Director, Revenue Operations

Company Overview:

Ghost is a data-driven distribution platform for the best brands in the world. We partner with leading streetwear, apparel, footwear, beauty, and home goods brands to unlock new revenue for all types of inventory. Through transparency, data insights, and a network of vetted buyers, Ghost empowers sellers to diversify and optimize their inventory management. Backed by top VC firms (Cathay, USV, Equal, Eniac, L. Catterton), Ghost is one of LA’s fastest-growing startups.

About the Role:

Reporting to the SVP of Revenue, the Director, Revenue Operations will play a pivotal role in optimizing our sales processes, enhancing team performance, and driving revenue growth. You are a strategic thinker with a strong analytical background, knowledge of CRM software and tooling, excellent cross-functional collaboration skills, and a deep understanding of sales operations within a B2B marketplace environment.

Key Responsibilities:

Sales Strategy & Process Optimization

• Develop and implement scalable growth strategies across both demand and supply aligned with company objectives
• Analyze sales data to identify trends, opportunities across segments, and areas for improvement throughout the full deal cycle
• Systematize and streamline sales processes to enhance efficiency and effectiveness
• Collaborate with sales leadership to design and execute individual targets based on books of business and incentive plans

CRM & Technology Management

• Oversee the CRM system to ensure data accuracy and user adoption
• Manage the sales technology stack, including sales enablement tools, to support sales team productivity
• Evaluate and implement new technologies to enhance sales operations

Forecasting & Performance Analytics

• Lead sales forecasting efforts, providing insights to inform business decisions
• Develop and maintain dashboards and reports to track key performance indicators
• Lead weekly performance deep dives that monitor sales performance against targets and recommend corrective actions as needed

Cross-Functional Collaboration

• Work closely with all revenue-generating functions, Operations, Engineering, Product & Design (EPD) and Finance to align sales strategies with business goals
• Determine areas of opportunity for mitigating post-purchase challenges earlier in the funnel, design solutions, and implement alongside Revenue and Operations team members
• Partner with EPD on roadmap development and product features with prioritization based on impact insights

• Bachelor's degree in Business Administration, Sales, Marketing, or a related field
• Minimum of 8 years of experience in sales operations or a related role, with at least 3 years in a leadership capacity
• Proven track record of optimizing sales processes and driving revenue growth in a B2B environment
• Proficiency in CRM systems (e.g., Hubspot) and sales analytics tools (e.g., Gong)
• Experience in a fast-moving and dynamic startup environment

Benefits we offer: 

• Medical, Vision, and Dental with some plans covered at 100% 
• Competitive compensation and equity structure
• 401K 
• Unlimited PTO

This role is based in Los Angeles. The base salary for this position can range from $175,000 to 225,000. The actual amounts may vary based on factors such as experience, knowledge, skills, and abilities related to the position.

Ghost is an equal opportunity employer and values diversity in the workplace. We are committed to fostering an inclusive and innovative environment where all employees can thrive. We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, genetic information, or any other protected characteristic under applicable laws.