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Salary: USD 105,000 - 140,000 / annual
BrainPOP, acquired by KIRKBI (the LEGO family investment company) in 2022, is building a simpler, more scalable way for teachers and individual schools to discover, buy, and grow with their digital learning products. The company reaches an estimated 25 million students annually across two-thirds of U.S. school districts.
You will own the commercial operating plan for Classroom and single-school customers served through self-service and scaled commercial motions, reporting to the Senior Director, Growth & Lifecycle. This is a hands-on build-and-operate role where you turn customer insight into better commerce experiences, automated journeys, and measurable growth.
Key Responsibilities:
Commercial Performance & Experimentation: Develop and operate the small accounts operating plan, balancing acquisition, retention, expansion, and customer economics. Establish baselines and track results through clear reporting and forecasting. Diagnose revenue leakage and run focused experiments, scaling what works and stopping what does not. Recommend priorities, investments, and corrective actions based on customer evidence and commercial impact.
Commerce Experience & Automation: Define and prioritize commercial requirements for self-service purchase and subscription capabilities. Continuously improve purchase conversion using customer feedback, funnel analysis, and approved pricing tests. Design, build, and optimize commerce workflows including audience logic, triggers, and performance monitoring. Adapt onboarding and engagement programs to segment needs.
Expansion & Operational Delivery: Identify and validate usage and purchase signals indicating readiness for upgrades or institutional expansion. Define segment-specific qualification and handoff requirements. Specify data, account visibility, and routing needed to make the motion reliable. Drive initiatives from requirements through launch and measurement.
You will work alongside Growth, Product, Engineering, RevOps, Data, Finance, Sales, and Customer Success teams. You own the commercial plan and results; teammates lead their channels and technical work. This role is hybrid in NYC or remote in the US (Eastern time zone preferred), with travel to NYC HQ 1-2 times per year or as needed.
Requirements:
- 8+ years experience across e-commerce development, digital growth, subscription marketing, or commercial operations, with demonstrated customer and revenue outcomes
- Hands-on expertise in marketing automation (Pardot experience preferred), journey design, segmentation, and testing
- Strong analytical and commercial judgment, including funnel and cohort analysis, customer economics, and experiment design
- Experience translating growth needs into product and integration requirements; fluency in how CRM, product, and transaction data connect (coding not required)
- Proven ability to lead cross-functional delivery, combining strategic prioritization with hands-on execution in a lean environment
- Demonstrated fluency with Google Analytics (required), Salesforce CRM (preferred), Pardot (preferred)
- Experience leveraging AI technologies for enhanced productivity (Notion preferred)
Preferred Experience:
- K–12 or edtech background, including teacher, school, and district buying and adoption patterns
- Self-service or product-led growth connecting individual adoption to institutional opportunities
- Salesforce, subscription billing and checkout systems, and product-usage data
- Building a new growth capability or substantially improving an existing customer journey
