Mark Hardy

Mark Hardy, Director of Revenue Operations at Black Kite

Mark Hardy is the Director of Revenue Operations at Black Kite, a high-growth cybersecurity startup headquartered in Boston. He has held this position since January 2023, after previously serving as the Sales Operations Manager at Black Kite from 2021 to 2023.13

Background and Experience

• Mark transitioned from growth equity investing to the world of early-stage companies, joining Black Kite in 2021.1
• He successfully recruited, hired and trained 15 SDRs, developed their territories, and established more robust operational practices across the sales organization.1
• Mark played a key role in building out the early stages of Black Kite's revenue operations, organizing and analyzing the company's Salesforce data to drive better pipeline predictability and track sales efficiency metrics.1
• He is passionate about building companies and cultivating a strong company culture, working alongside sales, marketing and customer success leaders to develop an efficient go-to-market machine.1

Education and Connections

• Mark attended the University of Notre Dame.2
• He has over 500 connections on LinkedIn.2

Key Takeaways

Mark shared four key takeaways from his experience in growth equity investing, building cybersecurity go-to-market teams, and implementing efficient operational processes:

1. Long term, capital-efficient growth requires relentless operational excellence.1
2. Developing a strong company culture is critical to attracting and retaining top talent.1
3. Leveraging data and analytics to drive decision making is key to scaling efficiently.1
4. Collaborating cross-functionally to align on objectives and execute flawlessly is essential for go-to-market success.1