Manager, Expansion Revenue Ops

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.
• What You Bring
• 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 comm

Requirements

• You're also a genuine developer of people who has managed at least 2 direct reports. You build teams that can operate without you, coach toward independence rather than creating dependency, and care about the growth of every IC on your team as much as you care about your own output.

Benefits

Additional Information

Our Mission and Opportunity Early education is one of the most important determinants of childhood outcomes, a critical support for working families, and a $175B market that remains underserved by modern technology. Brightwheel is the largest, fastest growing, and most loved platform in early ed, trusted by millions of educators and families every day. We are a three-time Cloud 100 company , backed by top investors including Addition, Bessemer, Emerson Collective, Lowercase Capital, Notable Capital, and Mark Cuban. Our Team Our team is passionate, talented, and customer-focused. We embody our Leadership Principles in our work and culture. We are a distributed team with remote employees across every US time zone, as well as select offices in the US and internationally.

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