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Brightwheel is the largest and fastest-growing platform in early education, trusted by millions of educators and families. The company is a three-time Cloud 100 company backed by top-tier investors including Addition, Bessemer, Emerson Collective, Lowercase Capital, Notable Capital, and Mark Cuban.
As Senior Manager of Revenue Operations, you will lead the Expansion revenue operations function, partnering with Expansion business owners, Sales leadership, Product, and Finance to define priorities and translate analysis into operational decisions. You will design and implement scalable processes and playbooks across the full Expansion sales motion, from lead routing and scoring to rep workflow, handoff design, and post-sale coordination.
Key responsibilities include:
- Partner with cross-functional stakeholders to align on strategy and contribute a point of view on how the Expansion function should evolve, particularly around structuring go-to-market motions when selling multiple products to the same customer.
- 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 such as automated closed-loss analysis, Gong transcript classification, distribution QA, and 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 executive forums with clarity and confidence.
- Hire, coach, and develop a team that executes scoped projects independently and can cover the function when you are out.
You are an AI-driven builder equally comfortable in data and in front of leadership. You thrive in ambiguous, fast-moving environments and lead by developing people so your team can run the function without you in the room. You dive into details to understand root causes of funnel metrics, take ownership of outcomes (not just analysis), and can disagree respectfully with sales leaders while building trust through evidence-based recommendations.
REQUIREMENTS:
- Led a revenue operations or GTM analytics pod and developed team members who grew in scope.
- Turned complex data from a CRM and BI stack into recommendations that changed how a sales team operated, with measurable results.
- Used AI tools to build agentic workflows and automate analysis; can explain what worked, what didn't, and where human judgment still matters.
- Designed lead routing, distribution, or scoring logic and owned it in production, including monitoring and iteration.
- Worked across Sales, Finance, Product, and executive stakeholders, and influenced decisions without relying on formal authority.
- Presented regularly to senior leaders, including defending recommendations under challenge.
PREFERRED:
- Designed rules of engagement between competing sales teams or products.
- Shipped AI-native workflows into production (not just prototypes) with a clear view on reliability.
- Move fluidly between detailed funnel diagnosis and one-minute executive summaries.
- Built a team that runs independently with ICs who own scoped projects without daily oversight.
Technology stack: Salesforce, Claude and other AI tools, modern BI and warehouse stack (Sigma, Tableau, Snowflake, or similar).
