Role Description As a Senior Revenue Operations Analyst, you own the commercial intelligence that powers how our Sales organisation targets, prioritises, and wins. You are the analytical engine behind our Ideal Client Profile, our account and contact strategy, and our understanding of what separates the clients we win from the ones we lose. You translate market, account, and buying committee signals into clear recommendations that shape where AEs spend their time and how Marketing and Sales build pipeline. As a member of the Sales Strategy & GTM team within Global Revenue Operations, you partner closely with Sales leadership, Marketing, and Enablement to refine ICP, design account prioritisation frameworks, and govern our enrichment and data strategy. Your work translates directly into sharper targeting, higher conversion, and a more disciplined commercial motion. Responsibilities - ICP Definition & Refinement - 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. - Account & Contact Strategy - 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. - Data Enrichment Strategy & Governance - 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. - Market & Segment Intelligence - 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. - Cross-functional Partnership - 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. Qualifications - 3+ years of experience in revenue operations, sales strategy, commercial analytics, market research, or an equivalent analytical role. - Experience manipulating large amounts of data in Excel; experience in SQL or other relational databases a plus. - Experience with Salesforce or equivalent and a willingness to learn new technology systems. - Able to operate independently with little to no supervision; a self-starter with a high level of motivation to go above and beyond. - Strong written and verbal communication; able to translate analysis into a clear narrative for senior stakeholders. - Experience using AI tools (ChatGPT, Copilot, Claude, etc.) to accelerate and elevate your outcomes. Preferred Qualifications - Bachelor’s or advanced degree in a related field or discipline. - Prior experience in B2B SaaS, e-commerce, or marketplace businesses a plus. - Experience with using data visualisation tools to manipulate data and generate insights (Tableau, Salesforce, PowerBI). - Experience designing or refining ICP, account scoring, or segmentation frameworks. - Experience with data enrichment vendors (e.g. ZoomInfo, Lusha, 6Sense) and contact data strategy. - Ability to translate complex findings in a structured and clear manner to non-technical audiences. - Passion for utilising insights and data storytelling to drive business decisions at all levels of the organisation. Travel Required - Up to 10% Benefits - Enhanced Private Medical Insurance and a Health Cash Back Plan. - Life insurance & disability benefits. - Pension plan with 4% Company match. - Competitive time off package with 25 Days of PTO, 8 Company-paid Holidays, 2 paid floating holidays (new in 2026!), 10 paid sick days, 2 Wellness days and 1 Paid Volunteer Day. - £45/month Remote work stipend for internet. - Access to tools to support your wellbeing such as the Calm App and an Employee Assistance Program. - Professional development stipend and learning and development offerings to help you build the skills and connections you need to move forward in your career. - Charitable contribution match per team member.

• 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