, and form/progressive-profiling strategy Build campaign performance reporting   Use AI to score, qualify, research, and enrich inbound before a human ever touches   it. Support   SLA tracking, working-status enforcement, recycle and re-entry logic, and alerting for every break in the chain Instrument   lifecycle stages   and track   conversion   rates and cycle times   Support the creation of   ABM and account-based plays: target account lists, buying-group orchestration, and coordinated multi-threaded outreach Deliver marketing-sourced and marketing-influenced pipeline reporting