[Remote] Director, Revenue Operations

Note: The job is a remote job and is open to candidates in USA. Babylist is the leading platform for expecting and new families, generating $750M in revenue in 2025. The Director of Revenue Operations will build and lead a high-performing team to guide the strategy, systems, and processes that drive future revenue, focusing on platform modernization and scalable media operations.ResponsibilitiesLead, performance manage and develop a growing team of three across Pricing & Packaging and Ad Operations for onsite and offsite channelsOversee inventory management and yield optimization across all media products, maximizing sell-through rates while protecting marginOversee rate card strategy, pricing architecture, and new media product development to maximize yield and sell-through efficiencyLead Ad Operations’ transition to a fully integrated Koddi ad server model (from site-served), owning trafficking, pacing, optimization, reconciliation, and serving as system owner for Koddi and Boostr (architecture, permissions, reporting integrity)Run the deal desk, reviewing pricing, discounting, and non-standard deals while supporting key account growthLead annual planning and quarterly forecasting across GTM functions in partnership with Finance, building accurate pipeline and revenue models that inform both short- and long-term strategic decisionsPartner with Finance and Accounting on revenue actualization, monthly billing, and ensuring accurate revenue recognition processesOversee end-to-end commission operations (plan design, quota setting, reconciliation) in partnership with Total Rewards and People OpsOwn QBR/MBR inputs and deliver weekly pipeline and performance reportingMaintain documentation of sales processes and inventory/discounting workflowsCreate and maintain comprehensive documentation of sales processes across tools, discounting, upfronts, and inventory management, including RACI matrices that clearly define decision rights and execution responsibilities across Partnerships, AdOps, and cross-functional teamsProvide sales enablement support, onboarding materials, and tooling guidanceSkills10+ years of experience in advertising or media revenue operations, sales operations, with deep expertise in architecting scalable operating systems for growing media companiesSignificant experience within media or advertising ecosystems, including working with publishers, advertisers, or ad-tech platforms4+ years of proven leadership experience building and managing high-performing teamsDemonstrated 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 experienceHands-on experience building, launching, and managing ad-server programs, including implementation, optimization, and ongoing governance. Experience with Boostr or Koddi is a plusStrong analytical, financial, and operational acumen, with the ability to translate complex business needs into clear, scalable processes and systemsDeep understanding of revenue funnels, forecasting, pipeline management, and sales processesExperience leading commission planning, territory design, and quota-setting processesExcellent communication skills, with experience presenting recommendations and insights to executive leadershipA builder mentality—comfortable operating in ambiguity, creating structure, and scaling for future growthBias toward action, continuous improvement, and high-quality executionYou naturally reach for AI in your work — at Babylist, every team uses AI daily. You're already using it to move faster and improve your output, and you stay curious about what's coming nextBenefitsCompetitive salary with equity and bonus opportunitiesCompany-paid medical, dental, and vision insuranceRetirement savings plan with company matching and flexible spending accountsGenerous paid parental leave and PTORemote work stipend to set up your officePerks for physical, mental, and emotional health, parenting, childcare, and financial planningCompany OverviewBabylist is an online platform that offers baby registry for expecting parents and products such as toys, baby care, and clothing. It was founded in 2011, and is headquartered in Emeryville, California, USA, with a workforce of 201-500 employees. Its website is https://www.babylist.com/.