Lead - Revenue Operations
Key Responsibilities
1. Strategic Planning & Forecasting
Lead the top-down and bottoms-up planning cycles (AOP/AFP) for Media Flow (MF), Net Revenue (NR), and Take Rate across products (Contracted OX, PX, Auction Packages, Brand IO).
Build and maintain dynamic forecasting models leveraging Data Cloud and Einstein AI for predictive insights, highlighting gaps to targets and driving corrective actions.
Partner with Finance and Product to translate business strategy into actionable revenue plans by region, deal type, and vertical.
2. Revenue Intelligence & Insights
Own the design and execution of the Revenue Intelligence pyramid (Input Leading Indicators MF/NR outcomes).
Deliver account-level and deal-level intelligence dashboards for GTM teams, integrating data from Salesforce, OMS, and external signals.
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Build playbooks for Hunter-Farmer-CSM segmentation, new business vs. expansion, and win-loss analysis.
3. GTM Process Design & Governance
Own the lead-to-cash process mapping (MECE framework), ensuring clean lead capture, MQL/SQL definitions, and pipeline hygiene.
Champion Salesforce discipline and process adoption - "If it's not in Salesforce, it doesn't exist."
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Drive deal desk governance to ensure pricing discipline, margin protection, and accelerated deal cycles.
Qualifications & Experience
5-7+ years of experience in Revenue Operations, GTM Strategy, or Sales Operations in AdTech, SaaS, or Media.
Proven success leading end-to-end revenue planning and forecasting for a global P&L.
Deep expertise with Salesforce (Sales/Service Cloud), BI tools (PowerBI, Tableau), and financial modeling.
Strong understanding of digital advertising business models - Open Exchange, Private Exchange, Managed Service, and Programmatic.
Exceptional stakeholder management skills, with the ability to influence C-level executives.
Data-driven, systems thinker with bias for action and a "no manual Excel" mindset.
Experience building and leading small but impactful RevOps/Analytics teams.
