Lead - Revenue Operations

Bengaluru, India Senior Posted 2026-04-22

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About this role

<div class="content-intro"> InMobi Advertising is a global technology leader helping marketers win the moments that matter. Our advertising platform reaches over 2 billion people across 150+ countries and turns real-time context into business outcomes, delivering results grounded in privacy-first principles. Trusted by 30,000+ brands and leading publishers, InMobi is where intelligence, creativity, and accountability converge. By combining lock screens, apps, TVs, and the open web with AI and machine learning, we deliver receptive attention, precise personalization, and measurable impact. Through Glance AI, we are shaping AI Commerce, reimagining the future of e-commerce with inspiration-led discovery and shopping. Designed to seamlessly integrate into everyday consumer technology, Glance AI transforms every screen into a gateway for instant, personal, and joyful discovery.  Spanning diverse categories such as fashion, beauty, travel, accessories, home décor, pets, and beyond, Glance AI delivers deeply personalized shopping experiences. With rich first-party data and unparalleled consumer access, it harnesses InMobi’s global scale, insights, and targeting capabilities to create high impact, performance driven shopping journeys for brands worldwide. Recognized as a Great Place to Work, and by MIT Technology Review, Fast Company’s Top 10 Innovators, and more, InMobi is a workplace where bold ideas create global impact. Backed by investors including SoftBank, Kleiner Perkins, and Sherpalo Ventures, InMobi has offices across San Mateo, New York, London, Singapore, Tokyo, Seoul, Jakarta, Bengaluru and beyond. At InMobi Advertising, you’ll have the opportunity to shape how billions of users connect with content, commerce, and brands worldwide. To learn more, visit <a id="menur1hur" class="fui-Link ___1q1shib f2hkw1w f3rmtva f1ewtqcl fyind8e f1k6fduh f1w7gpdv fk6fouc fjoy568 figsok6 f1s184ao f1mk8lai fnbmjn9 f1o700av f13mvf36 f1cmlufx f9n3di6 f1ids18y f1tx3yz7 f1deo86v f1eh06m1 f1iescvh fhgqx19 f1olyrje f1p93eir f1nev41a f1h8hb77 f1lqvz6u f10aw75t fsle3fq f17ae5zn" href="http://www.inmobi.com/" target="_blank">www.inmobi.com</a> </div><h2 data-start="1256" data-end="1283">Key Responsibilities</h2> <h3 data-start="1285" data-end="1328">1. Strategic Planning & Forecasting</h3> <ul data-start="1329" data-end="1823"> <li data-start="1329" data-end="1511"> Lead the top-down and bottoms-up planning cycles (AOP/AFP) for Media Flow (MF), Net Revenue (NR), and Take Rate across products (Contracted OX, PX, Auction Packages, Brand IO). </li> <li data-start="1512" data-end="1687"> Build and maintain dynamic forecasting models leveraging Data Cloud and Einstein AI for predictive insights, highlighting gaps to targets and driving corrective actions. </li> <li data-start="1688" data-end="1823"> Partner with Finance and Product to translate business strategy into actionable revenue plans by region, deal type, and vertical. </li> </ul> <h3 data-start="1825" data-end="1867">2. Revenue Intelligence & Insights</h3> <ul data-start="1868" data-end="2237"> <li data-start="1868" data-end="1985"> Own the design and execution of the Revenue Intelligence pyramid (Input → Leading Indicators → MF/NR outcomes). </li> <li data-start="1986" data-end="2128"> Deliver account-level and deal-level intelligence dashboards for GTM teams, integrating data from Salesforce, OMS, and external signals. </li> <li data-start="2129" data-end="2237"> Build playbooks for Hunter–Farmer–CSM segmentation, new business vs. expansion, and win-loss analysis. <h3 data-start="2645" data-end="2687">3. GTM Process Design & Governance</h3> <ul data-start="2688" data-end="3038"> <li data-start="2688" data-end="2820"> Own the lead-to-cash process mapping (MECE framework), ensuring clean lead capture, MQL/SQL definitions, and pipeline hygiene. </li> <li data-start="2821" data-end="2927"> Champion Salesforce discipline and process adoption — “If it’s not in Salesforce, it doesn’t exist.” </li> <li data-start="2928" data-end="3038"> Drive deal desk governance to ensure pricing discipline, margin protection, and accelerated deal cycles. <h2 data-start="4250" data-end="4284">Qualifications & Experience</h2> <ul data-start="4285" data-end="5003"> <li data-start="4285" data-end="4401"> 5-7+ years of experience in Revenue Operations, GTM Strategy, or Sales Operations in AdTech, SaaS, or Media. </li> <li data-start="4402" data-end="4492"> Proven success leading end-to-end revenue planning and forecasting for a global P&L. </li> <li data-start="4493" data-end="4605"> Deep expertise with Salesforce (Sales/Service Cloud), BI tools (PowerBI, Tableau), and financial modeling. </li> <li data-start="4606" data-end="4741"> Strong understanding of digital advertising business models – Open Exchange, Private Exchange, Managed Service, and Programmatic. </li> <li data-start="4742" data-end="4836"> Exceptional stakeholder management skills, with the ability to influence C-level executives. </li> <li data-start="4837" data-end="4925"> Data-driven, systems thinker with bias for action and a “no manual Excel” mindset. </li> <li data-start="4926" data-end="5003"> Experience building and leading small but impactful RevOps/Analytics teams. </li> </ul> </li> </ul> </li> </ul>  <div class="content-conclusion">The InMobi Culture At InMobi, culture isn’t a buzzword; it's an ethos woven by every InMobian, reflecting our diverse backgrounds and experiences. We thrive on challenges and seize every opportunity for growth. Our core values — thinking big, being passionate, showing accountability, and taking ownership with freedom — guide us in every decision we make. We believe in nurturing and investing in your development through continuous learning and career progression with our InMobi Live Your Potential program. InMobi is proud to be an Equal Employment Opportunity employer and is committed to providing reasonable accommodations to qualified individuals with disabilities throughout the hiring process and in the workplace. Visit <a class="fui-Link ___1rxvrpe f2hkw1w f3rmtva f1ewtqcl fyind8e f1k6fduh f1w7gpdv fk6fouc fjoy568 figsok6 f1hu3pq6 f11qmguv f19f4twv f1tyq0we f1g0x7ka fhxju0i f1qch9an f1cnd47f fqv5qza f1vmzxwi f1o700av f13mvf36 f1cmlufx f9n3di6 f1ids18y f1tx3yz7 f1deo86v f1eh06m1 f1iescvh fhgqx19 f1olyrje f1p93eir f1nev41a f1h8hb77 f1lqvz6u f10aw75t fsle3fq f17ae5zn" href="https://nam04.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.inmobi.com%2Fcompany%2Fcareers&data=05%7C02%7Crichard.thomas%40inmobi.com%7Ce97eb886aa4d4c8e919608dc52d1cc2f%7C89359cf49e60409980c4775a0cfe27a7%7C0%7C0%7C638476308219536812%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C0%7C%7C%7C&sdata=FOJ4DKK6f1jjlteD9SlK%2FdMDUaZzdYsCFSU%2BX%2BvuCAo%3D&reserved=0" target="_blank">https://www.inmobi.com/company/careers</a> to better understand our benefits, values, and more!</div>

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