Manager, Expansion Revenue Ops

This is a fully remote position, open to applicants in United States.

📋 Description

• Spearhead the Sales Operations division for Brightwheel’s Expansion business, which encompasses our developing product lines including curriculum, professional development, and financial products, while managing an initial team of 2.

• Collaborate cross-departmentally with Expansion business leaders, Sales management, PDE, and Finance to establish priorities, align on strategic objectives, and convert analytical insights into operational actions.

• Play a role in strategic planning — going beyond mere execution. Assist GTM leadership in envisioning the evolution of the Expansion function: what to develop, in what order, and with what resources. Offer insights on structuring go-to-market strategies when selling multiple products to the same client.

• Create and execute scalable processes and playbooks that facilitate the entire Expansion sales cycle — from lead routing and scoring to representative workflows, handoff designs, and post-sale collaboration.

• Develop and implement lead scoring models and value-based routing frameworks utilizing product signals, behavioral data, and firmographic information sourced from Salesforce, Gong, and Clay.

• Construct AI-driven analytical workflows — including automated closed-loss analysis, Gong transcript categorization, distribution quality assurance, and account segmentation — that operate autonomously.

• Manage the Expansion funnel analytics cadence: connect rate diagnostics, close rate evaluation, ICP development, and representative performance benchmarking.

• Deliver presentations in WBRs, MBRs, and executive forums; represent the Expansion Revenue Operations function with clarity and poise.

⛳️ Requirements

• 5–7 years of experience in SaaS Operations, RevOps, GTM Operations, or a similar field, with a minimum of 2 years managing a team of 2 or more.

• Strong analytical proficiency and practical experience with Redshift, Snowflake, or similar data warehouses; comfortable utilizing Sigma, Salesforce, and analytical tools.

• Proven fluency in AI: you've created end-to-end automated workflows, not merely using AI to assist in manual tasks. You should be able to articulate a project you've developed that functions independently.

• A history of nurturing strong individual contributors — you establish team systems, document institutional knowledge, and mentor towards independence.

• Program management expertise: you have led multi-stakeholder projects from inception to completion — defining scope, managing timelines, resolving obstacles, and delivering results. You can stay on track without requiring a project manager.

• Strong executive communication abilities: you lead with a recommendation, articulate it clearly, and adapt based on feedback while maintaining focus.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage.

• Generous paid parental leave.

• Flexible PTO to ensure you can recharge when necessary.

• Local retirement or savings plans (e.g., 401(k) in the U.S.).