Director, Revenue Operations

Who We Are

Babylist is the leading registry, e-commerce, and content platform for growing families. More than 9 million people shop with Babylist every year, making it the go-to destination for seamless purchasing, trusted guidance, and expert product recommendations for new parents and the people who love them. What began as a universal registry has grown into a full ecosystem for new parents, including the Babylist Shop, Babylist Health, and a flagship showroom in Los Angeles. Hundreds of brands in baby and beyond partner with Babylist to engage meaningfully with families during one of life’s most important transitions. With over $1 billion in annual GMV, and more than $500 million in 2024 revenue, Babylist is reshaping the $320 billion baby product industry. We’re helping parents feel confident, connected, and cared for at every step. As we build the generational brand in baby, our mission remains simple: to connect growing families with everything they need to thrive.To learn more, visit www.babylist.com.

Our Ways of Working

Babylist thrives as a remote-first company, with HQ team members located across the U.S. and Canada. We meet in person twice a year—once as a company and once by department to strengthen the relationships that power our work. We show up consistently, stay purpose-driven, leverage AI to amplify our impact, and achieve results—together, from anywhere.

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.

Who You Are

• 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

How You Will Make An Impact

• 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

Team Leadership & Development:

• 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

Strategic Planning & Performance:

• 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

Revenue Operations:

• 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

Systems & Technology:

• 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

Process & Documentation:

• 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

Cross-Functional Partnership:

• Partner with Product, Finance, CRM, Merchandising, and Branded Content teams to ensure seamless campaign execution and system integration

Why You Will Love Working At Babylist

Our Culture

• We work with focus and intention, then step away to recharge
• We believe in exceptional management and invest in tools and opportunities to connect with colleagues
• We build products that positively impact millions of people's lives
• AI is intentionally embedded in how we work, create, and scale—supporting innovation and impact

Growth & Development

• Competitive pay and meaningful opportunities for career advancement
• We believe technology and data can solve hard problems
• We're committed to career progression and performance-based advancement

Compensation & 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

About Compensation

We use a market-based approach to compensation. The starting salary range for this role is:

$171,976 to $206,371

Your starting salary will be based on your location, experience, and qualifications, with increases over time tied to performance, role growth, and internal pay equity.

Interview Process & Consent
Babylist uses AI to record and transcribe all interviews for evaluation purposes in accordance with CCPA and GDPR. By participating in an interview, you consent to this recording and transcription.

Interview Integrity
During the interview process, we're evaluating your individual problem-solving skills, creativity, and approach to challenges. While AI tools like ChatGPT, Claude, and Cursor are part of your daily toolkit once you join Babylist, all interviews, assessments, and take-home assignments must be completed independently. 

You may not use AI tools, third-party services, coaching platforms, or content-farming services during any part of the interview process unless we explicitly permit it. We will clearly communicate when AI tools are allowed for specific assessments.

Any indication of third-party assistance or AI-generated responses will result in immediate disqualification. We may also verify educational credentials through third-party sources—providing false or misleading information will result in removal from consideration.

Official Communication
All communication will come only from the Babylist Talent Team via an @babylist.com email address. We will never request payment, bank information, or personal financial details. Be cautious of fraudulent outreach via non-company email addresses, messaging platforms (e.g., WhatsApp, Telegram), or unsolicited phone calls. Verify legitimate opportunities on our careers page.

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