About the company
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.
Responsibilities
- 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.
Requirements
- 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.