Director of Revenue Operations

About PebblePost

PebblePost is a leading performance marketing company specializing in programmatic direct mail and CTV. Our proprietary technology leverages online and offline data to drive measurable, incremental outcomes at scale for the world’s top brands. With the ability to identify and reach nearly every U.S. household, and exclusive access to $100B+ in annual transactions and hundreds of billions of real-time intent signals, PebblePost delivers unparalleled precision, scale, and performance for marketing campaigns.

About the role

As Director of Revenue Operations, you will build and operate the commercial engine that drives PebblePost’s growth. Our business is performance-driven and campaign-based, requiring disciplined forecasting, pricing governance, and clear revenue visibility across the organization.

You will establish the frameworks, processes, and reporting standards that create predictability in a dynamic environment. This role is responsible for pipeline governance, deal desk rigor, forecasting methodology, and commercial performance analysis. You will partner closely with Sales, Marketing, Finance, Analytics, and Systems teams to ensure alignment across the revenue lifecycle.

In a lean, high-growth organization, you will bring structure to complexity, surface revenue risk early, and drive operational clarity that enables confident executive decision-making.

You will report to the VP of Operations.

You will:

• Own pipeline governance, forecasting methodology, and revenue variance analysis
• Establish and manage Deal Desk processes including pricing exceptions, margin guardrails, and commercial approvals
• Define commercial reporting standards and forecasting frameworks in partnership with Analytics
• Partner with Revenue Systems to ensure CRM structure and workflows support accurate forecasting and reporting
• Analyze win rates, deal velocity, pricing trends, and margin performance to inform executive decision-making
• Develop executive-ready reporting that clearly surfaces revenue risk and opportunity
• Standardize commercial processes across Sales, Marketing, and Finance to improve consistency and accountability
• Partner with Sales Enablement to translate commercial processes and forecasting standards into clear documentation and training
• Identify and implement process improvements that increase revenue visibility, predictability, and scalability

You have:

• 8+ years in Revenue Operations, Sales Operations, or Commercial Operations
  Experience operating in performance marketing, media, ad tech, or other campaign-based revenue environments (not solely subscription SaaS)
• Experience forecasting in variable, non-recurring revenue models
• Experience owning Deal Desk governance and pricing frameworks
• Strong working knowledge of CRM systems (Salesforce preferred) with the ability to define structure and reporting requirements
• Fluency in BI tools (Domo, Tableau, Looker, etc.) with the ability to validate metric definitions and interpret complex data
• Comfort operating in lean, high-growth environments balancing strategy and execution
• Experience influencing senior stakeholders and driving cross-functional alignment

Our Benefits

• Unlimited PTO policy
• Comprehensive medical, dental and vision plans
• Cell phone reimbursement program
• Flexible spending (FSA), health savings (HSA), and pre-tax commuter accounts
• Employee-based 401(k) program
• Additional voluntary benefit programs available such as life, critical illness, disability, employee assistance and additional buy-up options

The salary range is a reasonable estimate based on aggregate data for all US locations. Any offered salary is determined by a wide range of factors including but not limited to; candidate location, cost of labor, market data/ranges, internal equity, internal salary ranges, applicant’s skills, prior relevant experience, certain degrees and certifications (e.g. JD/technology, for example).

Salary range: Low: $170,000 - High: $190,000

PebblePost is an equal opportunity employer. All employment decisions are made without regard to race, color, age, gender, gender identity or expression, sexual orientation, marital status, pregnancy, religion, citizenship, national origin/ancestry, physical/mental disabilities, military status or any other basis prohibited by law.