Director, Revenue Operations

Babylist Inc.

Job Overview

Location

United States

Job Type

Full-time

Full Job Description

📋 Description

• Babylist is seeking a visionary Director of Revenue Operations to spearhead the transformation of our media business's operating model, driving long-term, scalable growth. This pivotal role will establish and lead a modern Revenue Operations organization, focusing on platform modernization, AI-enabled workflows, and optimizing scalable media operations to build a robust future revenue engine.
• Reporting directly to the VP of Strategic Partnerships & Business Development, you will be instrumental in shaping the strategy, implementing cutting-edge systems, and refining cross-functional processes that underpin our media revenue generation.
• This is a unique opportunity to build and lead a high-performing team, leveraging your extensive experience in advertising or media revenue operations to architect scalable operating systems for a rapidly growing media company.
• You will be responsible for overseeing inventory management and yield optimization across all Babylist media products, ensuring maximum sell-through rates while diligently protecting profit margins. This includes developing and executing strategies for onsite and offsite channels, employing sophisticated approaches to pricing, packaging, forecasting, and performance analytics.
• A key focus will be on managing advertising inventory and driving yield optimization strategies. This involves a deep understanding of how to balance advertiser demand with user experience, ensuring that we maximize revenue and fill rates without compromising the integrity of our platform or the satisfaction of our audience.
• You will lead the strategic direction for rate card strategy, pricing architecture, and the development of new media products. The goal is to maximize yield and enhance sell-through efficiency, ensuring our offerings are competitive and profitable.
• A significant part of this role involves leading Ad Operations' transition to a fully integrated Koddi ad server model, moving away from site-served solutions. You will own the entire process, including trafficking, pacing, optimization, and reconciliation. You will also serve as the system owner for both Koddi and Boostr, managing their architecture, permissions, and ensuring the integrity of reporting data.
• You will manage the deal desk, meticulously reviewing pricing, discounting, and non-standard deals. This includes providing critical support for key account growth and ensuring that all commercial agreements align with our revenue and strategic objectives.
• A core responsibility is leading the annual planning and quarterly forecasting processes across all Go-To-Market (GTM) functions. In close partnership with the Finance department, you will build accurate pipeline and revenue models that provide essential insights for both short-term tactical decisions and long-term strategic planning.
• Collaborate closely with Finance and Accounting teams to ensure accurate revenue actualization, manage monthly billing processes, and maintain robust revenue recognition procedures, adhering to all relevant accounting standards.
• You will oversee the end-to-end commission operations, encompassing plan design, quota setting, and reconciliation. This will be done in close partnership with the Total Rewards and People Operations teams, ensuring fairness, accuracy, and alignment with sales performance.
• Prepare and present key inputs for Quarterly Business Reviews (QBRs) and Monthly Business Reviews (MBRs), and deliver weekly pipeline and performance reports to stakeholders, providing clear visibility into revenue operations.
• Maintain comprehensive and up-to-date documentation of all sales processes, including workflows for inventory management, discounting, and upfront deals. This includes developing RACI (Responsible, Accountable, Consulted, Informed) matrices to clearly define decision rights and execution responsibilities across Partnerships, AdOps, and other cross-functional teams.
• Provide essential sales enablement support, including the development of onboarding materials and guidance on tooling, to ensure the sales team is equipped with the resources they need to succeed.
• Embrace and champion the use of AI tools to enhance operational efficiency, drive innovation, and amplify impact across revenue operations, aligning with Babylist's AI-forward work environment.
• Foster a culture of continuous improvement, a bias toward action, and a commitment to high-quality execution within the Revenue Operations team and across collaborating departments.
• You will be a builder, comfortable operating in ambiguity, creating structure where it doesn't exist, and scaling processes and systems to support future growth.
• This role requires a deep understanding of revenue funnels, forecasting methodologies, pipeline management, and sales processes within the media and advertising landscape.
• Experience leading commission planning, territory design, and quota-setting processes is crucial for success in this position.
• Excellent communication and presentation skills are essential, with a proven ability to articulate complex business needs and present clear, actionable recommendations and insights to executive leadership.
• You will be a key player in transforming how Babylist Media operates, directly impacting our ability to connect growing families with everything they need to thrive by ensuring a seamless and efficient revenue generation process.

🎯 Requirements

• 10+ years of experience in advertising or media revenue operations, sales operations, with deep expertise in architecting scalable operating systems for growing media companies.
• Significant experience within media or advertising ecosystems, including working with publishers, advertisers, or ad-tech platforms.
• 4+ years of proven leadership experience building and managing high-performing teams.
• Demonstrated experience managing advertising inventory and driving yield optimization strategies across onsite and offsite channels, leveraging pricing, packaging, forecasting, and performance analytics to maximize revenue and fill rates while balancing advertiser demand and user experience.
• Hands-on experience building, launching, and managing ad-server programs, including implementation, optimization, and ongoing governance. Experience with Boostr or Koddi is a plus.
• Strong analytical, financial, and operational acumen, with the ability to translate complex business needs into clear, scalable processes and systems.
• Deep understanding of revenue funnels, forecasting, pipeline management, and sales processes.
• Experience leading commission planning, territory design, and quota-setting processes.
• Excellent communication skills, with experience presenting recommendations and insights to executive leadership.
• A builder mentality—comfortable operating in ambiguity, creating structure, and scaling for future growth.
• Bias toward action, continuous improvement, and high-quality execution.
• Comfortable and enthusiastic about working in an AI-forward environment where AI tools are part of daily operations.
• Embrace using technology to enhance your work while keeping people at the center.

🏖️ Benefits

• Competitive salary with equity and bonus opportunities.
• Company-paid medical, dental, and vision insurance.
• Retirement savings plan with company matching and flexible spending accounts.
• Generous paid parental leave and PTO.
• Remote work stipend to set up your office.
• Perks for physical, mental, and emotional health, parenting, childcare, and financial planning.

Skills & Technologies

Remote

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Babylist Inc.

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About Babylist Inc.

Babylist operates an online baby registry platform that lets expectant parents add items from any retailer, book services, and create cash funds. It aggregates products across major stores, offers a universal registry browser button, and provides personalized checklists. The company also sells its own line of baby merchandise, including nursery furniture, strollers, and accessories, through its e-commerce storefront. Headquartered in Oakland, California, Babylist supports parents with expert guides, product reviews, and a mobile app for managing registries, tracking gifts, and coordinating shipping to recipients.

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