Revenue Operations Support Analyst

About Kojo

It's time to build. Whether it's creating more housing, upgrading our infrastructure, or adapting to climate change, one thing is clear: the construction industry is at the center of solving our biggest problems. We’re making buildings cheaper and easier to build by transforming the way commercial construction companies buy their materials. Join us.

Founded in 2018, Kojo is now one of the fastest-growing construction technology companies in the world. Construction accounts for $10 trillion in global spend annually and we can’t live without its output - our roads, schools, hospitals, and offices. Despite this, there’s been very little innovation over the past 70 years in how materials - which constitute up to 40% of project costs - are bought and sold. This is our opportunity.

About the Role

Kojo's Sales and Customer Success teams run on Salesforce, and when something in that world needs a hand — a quote that has to be built by hand, an account that needs to move, a duplicate that needs merging, a report that doesn't add up — the request lands in one queue. You'll be the first person to pick it up.

The most important part of the job is custom quotes. Most agreements go out on a standard template a rep can send alone. The ones that don't — a mid-term expansion co-termed to an existing subscription, a split payment schedule, a multi-year deal paid upfront, a contract that has to list every module with its own dates and price, an amendment to something already signed — come to you. You'll get the opportunity and quote right, generate the order form, edit it where the template can't, and get it out through DocuSign, quickly and correctly.

Around that core you'll work the rest of the RevOps queue: account ownership and routing changes, duplicate merges, small Salesforce fixes, data questions, and tool questions. You'll report to the Revenue Operations Coordinator, and the two of you will run the queue together — you resolving what can be resolved directly, escalating what needs deeper Salesforce work, and both of you turning the patterns you see into fixes so the same request stops coming back.

Commercial decisions — pricing, discounts, non-standard terms — belong to the go-to-market organization, Sales and Customer Success. Your role is to make sure what they've agreed is captured accurately, approved where it needs to be, and reflected exactly in what the customer signs and in Salesforce afterwards.

What you'll own

• Efficiently shipping custom quotes and order forms. This is the most important part of your role. Take a rep's request — a co-term with a prorated amount, a custom payment schedule, a one-time fee on a multi-year term, a multi-entity or module-level contract, an entity or start-date change, a rider or addendum, a credit — and turn it into a correct opportunity, quote, order form and DocuSign envelope. Same day where the deal needs it. Work with the RevOps Coordinate to iterate SFDC and DocuSign to accelerate our ability to ship an accurate quote. You ensure the GTM team is focused on the customer and not the critical CRM data we need to onboard, recognize revenue, and bill customer accurately.

• Quotes and DocuSign when they misbehave. Diagnose why a generated agreement came out wrong — quote not syncing, billing or shipping details missing, products missing or duplicated, a price not reading through, no signature field, a Closed Won that won't save — work with the revenue operations coordinator to identify how SFDC should be updated, and / or show the rep how to avoid it next time.

• The approval layer. Understand Kojo’s deal policies and how they show up in the SFDC deal flow. Keep approval status accurate, and confirm the right approvals are in place before an envelope goes out.

• The rest of the queue. Account ownership and routing changes, inbound credits, duplicate account and contact merges, picklist and field tweaks, user access issues, renewal record discrepancies, cancellation processing, and answering questions about RevOps-owned tools, and knowing which tools are not owned by RevOps and routing the question to the owner of that tool. Triage fast, resolve what you can, escalate cleanly, and keep the requester informed.

• The record after signature. Make sure term dates, amounts, products, and credits in Salesforce match the signed agreement to the day, that the renewal opportunities that should exist do exist, and that cancellations and amendments leave clean data behind.

• Making requests disappear. Spot the recurring patterns in the queue and create business requirements to reduce the incidence of the recurring pattern in the future. Work with the Coordinator who will perform the configuration and development work to turn those business requirements into a template fix, a field, a validation rule, a small flow, or a how-to that lets reps self-serve.

About You

What we're looking for:

• Revenue operations or deal desk experience: 2+ years at a B2B SaaS company in a seat where quotes, orders, or Salesforce requests came to you — deal desk, sales operations, revenue operations, order management, or Salesforce support.

• Hands-on in Salesforce: you're fluent in the Opportunity → Quote → Product data model, comfortable with reports, list views, and bulk updates, and you've made real configuration changes — fields, picklists, validation rules, page layouts, simple flows — in an org other people depended on. Salesforce Administrator certification, or experience that clearly stands in for it.

• DocuSign beyond the send button: templates, merge fields and tabs, routing, reminders and expiry. Experience with DocuSign for Salesforce or Gen for Salesforce is a strong advantage.

• Contract math as a reflex: prorations, co-terms, day counts, split payment schedules, multi-year totals — and the habit of stating your convention before your number.

• Precision with documents: you can edit an order form in Word so the language, table, and totals are exactly right, and you notice when they aren't.

• Precise written English: you'll write to reps, CSMs, and customers all day. Spoken English sufficient for a daily working session with the team.

• A queue temperament: organized, quick to acknowledge, quick to close the loop, and able to tell a rep at quarter-end that a document isn't ready yet — with the reason and the fastest path forward.

• Based in Latin America, with at least four hours of daily overlap with US Central time and flexibility in the final week of each quarter.

Nice to have:

• Admin exposure to the GTM tools around Salesforce — Chili Piper, Outreach, ZoomInfo, Gong.

• Exposure to how a signed contract becomes an invoice (Stripe or another billing platform).

• A recurring manual request you turned into a template, automation, or how-to — and what it removed.

• Experience supporting construction, manufacturing, or another industrial market.

What you care about

• Accountability: when an order form goes out wrong or a record doesn't match the paper, you treat it as yours to fix — and then you fix the reason it happened.

• Impact: you sequence the queue by what unblocks a deal and what protects a customer relationship, not by what arrived first.

• Intentional Communication: you write with the right context and no ambiguity — to a rep who's stuck, a CSM mid-renewal, or a customer reading an order form.

• Collaboration: you check with the rep, the CSM, and the Coordinator before you build, so the contract that goes out is the one everyone thinks went out.

Working at Kojo

Salary: Your salary will be dependent upon many factors, including your experience level, skillset, market dynamics and balancing internal equity relative to other Kojo employees. The compensation and benefits information that we provide is based on Kojo’s good-faith estimate as of the date of the job posting and may be modified in the future.

Benefits: This position is also eligible for a new hire equi