What is the role about?

Reporting to InMobi Advertising's VP, Revenue Operations & Chief of Staff, you will lead Revenue Operations — the operational engine of InMobi's Go-To-Market organization. You own three integrated pillars: Sales Technology, SalesOps, and Compensation. This role directly supports the global revenue organization, partnering with sales and services teams across every major global market.

You are accountable for ensuring the right people chase the right accounts, with the right tools, measured against the right goals. You will also lead AI transformation across the revenue organization, identifying where AI and automation create meaningful operational leverage and driving adoption end-to-end. The right candidate brings a bias for action, a 1:1 say/do ratio, and a demonstrated track record of holding teams accountable to their commitments.

What will you be doing?

RevOps Area of Ownership

• Sales Technology: Own the end-to-end GTM technology stack (Salesforce, HubSpot, Einstein, Fireflies, Slack), ensuring system integrity, data accuracy, and a single source of truth. Own vendor relationships, tech-stack audits, the technology budget, and new employee onboarding across all revenue systems.
• SalesOps: Own the operating system of the sales organization – sales process design, territory planning and segmentation, quota modeling and allocation, pipeline management and forecasting, and velocity and churn/retention analytics.
• Compensation: Own compensation policy design, quota structure, performance measurement, the GTM scorecard, and commission administration (accelerators, SPIFs, exceptions). Ensure on-time delivery of actualized performance data to HR for payroll and model incentive scenarios each quarter.

AI Transformation

• Own the AI transformation roadmap for revenue operations: identify the highest-impact opportunities across all three pillars, and drive initiatives from proof-of-concept through full-scale implementation.
• Lead adoption of AI-powered tools and workflows – intelligent lead scoring, automated deal analysis, pipeline forecasting, and customer health monitoring.
• Drive AI fluency across the revenue organization through structured enablement and change management.

Operating Cadence

• Annual: goal-framework design, territory planning, tech-stack audit, compensation policy refresh, vendor reviews, and budget.
• Quarterly: run the Actualize → Plan → Deliver cycle across all three pillars – close prior quarter, finalize forecasts and incentive models, and deliver quotas, comp plans, and system builds before quarter start.
• Weekly: pipeline reviews with sales leaders, activity reviews, hygiene enforcement, adoption monitoring, and support triage.

Team Leadership

• Lead a multi-function team spanning Sales Technology, SalesOps, and Compensation. Build a high-performance culture where commitments are honored and outcomes take precedence over activity.
• Set quarterly OKRs for all team members with clear accountability for deliverables and timelines. Report on outcomes with measurable business impact.
• Be a leader within the Bangalore HQ office, leading cross functionally and using influence to drive outcomes.

What is expected from you?

• 10–15 years of progressive experience in revenue operations, sales operations, or business operations within digital advertising, B2B SaaS, or technology.
• Demonstrated success leading a multi-pillar revenue operations function spanning sales technology, sales operations, and compensation.
• Experience owning the full revenue lifecycle: sales process design, territory planning, quota modeling, pipeline management, forecasting, velocity analytics, churn/retention, and compensation administration.
• Track record leading AI or automation transformation initiatives within a revenue or go-to-market organization, from evaluation through adoption.
• Deep working knowledge of Salesforce, HubSpot, Looker, and revenue intelligence platforms (Einstein, Gong, Clari, Fireflies).
• Proven leadership of cross-functional teams at a global scale with documented business impact and a track record of holding teams to deliverables.

Skills & Attributes

• Bias for action: You move decisively, prioritize execution, and course-correct as needed.
• 1:1 say/do ratio: Your commitments are reliable. You deliver what you promise, when you promise it.
• Accountability-driven: You set clear expectations and hold yourself and your team to them as an operating principle.
• Solution-oriented: Every problem comes with a proposed path forward.
• Analytical rigor with the ability to translate complex data into business decisions.
• Strong project management discipline across multiple concurrent functional areas.
• Excellent communication skills with an emphasis on clarity, directness, and follow-through.
• Experience in high-growth, fast-paced technology environments. Familiarity with revenue recognition principles, financial planning, and tools such as Excel, SQL, or Tableau.