Head of Revenue Operations

Blavity, Inc. is a venture-funded media and technology company, founded in 2014 around a simple idea: enable Black millennials to tell their own stories. Today, we are home to the largest network of platforms and lifestyle brands serving the multifaceted lives of Black millennials & Gen Z through original content, video, unique experiences, and product solutions. Blavity Inc. has evolved into a market leader for Black media, reaching 250 million users per month through our growing brand portfolio, including Blavity, Blavity360º, Shadow & Act, AfroTech & Talent Infusion, 21Ninety, Travel Noire, and Home & Texture. Our Blavity, Inc. employee community is composed of passionate, energetic, and culturally conscious individuals working together to deliver value to each other, the company, and our clients. We are always searching for new additions to our community that will help us continue to scale, contribute meaningfully to our culture, and advance our strategic direction.

Job Summary: 

Blavity Inc. seeks a Head of Revenue Operations to lead the Revenue Operations department, which includes overseeing Yield, Sales Planning, Business Analytics, and ad operations efficiency. This team is responsible for Media revenue forecasting and sales pipeline, pricing and inventory and sales planning.

This role will report directly to the Chief Revenue Officer with a dotted line to our Chief Business & Financial Officer.

Responsibilities: 

• Lead and build an industry-leading Revenue Operations team; develop and grow media planners, managers, and leaders on the team to drive exceptional impact on the business 
• Responsible for the accuracy of all media plans across Blavity Media Group and AfroTech
• Lead the strategic sales planning process and modeling with annual and quarterly updates; including Sales Coverage Models, pricing — high familiarity with media commission processing — and quota setting.
• Responsible for sales KPIs, forecasting, and reporting by overseeing KPI dashboards and routinely analyzing and synthesizing for the sales leadership team with recommended actions. 
• Responsible for pricebook pricing decisions and management 
• Own Salesforce and Operative, including but not limited to:
  • Evaluating current work flows and managing existing processes to improve sales productivity
  • Reviewing and refining current workflows to simplify how sales interact with SFDC 
  • Ensuring that our processes effectively support our agency client’s urgent needs 
• Provide standard and ad hoc sales forecasting and sales reporting capabilities for finance and corporate executives. 
• Build business reporting for strategic analysis and internal business review while helping business users and stakeholders take actions from analytics by providing useful and practical interpretation and guidance for decision-making. 
• Lead quarterly GSL QBR analysis and preparation.
• Manage business-unit-specific operating mechanisms with sales leaders that promote sales force productivity and commercial performance, such as deal, forecast, and pipeline reviews or monthly and quarterly business reviews.
• Effectively document and publish processes to ensure business continuity, equip new sales hires faster, and increase business partner awareness.
• Data integrity: Develop and lead a data governance program to ensure the accuracy of sales data including but limited to pipeline data.
• Lead management: Collaborate with sales leadership and marketing to ensure sales effectively executes the lead management strategy.
• Tech stack: Drive the adoption of invested sales technology through advocacy and seller enablement while providing a feedback loop for improvements and future needs from frontline users.
• Ensure efficient, effective, and governed deal management processes across internal stakeholders (e.g. Finance, Legal, HR, deal desk, order processing) that drive profitable business, partnering closely with IT and Legal. 
• Rules of engagement: Maintain, enforce, and arbitrate rules of engagement across Media Sales teams to reduce complexity for our clients and execute consistently.

Qualifications: 

• Education: B.A or Masters Degree
• Required Experience: 
  • 10+ years experience in Strategy and Revenue Operations roles; proven experience unlocking growth and productivity improvements with Sales, Customer Success, Revenue Support and/or Partnerships teams highly preferred
  • 10+ years of experience managing and coaching employees
• Technologies: Fluent in Salesforce, Operativ, Microsoft Office, Google Suite, Salesforce, Asana, and/or comparable project management suite
• Additional Qualifications:
  • Excellent communication skills, able to take complex information and succinctly and effectively communicate both in verbal and written formats 
  • Excellent cross-functional collaborator who is able to move quickly and drive results in a matrixed environment
  • Demonstrated ability to set, manage, and track against a set of diverse, strategic KPIs 
  • Strong analytical mind with demonstrated experience tracking core business metrics and driving decisions based on that data 
  • A healthy appreciation of GIFs and Black culture

Details: 

• This is a fully remote role, U.S.- based role. Occasional travel may be required. 
• Candidates must be authorized to work in the U.S.
• Candidates must be available to work at least 50% in alignment with the Pacific Time Zone. 
• The annual salary range for this role is $190,000 - $225,000.

To apply, please submit your resume and cover letter online at BlavityInc.com/Careers.

Blavity is committed to creating a diverse environment free of discrimination and harassment, and building a team that represents a variety of backgrounds, perspectives, and skills.

Blavity is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, HIV Status, veteran status, or any other status protected by the laws or regulations in the locations where we operate.