Lead - Revenue Operations

InMobi; Bengaluru; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

InMobi Advertising is seeking a RevOps strategist in Bengaluru to lead revenue planning, forecasting, and GTM governance across multiple products. You will work with Finance and Product to translate strategy into regional revenue plans and build dashboards that inform executive decisions.

You will drive Salesforce discipline, data-driven insights, and a strong emphasis on maximizing revenue efficiency while collaborating with sales and marketing teams.

Qualifications

• 5-7+ years of experience in Revenue Operations, GTM Strategy, or Sales Operations in AdTech, SaaS, or Media.
• Proven success leading end-to-end revenue planning and forecasting for a global P&L.
• Deep expertise with Salesforce (Sales/Service Cloud), BI tools (PowerBI, Tableau), and financial modeling.
• Strong understanding of digital advertising business models – Open Exchange, Private Exchange, Managed Service, and Programmatic.
• Exceptional stakeholder management skills with ability to influence C-level executives.
• Data-driven, systems thinker with a bias for action and no manual Excel mindset.
• Experience building and leading small RevOps/Analytics teams.

Responsibilities

• Lead the top-down and bottoms-up planning cycles for MF, NR, and Take Rate across products.
• Build dynamic forecasting models leveraging Data Cloud and Einstein AI for predictive insights.
• Partner with Finance and Product to translate strategy into actionable revenue plans by region, deal type, and vertical.
• Own the Revenue Intelligence pyramid design and execution from Input to Leading Indicators to outcomes.
• Deliver account- and deal-level intelligence dashboards for GTM teams using Salesforce, OMS, and external signals.
• Create Hunter-Farmer-CSM segmentation playbooks, and support new business vs. expansion decisions.
• Own lead-to-cash process mapping (MECE) and ensure Salesforce discipline.
• Drive deal desk governance for pricing discipline, margins, and faster cycles.

Skills

Revenue operations

GTM strategy

Sales operations

Revenue forecasting

Salesforce

PowerBI

Tableau

Financial modeling

Stakeholder management

RevOps leadership

Tools

Salesforce (Sales/Service Cloud)

PowerBI

Tableau

Job description

InMobi Advertisingis 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.

AtInMobi Advertising, you’ll have the opportunity to shape how billions of users connect with content, commerce, and brands worldwide. To learn more, visit www.inmobi.com

Key Responsibilities

1. Strategic Planning & Forecasting

• Lead thetop-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).


• Build and maintaindynamic forecasting modelsleveraging Data Cloud and Einstein AI for predictive insights, highlighting gaps to targets and driving corrective actions.


• Partner with Finance and Product to translate business strategy intoactionable revenue plansby region, deal type, and vertical.


• Own the design and execution of theRevenue Intelligence pyramid(Input → Leading Indicators → MF/NR outcomes).


• Deliveraccount-level and deal-level intelligencedashboards for GTM teams, integrating data from Salesforce, OMS, and external signals.


• Build playbooks forHunter-Farmer-CSM segmentation, new business vs. expansion, and win-loss analysis.

3. GTM Process Design & Governance

• Own thelead-to-cash process mapping(MECE framework), ensuring clean lead capture, MQL/SQL definitions, and pipeline hygiene.


• ChampionSalesforce disciplineand process adoption - "If it’s not in Salesforce, it doesn’t exist."


• Drivedeal desk governanceto ensure pricing discipline, margin protection, and accelerated deal cycles.

Qualifications & Experience

• 5-7+ yearsof experience in Revenue Operations, GTM Strategy, or Sales Operations in AdTech, SaaS, or Media.


• Proven success leadingend-to-end revenue planning and forecastingfor a global P&L.


• Deep expertise withSalesforce (Sales/Service Cloud), BI tools (PowerBI, Tableau), and financial modeling.


• Strong understanding ofdigital advertising business models– Open Exchange, Private Exchange, Managed Service, and Programmatic.


• Exceptional stakeholder management skills, with the ability to influence C-level executives.


• Data-driven, systems thinker with bias for action and a"no manual Excel" mindset.


• Experience building and leading small but impactful RevOps/Analytics teams.

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.

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