Manager, Expansion Revenue Ops

brightwheel

7d • Remote

About The Position

Brightwheel is the largest, fastest growing, and most loved platform in early education, trusted by millions of educators and families every day. We are a three-time Cloud 100 company, backed by top investors. Our team is passionate, talented, and customer-focused, embodying our Leadership Principles. We are a distributed team with remote employees across every US time zone, as well as select offices in the US and internationally.

This role is for an AI-native operator and people leader who builds strategy and executes against it. The ideal candidate has experience working with multiple products and cross-functional partners, is comfortable navigating complexity, and has built end-to-end automated workflows. They should be adept at translating messy data into clean decisions and comfortable with tools like Sigma, Salesforce, and Gong. The role requires leading with recommendations backed by data, building processes and models, and owning program management. A genuine developer of people, the candidate must have managed at least 2 direct reports and fostered team independence and growth.

Requirements

• 5–7 years of experience in SaaS Ops, RevOps, GTM Ops, or a comparable function.
• 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.
• Executive communication skills: leads with a recommendation, defends it clearly, and adjusts based on feedback without losing the thread.

Responsibilities

• Lead the Sales Operations function for Brightwheel’s Expansion business, 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, helping 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 This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed