[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.

Responsibilities

• Lead, performance manage and develop a growing team of three across Pricing & Packaging and Ad Operations for onsite and offsite channels
• 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 to maximize yield and sell-through efficiency
• Lead 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 growth
• 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
• 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
• Own QBR/MBR inputs and deliver weekly pipeline and performance reporting
• Maintain documentation of sales processes and inventory/discounting workflows
• Create 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 teams
• Provide sales enablement support, onboarding materials, and tooling guidance

Skills

• 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
• You 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 next

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

Company Overview