Babylist · 2 days ago
Director, Revenue Operations
United States
Full-time
Remote
Director/Executive
$172K/yr - $206K/yr
10+ years expBabylist is the leading registry, e-commerce, and content platform for growing families. The Director of Revenue Operations will build and lead a high-performing team, guiding the strategy, systems, and cross-functional processes that drive the company's future revenue engine.
BabyE-CommerceHealth CareInternetMarketplaceParentingToys
Hiring Manager
Kimberly Smith, PHR
Responsibilities
Manage and develop teams across Media Strategy and Ad Operations for both onsite and offsite channels
Oversee rate card strategy, pricing architecture, and new media product development to maximize yield and sell-through efficiency
Oversee inventory management and yield optimization across all media products, maximizing sell-through rates while protecting margin
Lead KPI tracking, forecasting, performance reviews, and GTM experiment design
Lead 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 decisions
Lead Ad Operations teams through the transition from site-served campaigns to a fully integrated ad server model (Koddi) across onsite, including campaign trafficking, pacing, optimization, and reconciliation workflows and future business scenarios
Serve as system owner for Boostr and Koddi, managing architecture, permissioning, and reporting integrity
Manage Asana workflows and efficiency with cross-functional partners for campaign tracking and project management
Improve revenue funnel efficiency through optimized lead flow, territory design, and sales processes
Partner with Finance and Accounting on revenue actualization, monthly billing, and ensuring accurate revenue recognition processes
Oversee end-to-end commission operations (plan design, quota setting, reconciliation) in partnership with Total Rewards and People Ops
Run the deal desk, reviewing pricing, discounting, and non-standard deals while supporting key account growth
Own QBR/MBR inputs and deliver weekly pipeline and performance reporting
Translate business needs into scalable systems, processes, and insights
Own the media tech stack strategy and roadmap; drive automation and system improvements
Maintain documentation of sales processes and inventory/discounting workflows
Create and maintain comprehensive documentation of sales processes and procedures across tools, discounting, upfronts, and inventory management, including RACI matrices defining decision-makers and executors across Partnerships, AdOps, and cross-functional teams
Provide sales enablement support, onboarding materials, and tooling guidance
Audit data, reporting, and post-sale processes to ensure accuracy and consistency
Manage and develop teams across Pricing & Packaging and Ad Operations for onsite and offsite channels
Provide sales enablement support, onboarding materials, and tooling guidance
Lead Ad Operations teams through the transition from site-served campaigns to a fully integrated ad server model (Koddi) across onsite and offsite inventory, including campaign trafficking, pacing, optimization, and reconciliation workflows
Lead annual planning and quarterly forecasting across GTM functions in partnership with Finance, building accurate pipeline and revenue models
Lead KPI tracking, forecasting, performance reviews, and GTM experiment design
Improve revenue funnel efficiency through optimized lead flow, territory design, verticalization, and sales processes
Communicate business unit impacts regularly through ownership of QBR and MBR inputs and coordinate cross-team alignment through dashboards and weekly pipeline reviews
Oversee inventory management and yield optimization across all media products, maximizing sell-through rates while protecting margin
Oversee rate card strategy, pricing architecture, and new media product development
Operate a cross-functional deal desk and quote review process to support strategic pricing and custom deals
Oversee end-to-end commission operations (plan design, quota setting, reconciliation) in partnership with Total Rewards and People Ops
Partner with Finance and Accounting on revenue actualization, monthly billing, and revenue recognition processes
Own the media tech stack strategy and roadmap; drive automation and system improvements
Serve as system owner for Boostr and Koddi managing architecture, permissioning, reporting integrity, and long-term roadmap
Work with cross-functional owners of Netsuite and Asana to ensure that partnership team needs are met as system architecture evolves
Ensure accurate reporting across the organization, including headcount, revenue, margin, pipeline, and other metrics
Develop detailed training materials and maintain reference documentation for all GTM tools
Create and maintain comprehensive documentation of sales processes and procedures across tools, discounting, upfronts, and inventory management, including RACI matrices for all media products
Translate business needs into scalable systems, processes, and insights
Audit data, reporting, and post-sale processes to ensure accuracy and consistency
Develop and maintain a case study library demonstrating campaign performance and media efficacy
Partner with Product, Finance, CRM, Merchandising, and Branded Content teams to ensure seamless campaign execution and system integration
Qualification
Required
10+ years of experience in advertising or media revenue operations, sales operations, or GTM operations, with deep expertise in architecting scalable operating systems
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
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
You're comfortable and enthusiastic about working in an AI-forward environment where AI tools are part of daily operations
You embrace using technology to enhance your work while keeping people at the center
Benefits
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
Company
Babylist
Babylist is an online platform that offers baby registry for expecting parents and products such as toys, baby care, and clothing.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$40.65MKey Investors
Norwest
2021-11-04Series C· $40M
2018-02-15Series Unknown
2013-06-25Seed· $0.65M
Leadership Team
Natalie Gordon
CEO & Founder
Recent News
EIN Presswire
2025-09-30
Company data provided by crunchbase