Senior Manager - Revenue Operations

InMobi; Bengaluru; On-site; INR 3,500,000 - 7,500,000; Full time

Job summary

InMobi Advertising in Bengaluru seeks a senior leader to run Revenue Operations, spanning Sales Technology, SalesOps and Compensation. You will partner with global sales and services teams to optimize processes, data integrity, and forecasting accuracy, while guiding an AI-driven transformation across the revenue organization.

The role requires 10–15 years in revenue or business operations, hands-on expertise with Salesforce, HubSpot, Looker, and other revenue tools, and a track record of

Qualifications

• 10–15 years of progressive experience in revenue operations, sales operations, or business operations.
• Experience 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 delivering timelines.

Responsibilities

• Own the end-to-end GTM technology stack (Salesforce, HubSpot, Einstein, Fireflies, Slack), ensuring data integrity and a single source of truth.
• Design sales processes, territory planning and segmentation, quota modeling and allocation, pipeline management and forecasting, and velocity analytics.
• Own compensation policy design, quota structure, performance measurement, GTM scorecard, and commission administration.
• Lead the AI transformation roadmap for revenue operations and drive adoption of AI-powered tools and workflows.
• Set quarterly OKRs, lead cross-functional teams, and report outcomes with measurable business impact.

Skills

Revenue Ops

Sales Tech

Sales Ops

Compensation

AI Transformation

Tools

Salesforce

HubSpot

Looker

Gong

Clari

Fireflies

Excel

Tableau

SQL

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

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.
• 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.
• 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.

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.