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.
• 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."
• 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.