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Salary: USD 171,976 - 206,338 / annual
Babylist is building a modern Revenue Operations organization to support long-term, scalable growth in its media business. As Director of Revenue Operations, you will report to the VP of Strategic Partnerships & Business Development and lead a team of three across Pricing & Packaging and Ad Operations.
You will own the complete revenue operations strategy and execution, including inventory management and yield optimization across all media products (onsite and offsite channels). Key responsibilities include overseeing the transition to a fully integrated Koddi ad server model, managing rate card strategy and pricing architecture, and running the deal desk to review pricing, discounting, and non-standard deals.
You will lead annual planning and quarterly forecasting across go-to-market functions in partnership with Finance, building accurate pipeline and revenue models. You'll partner with Finance and Accounting on revenue actualization, monthly billing, and revenue recognition processes. Additionally, you will oversee end-to-end commission operations (plan design, quota setting, reconciliation) and own QBR/MBR inputs with weekly pipeline and performance reporting.
Your role includes creating comprehensive documentation of sales processes, inventory/discounting workflows, and RACI matrices that define decision rights across Partnerships, Ad Operations, and cross-functional teams. You will provide sales enablement support, onboarding materials, and tooling guidance.
The ideal candidate brings 10+ years in advertising or media revenue operations with deep expertise in architecting scalable operating systems for growing media companies. You need 4+ years of proven leadership experience building and managing high-performing teams, demonstrated experience managing advertising inventory and driving yield optimization, and hands-on experience with ad-server programs (Boostr or Koddi experience is a plus). Strong analytical, financial, and operational acumen is essential, along with deep understanding of revenue funnels, forecasting, pipeline management, and sales processes. You should have experience leading commission planning, territory design, and quota-setting. A builder mentality, bias toward action, and comfort operating in ambiguity are critical. You naturally reach for AI in your work and stay curious about emerging technologies.
