Director, Revenue Operations

• 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

• 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
• 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
• Comfortable and enthusiastic about working in an AI-forward environment where AI tools are part of daily operations
• Embrace using technology to enhance your work while keeping people at the center

Experience with Boostr or Koddi is a plus

• 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
• Competitive salary with equity and bonus opportunities