Director, Revenue Operations

Who We Are

Babylist is the trusted platform for millions of growing families. For over a decade, Babylist has been the technology solution for expecting parents and the community that supports them, expanding from baby registry into a full-service platform that helps parents make decisions with confidence, stay connected, and build happy and healthy families. Every year Babylist helps over 9M people make purchases through its registry, app, ecommerce shop, and comprehensive product guides. The Babylist ecosystem now includes Babylist Health, which provides access to products and services including insurance-covered breast pumps, Expectful, a new voice in health and wellness for pre-pregnancy through postpartum care, and The Push, a branded content studio that works with the biggest companies in the baby space. With over 59M monthly pageviews and 1.2M TikTok followers, Babylist is a generational brand leading the $88 billion baby product industry. To learn about Babylist’s registry options, editorial content, and more, visit www.babylist.com

Our Ways of Working

We have team members located across the United States spanning multiple time zones. This means we put in extra effort to make sure we connect and collaborate in ways that make sense for us. We know how valuable the flexibility of remote work is for our employees. 

We know that personal connection is the foundation for the great work we do together. In order to build those relationships with team members in other cities, we meet with coworkers in person two times a year at a full company offsite and a departmental offsite. These offsites are expected of employees and are great opportunities to meet the people you work with every day and to do some of the work that is much more difficult to do virtually.

What the Role Is

We are excited to announce the opening for our first Director of Revenue Operations! In this role, you will spearhead the creation of a new function by optimizing our sales operations to support revenue growth and ensure operational excellence across our media sales team. Reporting to the VP of Partnerships & Business Development, this is an incredible opportunity to leverage your sales and revenue operations experience within an organization that welcomes innovation and new ways of thinking. Join us!

Who You Are

• 10+ years of experience in sales or revenue operations within a high-growth media company, publisher, or platforms
• At least 5 years of experience leadership and people management; you’ve hired, performance managed, and developed high performing teams
• Deep experience in the ad industry with knowledge of the broader media ecosystem, with prior experience in building processes, tools, benchmarks and the right data to manage a growing media business 
• Experience working with non-programmatic/non-banner media products, including newsletters, events, social, custom content, and native placements
• Strong analytical skills with ability to derive actionable insights from complex data sets
• Adept and knowledgeable in manipulating large data sets within excel (i.e pivot tables, pivot charts, dashboards, interactive charts, vLookup and sumIfs functions, macros, etc)
• Experience with OMS systems (i.e Boostr or Netsuite) and proficiency in sales analytics tools
• Strong project management experience, with an ability to evaluate and re-prioritize rapidly and deliver results against aggressive deadlines
• Commitment to strengthening the sales operational processes with knowledge, creativity and empathy
• Excellent verbal and written communication skills for a variety of audiences
• Self-motivated and able to work autonomously & collaboratively to find direction in ambiguity and complexity, both independently and alongside finance, accounting and people operations
• Demonstrated proficiencies as a Program Manager in a rapidly changing environment
• Experience launching and driving adoption for org-wide changes to operational processes
• Bachelor’s Degree preferred

How You Will Make An Impact

• Manage and optimize the end-to-end sales operations processes, including sales forecasting, pipeline management, OMS management, annual planning and sales performance analytics
• Lead and manage a team. Own the hiring of future sales planning/operations team members as the function develops and matures.
• Lead monthly, quarterly, and annual internal sales reviews: identify product optimizations, develop accurate revenue forecasts to help identify and size existing and new business opportunities, and create, develop and maintain the account planning processes in collaboration with sellers 
• Oversee the day-to-day operations of the sales and account management teams, including pipeline management and reporting, revenue forecasting, account allocation and quota setting
• Develop dashboards and operational metrics in a constantly evolving sales organization and define systems and processes to support the rapid growth of Babylist
• Establish and monitor key performance metrics to evaluate the effectiveness of sales efforts and drive continuous improvement – including analysis of sales pipeline data to identify optimization opportunities
• Ensure accurate reporting across the organization, including existing and future headcount, revenue, margin, pipeline, and other metrics as required
• Develop, benchmark and continuously optimize Babylist rate cards, packaging, and pricing. Help create and constantly optimize pricing and packaging strategies to maximize value to Babylist and benefits to partners
• Serve as the primary point of contact to the sales team for approval of non-standard deals – balancing customer needs, sales targets, profitability, and other strategic opportunity / risk factors
• Collaborate closely with sales leadership, HR, Finance and Accounting to develop and implement strategies to maximize sales productivity and achieve revenue targets
• Analyze sales data and trends to provide actionable insights and recommendations for continuous improvement
• Conduct market research to identify new opportunities and trends
• Create and maintain comprehensive documentation of sales processes and procedures
• Develop and maintain sales reports, dashboards, and KPIs to track performance metrics and communicate insights to stakeholders
• Develop detailed training materials and maintain reference materials for how tools work and what is expected from the sales team when using them
• Be the accountable owner for the systems and tools that our sales team uses to support our advertising customers

Why You Will Love Working At Babylist

• We invest in the infrastructure you’ll need to be supported and successful: tools, opportunities to connect with colleagues, and a stipend to help you set up your office
• We build products that have a positive impact on millions of people’s lives
• We work at a sustainable pace which means work/life balance is a real thing here
• We believe technology and data can solve hard problems 
• We believe in exceptional management 
• We are an antiracist organization and doing the work to support differences of all kinds
• We offer competitive pay and meaningful opportunities for career advancement
• We have great benefits like company paid medical, dental, and vision, a generous paid parental leave policy, and 401k with company match
• We care about employee wellbeing with perks for physical, mental and emotional health, parenting, childcare, and financial planning

Babylist takes a market-based approach to pay, and pay may vary depending on your location. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location.

The estimated pay range for this role is $137,581.00 - $206,371.00

In addition, Babylist offers equity, bonus, and benefits, including company paid health, dental and vision insurance, 401(k) matching, flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies.

IMPORTANT NOTICE: Our company takes the security and privacy of job applicants very seriously. We will never ask for payment, bank details, or personal financial information as part of the application process. All of our legitimate job postings can be found on our official career site. Please be cautious of job offers that come from non-company email addresses (@babylist.com), instant messaging platforms or unsolicited calls.

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