• Own the ongoing definition, validation, and refresh of the Ideal Client Profile across new business and expansion motions • Build and maintain account-level scoring models combining firmographic, technographic, behavioural, and intent signals • Refresh ICP on a defined cadence as market dynamics, win/loss patterns, and product mix evolve • Design account tiering and prioritisation frameworks to concentrate AE effort on the highest-propensity opportunities • Conduct whitespace, TAM/SAM, and segment penetration analysis globally to surface under-served opportunities • Provide analytical inputs into territory design, named-account selection, and annual planning • Build target-list recommendations in partnership with sales leadership and Marketing • Map buying committees on won and lost deals to identify which personas drive successful outcomes • Analyse persona coverage across target accounts; surface contact gaps for Account Executive action • Define the personas, titles, and seniority profiles that correlate with deal velocity and win rate • Align Sales and Marketing outreach motions with proven buying committee patterns • Define account and contact data quality standards in Salesforce • Evaluate, recommend, and manage the enrichment vendor strategy (e.g. ZoomInfo, Lusha) • Design the enrichment logic: what data we acquire, on which accounts, at which trigger points • Track market trends, competitor moves, and external signals relevant to ICP and segment strategy • Provide intelligence inputs into annual planning, QBR preparation, and board-level narratives • Identify emerging segments, verticals, or geos that warrant strategic investment focus • Operate as the strategic thought partner to Sales leadership on targeting, prioritisation, and segment strategy • Partner with Marketing on ICP-aligned campaigns, ABM, and persona-led positioning • Work with Sales Enablement to align persona-specific content with buying committee intelligence • Contribute underlying intelligence and narrative inputs to QBR and Board preparation

Who We Are Babylist is the leading platform for expecting and new families. More than 10 million people shop with Babylist every year, making it the go-to destination for seamless purchasing, guidance, and expert recommendations. As a modern, AI-forward tech company, Babylist has expanded from a universal registry into a full ecosystem — the Babylist Shop, Babylist Health, Babylist Money, NYC and LA showrooms, branded content, and more — generating $750M in revenue in 2025. Building the generational brand in baby, Babylist is reshaping the $235B kids and baby market and helping parents feel confident, connected, and cared for at every step. Our Ways of Working Babylist is remote-first with team members across the U.S. and Canada who move fast, think smart, and use AI as part of how they work every day — not as an experiment, as an expectation. We come together twice a year to build the relationships behind the work, and we hire people who are genuinely excited about what's possible and prove it through how they show up. 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, with deep expertise in architecting scalable operating systems for growing media companies. - 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 - Demonstrated experience managing advertising inventory and driving yield optimization strategies across onsite and offsite channels, leveraging pricing, packaging, forecasting, and performance analytics to maximize revenue and fill rates while balancing advertiser demand and user experience. - 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 naturally reach for AI in your work — at Babylist, every team uses AI daily. You're already using it to move faster and improve your output, and you stay curious about what's coming next How You Will Make An Impact - Lead, performance manage and develop a growing team of three across Pricing & Packaging and Ad Operations for onsite and offsite channels - Oversee inventory management and yield optimization across all media products, maximizing sell-through rates while protecting margin - Oversee rate card strategy, pricing architecture, and new media product development to maximize yield and sell-through efficiency - Lead Ad Operations’ transition to a fully integrated Koddi ad server model (from site-served), owning trafficking, pacing, optimization, reconciliation, and serving as system owner for Koddi and Boostr (architecture, permissions, reporting integrity). - Run the deal desk, reviewing pricing, discounting, and non-standard deals while supporting key account growth - 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 - 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 - Own QBR/MBR inputs and deliver weekly pipeline and performance reporting - Maintain documentation of sales processes and inventory/discounting workflows - Create and maintain comprehensive documentation of sales processes across tools, discounting, upfronts, and inventory management, including RACI matrices that clearly define decision rights and execution responsibilities across Partnerships, AdOps, and cross-functional teams. - Provide sales enablement support, onboarding materials, and tooling guidance About Compensation We use a market-based approach to compensation. The starting salary range for this role is: $171,976 to $206,338 Your starting salary will be based on your location, experience, and qualifications, with increases over time tied to performance, role growth, and internal pay equity. Why You Will Love Working At Babylist Our Culture - We work with focus and intention, then step away to recharge - We believe in exceptional management and invest in tools and opportunities to connect with colleagues - We build products that positively impact millions of people's lives - AI is intentionally embedded in how we work, create, and scale—supporting innovation and impact Growth & Development - Competitive pay and meaningful opportunities for career advancement - We believe technology and data can solve hard problems - We're committed to career progression and performance-based advancement Compensation & Benefits - Competitive salary with equity and bonus opportunities - 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 Important NoticesRecorded Interviews. Babylist uses an interview recording tool to record and transcribe interviews for evaluation purposes in accordance with applicable privacy laws. By participating in an interview, you consent to this recording and transcription. Interview Integrity. AI is part of how we work at Babylist — we expect you to use it too. Your application and interviews should still reflect you and your own thinking. We'll tell you when AI is encouraged. Misrepresentation at any stage may result in removal from consideration for this and future roles. Connections at Babylist. If you have a family member or close personal relationship with a current Babylist employee, please let your recruiter know. This helps us keep our process fair and transparent for everyone. Protect Yourself from Scams. All official outreach comes from the Babylist Talent Team via @babylist.com email addresses only. We will never ask for payment or personal financial information. If you receive outreach via WhatsApp, Telegram, or a non-Babylist email — it's not us. Verify open roles at babylist.com/careers.

• Lead our Sales Strategy and Revenue Analytics pillars • Own the foundation the GTM org runs on: operating model, territory and coverage design • Build and own the forecasting process across bookings, renewals, and consumption • Run the QBR, WBR, and planning forums that keep the GTM organization aligned • Define and execute a consistent sales process across account planning

• Support annual planning cycles by developing and maintaining segmentation models, territory designs & compensation plans — translating business strategy into actionable coverage plans that align with Cribl's go-to-market motion • Serve as a strategic advisor to Sales VPs by conducting regular business reviews, diagnosing pipeline generation & health opportunities, and recommending data-backed action plans • Support and maintain dashboards and reports in Salesforce, Gong & Omni to surface key metrics, trends, and business insights • Identify and drive improvements to CRM workflows, data quality, and Revenue tools to reduce friction and increase rep productivity • Maintain the integrity of account, opportunity, and territory data in Salesforce, ensuring alignment with segmentation strategy and rules of engagement (ROEs) • Work cross-functionally with Sales, Finance, Marketing, and People teams to support GTM planning initiatives and operationalize key decisions. • We are a remote-first company and work happens across many time-zones - you may be required to occasionally perform duties outside your standard working hours