Director, Revenue Operations

External

Babylist · US

Full-timeOn-siteToday

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About the role

Babylist is the leading platform for expecting and new families. More than 10 million people shop with Babylist every year, making it the go-to destination for seamless purchasing, guidance, and expert recommendations. As a modern, AI-forward tech company, Babylist has expanded from a universal registry into a full ecosystem - the Babylist Shop, Babylist Health, Babylist Money, NYC and LA showrooms, branded content, and more - generating $750M in revenue in 2025. Building the generational brand in baby, Babylist is reshaping the $235B kids and baby market and helping parents feel confident, connected, and cared for at every step. Our Ways of Working Babylist is remote-first with team members across the U.S. and Canada who move fast, think smart, and use AI as part of how they work every day - not as an experiment, as an expectation. We come together twice a year to build the relationships behind the work, and we hire people who are genuinely excited about what's possible and prove it through how they show up. What the Role Is Babylist Media is transforming its operating model to support long-term, scalable growth. We are standing up a modern Revenue Operations organization focused on platform modernization, AI-enabled workflows, and scalable media operations. Reporting to the VP of Strategic Partnerships & Business Development, the Director of Revenue Operations will build and lead a high-performing team, guiding the strategy, systems, and cross-functional processes that drive our future revenue engine.

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

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

How You Will Make An Impact

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

Director, Revenue Operations

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