GTM Operations Lead

About Kernel Kernel gives enterprise RevOps teams confidence in their CRM data. We’ve raised a $14M Series A from top VCs and operators at Plaid, OpenAI, Slack and others to build the AI-native alternative to Dun & Bradstreet’s entity and hierarchy data. RevOps teams at Gong, Navan, Zip, Remote and GoCardless use Kernel to clean, enrich and complete their CRM data at enterprise scale, eliminating duplicates, fixing hierarchies and restoring trust in the foundation that powers forecasting, territory planning and AI initiatives. Our platform combines entity-level intelligence with mass-action tooling to give RevOps teams the data quality and control needed to plan confidently and deploy AI successfully. The Role Work at the center of Kernel’s commercial operations, partnering closely with the CEO, our Account Executives, and SDRs to orchestrate the mid-funnel, and closing motions. You will be reporting directly to the CEO and Founder. Ensure Account Executives are set up for success across every step of the deal cycle. Shape and improve the mid-funnel process, identifying bottlenecks, removing friction for AEs, and keeping deals moving. Transfer insights from Sales into Growth and Product. Translate new product capabilities into the sales motion by updating demos, collateral, talk tracks, and competitive positioning. Act as a force multiplier for the AE team by tightening pipeline discipline, reinforcing qualification standards, and building repeatable workflows. Help build a sales organisation that can scale rapidly. What You Bring Hands-on experience in B2B SaaS sales, either in RevOps or a generalist commercial role with direct exposure to quota-carrying teams. Experience in early stage or elite startup environments where speed, intensity, and ambiguity are normal. Strong quantitative skills combined with clear business judgement. Familiarity with MEDDPICC and the ability to reinforce it within the team. A comfort with switching between strategic thinking and operational execution on short notice. A calm, grounded working style that holds up under pressure. It is a plus if you also have: Experience building or supporting early sales teams in companies that scaled quickly. Exposure to enterprise sales motions or multi stakeholder buying processes. Prior ownership of sales enablement materials, demo flows, and competitive matrices. Experience working cross functionally with product and growth teams. ⚠️ This role may not be for you if you: Prefer to focus on long range strategy rather than day to day execution. Need highly structured environments or narrow swim lanes. Prefer predictable workload patterns or low intensity work settings. ❌ This role is definitely not for you if you: Prefer remote or hybrid work (requires 4+ days in London office) Bring a high ego or struggle with giving and receiving direct feedback. Want to avoid hands on work or operational detail. Expect rigid processes rather than building them. What We Offer We will do our best to offer you a ride of a lifetime. It will not be easy, but it will be thrilling. 💰 Salary: £70,000-£100,000 + equity 🗓️ 24 days holiday per year + bank holidays ✈️ 2 weeks work-from-anywhere 💼 Pension plan 💻 Top-spec equipment and central London office 🍽️ Free dinner at the office 🎉 Team events and dinners 🚀 Work directly with the founders to scale the systems that power enterprise AI ❤️ Team Anders - Founder & CEO Account Executives - Chris and Will Growth - Zak + SDRs Expansion - Alex 🎫 Visas & Relocation We generally require candidates to have the right to work in the UK. However, for exceptional candidates, we may offer visa sponsorship. Interview Process Stage 1 – Intro call Stage 2 – Case study interview Final Stage – Founders interview with Anders (CEO) and Marcus to assess cultural and creative alignment. If there is mutual fit, we move to references and offer.