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 actualizati