Sr. Director, Revenue Operations

The Senior Director, Revenue Operations will build and lead GSTV's commercial operating backbone, owning the processes, systems, data, and operating cadence that support revenue execution. This role will create consistent ownership and governance across planning, forecasting, incentives, analytics, and executive commercial reporting.

The successful candidate will have built or materially redesigned a Revenue Operations function and will bring a clear point of view on effective Rev Ops. This leader will assess the current environment, establish priorities, and independently implement a practical roadmap.

Responsibilities include, but are not limited to:

• Own weekly, monthly, and quarterly operating reviews covering forecast, pipeline movement, productivity, yield, and progress vs plan
• Lead annual planning for segmentation, coverage, territories, quotas, and capacity
• Define and enforce commercial governance including decision rights, policies, and deal authority thresholds
• Rapidly assess GSTV's current Rev Ops capabilities, identify gaps, and implement a practical roadmap that improves the function while maintaining business continuity
• Coordinate Revenue Operations processes across Sales and Marketing, partnering closely with Finance, Product & Tech, Measurement, and Ad Operations

• Own the revenue forecast methodology and cadence, reconciling CRM forecasts, pipeline conversion assumptions, seller inputs, actual performance, and the company plan to improve accuracy and confidence
• Establish and enforce pipeline hygiene, stage definitions, data standards, inspection routines, compliance measures, and escalation paths with Sales leadership
• Translate insights on conversion, velocity, win/loss, and deal slippage into specific in‑quarter actions for sellers and leaders, and track those actions through completion

• Build bottom‑up quotas by account and category using historical performance and growth potential, partnering with Finance and Sales leadership on repeatable quota‑setting and capacity processes
• Support compensation plan design and own modeling, administration, crediting rules, and performance reporting
• Manage account transitions and maintain clear account, territory, quota, and crediting rules, resolving ownership and compensation exceptions consistently

• Establish or strengthen deal desk capabilities for pricing, structuring, and exception management
• Implement pricing and packaging guardrails to improve margin and yield consistency
• Own the deal review workflow and decision log, coordinating required reviews with Finance, Ad Operations, Measurement, and other stakeholders before approval

• Provide reporting and analysis to support sell‑through, inventory planning, and yield decisions
• Partner with Sales, Ad Operations, Product, and Finance to identify inventory constraints, pricing opportunities, and delivery risks early

• Deliver executive dashboards connecting activity to outcomes from pipeline through revenue
• Produce executive‑ready commercial performance reporting
• Support the recurring sponsor, lender, and board reporting cycle, including the weekly flash and monthly performance pack, with the commercial data and analysis behind it
• Build analytical models for whitespace, churn risk, deal quality, and pricing over time
• Own commercial definitions, source logic, and quality controls so leaders use one consistent view of bookings, pipeline, forecast, revenue, seller productivity, and yield
• Define and govern core commercial taxonomy…