Director of Revenue Operations, Babylist
$137.6-206.4k
+ Equity and bonus in accordance with our applicable plans and policies
Excel
NetSuite
Expert level
Remote in US
Online universal baby registry
Open for applications
Online universal baby registry
501-1000 employees
B2CMarketplaceConsumer GoodseCommerce
Open for applications
$137.6-206.4k
+ Equity and bonus in accordance with our applicable plans and policies
Excel
NetSuite
Expert level
Remote in US
501-1000 employees
B2CMarketplaceConsumer GoodseCommerce
Company mission
To help expecting parents get exactly what they need for the arrival of their new baby.
Role
Who you are
- 10+ years of experience in sales or revenue operations within a high-growth media company, publisher, or platforms
- At least 5 years of experience leadership and people management; you’ve hired, performance managed, and developed high performing teams
- Deep experience in the ad industry with knowledge of the broader media ecosystem, with prior experience in building processes, tools, benchmarks and the right data to manage a growing media business
- Experience working with non-programmatic/non-banner media products, including newsletters, events, social, custom content, and native placements
- Strong analytical skills with ability to derive actionable insights from complex data sets
- Adept and knowledgeable in manipulating large data sets within excel (i.e pivot tables, pivot charts, dashboards, interactive charts, vLookup and sumIfs functions, macros, etc)
- Experience with OMS systems (i.e Boostr or Netsuite) and proficiency in sales analytics tools
- Strong project management experience, with an ability to evaluate and re-prioritize rapidly and deliver results against aggressive deadlines
- Commitment to strengthening the sales operational processes with knowledge, creativity and empathy
- Excellent verbal and written communication skills for a variety of audiences
- Self-motivated and able to work autonomously & collaboratively to find direction in ambiguity and complexity, both independently and alongside finance, accounting and people operations
- Demonstrated proficiencies as a Program Manager in a rapidly changing environment
- Experience launching and driving adoption for org-wide changes to operational processes
- Bachelor’s Degree preferred
What the job involves
- We are excited to announce the opening for our first Director of Revenue Operations!
- In this role, you will spearhead the creation of a new function by optimizing our sales operations to support revenue growth and ensure operational excellence across our media sales team
- Reporting to the VP of Partnerships & Business Development, this is an incredible opportunity to leverage your sales and revenue operations experience within an organization that welcomes innovation and new ways of thinking. Join us!
- Manage and optimize the end-to-end sales operations processes, including sales forecasting, pipeline management, OMS management, annual planning and sales performance analytics
- Lead monthly, quarterly, and annual internal sales reviews: identify product optimizations, develop accurate revenue forecasts to help identify and size existing and new business opportunities, and create, develop and maintain the account planning processes in collaboration with sellers
- Oversee the day-to-day operations of the sales and account management teams, including pipeline management and reporting, revenue forecasting, account allocation and quota setting
- Develop dashboards and operational metrics in a constantly evolving sales organization and define systems and processes to support the rapid growth of Babylist
- Establish and monitor key performance metrics to evaluate the effectiveness of sales efforts and drive continuous improvement – including analysis of sales pipeline data to identify optimization opportunities
- Ensure accurate reporting across the organization, including existing and future headcount, revenue, margin, pipeline, and other metrics as required
- Develop, benchmark and continuously optimize Babylist rate cards, packaging, and pricing. Help create and constantly optimize pricing and packaging strategies to maximize value to Babylist and benefits to partners
- Serve as the primary point of contact to the sales team for approval of non-standard deals – balancing customer needs, sales targets, profitability, and other strategic opportunity / risk factors
- Collaborate closely with sales leadership, HR, Finance and Accounting to develop and implement strategies to maximize sales productivity and achieve revenue targets
- Analyze sales data and trends to provide actionable insights and recommendations for continuous improvement
- Conduct market research to identify new opportunities and trends
- Create and maintain comprehensive documentation of sales processes and procedures
- Develop and maintain sales reports, dashboards, and KPIs to track performance metrics and communicate insights to stakeholders
- Develop detailed training materials and maintain reference materials for how tools work and what is expected from the sales team when using them
- Be the accountable owner for the systems and tools that our sales team uses to support our advertising customers
Our take
Since its 2011 launch, Babylist has grown into one of the most highly rated baby registries in the US. The difference it offers is that it allows users to include products from any store in their registries. On top of this, the company’s model also focuses heavily on creating informational content, which allows it to generate ad revenue while building customer loyalty.
