Description

• Own complete revenue accountability for the AdOps function, including delivery against quarterly and annual revenue targets with a clear mandate for quarter-on-quarter growth.
• Proactively identify and surface upsell, cross-sell, and incremental revenue opportunities from campaign performance data, inventory availability, and client engagement patterns. 
• Partner with Sales and Customer Success to build a structured pipeline of incremental asks—packaging underutilized inventory, high-performing placements, and audience extensions into actionable upsell recommendations.
• Track and report on revenue delivery, at-risk campaigns, and growth opportunities as part of regular leadership and ELT reporting cadences.
• Develop a commercial instinct within the AdOps team—ensuring every campaign manager understands the revenue impact of their delivery decisions, not just the operational mechanics. Cost Management & Margin Optimization.
• Maintain a clear-eyed view of operational costs, gross margins, and cost-per-delivery across all campaign types and channels.
• Continuously evaluate the vendor and ad tech stack for cost efficiency—actively seeking cheaper but equally effective alternatives for ad serving, verification, data, and programmatic partners.
• Negotiate vendor contracts and renewals with a margin-first mindset, benchmarking costs against industry standards and internal ROI thresholds.
• Build and maintain a cost-of-delivery model that gives leadership visibility into margin trends, cost drivers, and optimization opportunities.
• Manage budgets and expenses related to ad operations, working with Finance to ensure accurate forecasting and reporting. Sales Enablement & Display Product Positioning.
• Take ownership of training the Sales team to effectively position, pitch, and sell Display advertising products in the market—ensuring sellers understand inventory, targeting capabilities, performance benchmarks, and competitive differentiation.
• Develop and maintain sales enablement materials including product one-pagers, objection-handling guides, case studies, and packaging recommendations for Display products.
• Conduct regular training sessions and refreshers for Sales on new ad formats, inventory updates, campaign best practices, and market trends.
• Act as the operational subject matter expert on client and prospect calls when Sales needs support articulating delivery capabilities, SLAs, or technical feasibility. Campaign Execution & Delivery.
• Oversee the end-to-end execution of digital advertising campaigns, including creative trafficking, targeting, pacing, troubleshooting, and performance reporting across display, native, newsletter, and programmatic channels.
• Manage and prioritize ad trafficking workload across the team, ensuring campaigns are set up accurately and delivered on schedule.
• Monitor campaign delivery and performance, providing timely updates and actionable recommendations to Sales, Customer Success, and client-facing teams. 
• Optimize campaigns to ensure delivery against contracted KPIs (impressions, CTR, viewability, engagement) and maximize ROI for clients. Quality Assurance & Issue Escalation
• Own and enforce end-to-end QA standards across the campaign lifecycle—from creative intake and trafficking setup through delivery, reporting, and close-out—ensuring zero defect handoffs to clients and internal stakeholders.
• Define and maintain a structured QA checklist and pre-launch verification process for all campaign types, including display, newsletter, sponsored content, and programmatic placements.
• Establish and manage a formal escalation framework with clearly defined severity tiers, response SLAs, and escalation paths for campaign delivery failures, creative discrepancies, pacing issues, and client-impacting incidents.
• Lead root-cause analysis (RCA) for all material delivery failures and quality incidents, documenting findings, corrective actions, and systemic fixes to prevent recurrence.
• Track and report on operational error rates, QA pass/fail metrics, and escalation volume as part of regular team performance reviews and leadership reporting. 
• Drive a measurable reduction in operational error rates quarter-over-quarter by identifying patterns, implementing process safeguards, and building automated validation where feasible.
• Serve as the senior escalation point for high-priority campaign issues, coordinating cross-functional response across AdOps, Sales, Customer Success, Product, and Engineering as needed.
• Ensure post-incident learnings are codified into SOPs and QA documentation, closing the loop between issue resolution and process improvement. Inventory & Yield Management
• Maximize ad inventory utilization across Spiceworks.com properties, tracking sell through rates, monitoring availability, and communicating performance expectations with Sales and Finance stakeholders.
• Partner with Yield and Programmatic teams to monitor and optimize inventory usage, especially during periods of high direct sell-through or competing demand.
• Collaborate with Product and Engineering to identify and develop new ad surfaces, placements, and formats that increase monetizable inventory. Process, Operational Excellence & AI Optimization
• Develop and implement processes to streamline ad operations workflows, increase efficiency, reduce errors, and improve campaign turnaround times.
• Actively explore and deploy AI and automation tools to optimize campaign setup, pacing, targeting, reporting, and anomaly detection—replacing manual, repetitive work with scalable, intelligent workflows.
• Champion a proactive operational posture: build early-warning systems for pacing issues, delivery risks, and inventory shortfalls rather than waiting for problems to surface.
• Build and maintain ad operations documentation, SOPs, and runbooks to ensure consistency and institutional knowledge.
• Lead month-end actualization processes and submit monthly delivery revenue to Finance.
• Work with internal and external auditors to ensure ad serving workflows meet SOX compliance requirements. Cross-Functional Collaboration
• Partner with Sales and Customer Success to translate campaign performance into renewal narratives and upsell opportunities.
• Collaborate with the Data & Analytics team to leverage first-party audience data, intent signals, and Catalyst insights for campaign targeting and optimization.
• Work with Product and Engineering teams to improve ad products, user experience, and reporting capabilities. 
• Coordinate with the Newsletter and Webinar operations teams to ensure cross-channel campaign alignment and consistent delivery standards. Vendor & Technology Management
• Manage relationships with ad tech vendors, SSPs, DSPs, verification providers, and other technology partners.
• Evaluate and recommend new tools, platforms, and technologies to keep the ad operations stack current and competitive.
• Stay up-to-date with emerging trends in B2B digital advertising, programmatic, privacy regulations, and ad tech evolution. Team Leadership & Development 
• Lead, mentor, and develop a team of ad operations professionals, providing guidance, feedback, and growth opportunities. 
• Foster a culture of continuous learning—be personally willing and available to train team members across AdOps, Sales, and adjacent functions on tools, processes, products, and industry trends. 
• Set clear team goals and performance expectations aligned with organizational OKRs. 
• Foster a culture of accountability, continuous improvement, and operational rigor. 

• 10+ years of progressive experience in Ad Operations, with at least 5 years in a people management role.
• Demonstrated revenue ownership—track record of managing delivery against revenue targets with accountability for growth, not just fulfillment.
• Proficient in Google Ad Manager 360, including trafficking, reporting, forecasting, and troubleshooting.
• Hands-on experience with programmatic buying and selling (DSP/SSP ecosystems).
• Strong analytical skills with advanced Excel proficiency (pivot tables, VLOOKUP, formulas, data modeling). 
• Experience managing revenue pipelines and campaign data in Salesforce or equivalent CRM.
• Demonstrated ability to manage competing priorities in a fast-paced, deadline-driven environment. 
• Cross-functional adaptability with proven ability to partner effectively across Sales, Finance, Product, and Engineering teams. 
• Cost and margin awareness—experience evaluating vendor economics, negotiating contracts, and optimizing operational spend. 
• Proactive, systems-thinking mindset—builds processes that prevent problems rather than only reacting to them. 
• Strong written, verbal, interpersonal, and presentation skills. 
• Willingness to roll up sleeves and jump into campaign troubleshooting when needed.