Responsibilities
- Lead the Sales Operations function for Brightwheel’s Expansion business — which covers our emerging product lines including curriculum, professional development, and financial products — managing a team of 2 to start
- Partner cross-functionally with Expansion business owners, Sales leadership, PDE, and Finance to define priorities, align on strategy, and translate analytical output into operational decisions.
- Contribute to strategy — not just execution. Help GTM leadership think through how the Expansion function should evolve: what to build, in what sequence, and with what resources. Bring a point of view on how to structure go-to-market motions when selling multiple products to the same customer.
- Design and implement scalable processes and playbooks that support the full Expansion sales motion — from lead routing and scoring to rep workflow, handoff design, and post-sale coordination.
- Design and ship lead scoring models and value-based routing frameworks using product signals, behavioral data, and firmographic inputs from Salesforce, Gong, and Clay.
- Build AI-driven analytical workflows — automated closed-loss analysis, Gong transcript classification, distribution QA, account segmentation — that run without manual intervention.
- Run the Expansion funnel analytics cadence: connect rate diagnostics, close rate analysis, ICP development, and rep performance benchmarking.
- Present in WBRs, MBRs, and exec forums; represent the Expansion Revenue Operations function with clarity and confidence.
Requirements
- 5–7 years of experience in SaaS Ops, RevOps, GTM Ops, or a comparable function, with at least 2 years directly managing 2+ people.
- Strong analytical fluency and hands-on experience with Redshift, Snowflake, or equivalent data warehouse; comfortable with Sigma, Salesforce, and analytical tooling.
- Demonstrated AI fluency: you've built end-to-end automated workflows, not just used AI to assist manual work. You should be able to describe something you've built that runs without you.
- A track record of developing strong individual contributors — you build team systems, document institutional knowledge, and coach toward independence.
- Program management chops: you've owned multi-stakeholder projects end-to-end — scoped them, managed the timeline, resolved blockers, and delivered. You don't need a PM to stay on track.
- Executive communication skills: leads with a recommendation, defends it clearly, and adjusts based on feedback without losing the thread.