Originally scaled with fairly low venture funding, Babylist claims half of new parents in the US now use its services. This, given that the baby products industry is worth close to $90 billion, shows the immense growth of the company as well as speaking to the impact it has made in the space.
Babylist has seen strong funding in the past which fuelled projects such as the launch of virtual showrooms, and facilitated the company's expansion further into the market. The company acquired Expectful, a health and wellness tool, in 2023 with the long-term vision to combine the companies into a larger health and wellness media property, that can help people navigate all parts of parenthood from fertility to diapers.
Steph
Company Specialist
Insights
Led by a woman
Top investors
Company
Funding (1 round)
Nov 2021
$40m
SERIES C
Total funding: $40m
Company benefits
- HAPPIER WEEKENDS – We work to live, not live to work. That means we generally don’t work nights or weekends, and we offer 10 paid holidays throughout the year, in addition to your paid time off.
- PAID TIME OFF THAT WORKS FOR YOU – Life is unpredictable. Use your time off for what you need, whether that’s a vacation, family event or a day to unplug.
- PARENTAL LEAVE – We offer a flexible, 12-week paid parental leave policy.
- FLEXIBLE BENEFITS – Choose from benefits that support your working style, whether that's remote, in the office or something in between.
- HEALTH & WELLNESS – Wellness benefits include 100% paid coverage for medical, vision and dental for full-time employees.
- BABYLIST STORE DISCOUNT – All full-time employees receive a generous Babylist Store discount.
Company values
- We Love Our Users: This is our superpower. We listen to our users relentlessly to earn their trust and find better and better ways to support them as they tackle this thing called parenthood.
- Eye on the Horizon: We are building a lasting business by focusing on the long term for our users. Day-to-day we focus on what's directly in front of us with an eye on what's ahead. We are prepared to go against what is popular or trendy at the moment in order to serve our longer-term goals. We keep one eye on the horizon with the right mix of data, intuition, and user understanding to validate our decisions.
- Always Be Learning: We approach things with a growth mindset as individuals and as a company. We believe high performance comes from curiosity and an eagerness to find ways to improve. We foster an environment where everyone can feel comfortable asking hard questions in order to learn. We are resilient.
- Intentionally Focused: In order to do hard things, we must work on the most important things first. We see the biggest impact when we simplify problems and solutions and pare back any distractions.
- Be Your Own CEO: As a remote company, we must approach our work with ownership and accountability. To have the impact we want to have, we need to excel at management, execution, and communication. We are excited and engaged with the work we do. We understand the broader context of our work and make decisions that support those efforts. We take responsibility and deliver.
Company HQ
Emeryville, CA
Articles
Leadership
Natalie Gordon
(CEO)Former Software Engineer at Amazon. Initially founded Babylist as a side project and has since taken the company to a market leading status.
Diversity & Inclusion at Babylist
- Babylist is committed to anti-racism and inclusivity. It’s their mission to create a supportive and inclusive community for parents of all kinds, and equally important to create a supportive and inclusive environment for Babylist employees.
- We educate employees about and give them the words to challenge microaggressions because language is a powerful indicator of belonging.
- We create a safe place for people to investigate their own blind spots and racism that come from growing up in a racist society.
- We commit to challenging our own biases and those of people around us.
- We construct our company programs and processes to screen and correct for bias and unintended impact on underrepresented groups.
- We use our reach and our resources to support those who are doing anti-racist work that benefits our users and communities.
- We commit to dismantling systemic racism in the ways that it creeps into corporate structures:
- We interview manager candidates for diversity, equity and inclusion aptitude so everyone has a manager who supports their sense of belonging. If the candidate doesn’t pass, they won’t be hired.
- We articulate our anti-racist stance in our onboarding program so it’s clear where we stand.
- We survey the team annually to make sure we understand inclusivity and belongingness at Babylist.
- We measure the efforts of our DEI programs so we know if they’re working and can set objective goals to fix them if they’re not.
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