Manager, Expansion Revenue Ops

📋 Description

• Oversee the Sales Operations division for Brightwheel’s Expansion business, which includes our upcoming product lines such as curriculum, professional development, and financial offerings, while managing an initial team of 2.

• Collaborate across functions with Expansion business leaders, Sales management, PDE, and Finance to establish priorities, synchronize on strategy, and convert analytical insights into operational decisions.

• Engage in strategic contributions beyond mere execution. Assist GTM leadership in contemplating the evolution of the Expansion function: what to develop, in which order, and with what resources. Provide insights on structuring go-to-market strategies for selling multiple products to the same client.

• Create and execute scalable processes and playbooks that facilitate the complete Expansion sales cycle — from lead routing and scoring to representative workflow, handoff design, and post-sale coordination.

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

• Establish AI-driven analytical workflows — such as automated closed-loss analysis, Gong transcript classification, distribution QA, and account segmentation — that operate without manual intervention.

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

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

⛳️ Requirements

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

• Strong analytical capabilities and practical experience with Redshift, Snowflake, or a comparable data warehouse; proficient with Sigma, Salesforce, and analytical tools.

• Proven AI proficiency: you've constructed end-to-end automated workflows, rather than merely utilizing AI to support manual tasks. You should be able to describe a project you've developed that functions independently.

• A history of cultivating strong individual contributors — you create team systems, document organizational knowledge, and mentor towards autonomy.

• Program management expertise: you've managed multi-stakeholder projects from start to finish — defined the scope, handled the timeline, resolved obstacles, and delivered results. You do not require a project manager to stay on course.

• Exceptional executive communication skills: you present recommendations confidently, defend them clearly, and adapt based on feedback while maintaining focus.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance.

• 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.).