Lead - Revenue Operations

What you'll do

• Lead top-down and bottoms-up planning cycles (AOP/AFP) for Media Flow, Net Revenue, and Take Rate across products
• Build and maintain dynamic forecasting models leveraging Data Cloud and Einstein AI for predictive insights
• Partner with Finance and Product to translate business strategy into actionable revenue plans by region, deal type, and vertical
• 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
• 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
• Drive deal desk governance to ensure pricing discipline, margin protection, and accelerated deal cycles

Requirements

• 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

Tech stack

Benefits