Director of Revenue Operations, Babylist
$172-206.4k
Plus equity and bonus opportunities
NetSuite
Asana
Expert level
Remote from US
Online universal baby registry
Open for applications
Online universal baby registry
1001+ employees
B2CMarketplaceConsumer GoodseCommerce
Open for applications
$172-206.4k
Plus equity and bonus opportunities
NetSuite
Asana
Expert level
Remote from US
1001+ employees
B2CMarketplaceConsumer GoodseCommerce
Company mission
To help expecting parents get exactly what they need for the arrival of their new baby.
Role
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
What the job involves
- 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
- 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
- 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
- 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 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
- Partner with Finance and Accounting on revenue actualization, monthly billing, and revenue recognition processes
- 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**
- 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
Our take
Since its 2011 launch, Babylist has grown into one of the most highly rated baby registries in the US. The difference it offers is that it allows users to include products from any store in their registries. On top of this, the company’s model also focuses heavily on creating informational content, which allows it to generate ad revenue while building customer loyalty.
Originally scaled with fairly low venture funding, Babylist claims half of new parents in the US now use its services. This, given that the baby products industry is worth close to $90 billion, shows the company's immense growth and speaks to the impact it has made in the space.
Babylist has seen strong funding in the past, which has fuelled projects such as the launch of virtual showrooms and further expanded the company's presence. The company acquired Expectful, a health and wellness tool, in 2023 with the long-term vision of combining the two companies into a larger health and wellness media property that can help people navigate all aspects of parenthood from fertility to diapers.
Steph
Company Specialist at Welcome to the Jungle
Insights
Led by a woman
Top investors
67% employee growth in 12 months
Company
Funding (1 round)
Nov 2021
$40m
SERIES C
Total funding: $40m
Company benefits
- HAPPIER WEEKENDS – We work to live, not live to work. That means we generally don’t work nights or weekends, and we offer 10 paid holidays throughout the year, in addition to your paid time off.
- PAID TIME OFF THAT WORKS FOR YOU – Life is unpredictable. Use your time off for what you need, whether that’s a vacation, family event or a day to unplug.
- PARENTAL LEAVE – We offer a flexible, 12-week paid parental leave policy.
- FLEXIBLE BENEFITS – Choose from benefits that support your working style, whether that's remote, in the office or something in between.
- HEALTH & WELLNESS – Wellness benefits include 100% paid coverage for medical, vision and dental for full-time employees.
- BABYLIST STORE DISCOUNT – All full-time employees receive a generous Babylist Store discount.
Company HQ
Emeryville, CA
Leadership
Natalie Gordon
(Founder & CEO)Former Software Engineer at Amazon. Initially founded Babylist as a side project and has since taken the company to a market leading status.
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