Senior Manager, Revenue Operations

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.

Who You Are

You are a AI-driven builder who is equally comfortable in the data and in front of leadership. You get energy from ambiguous, fast-moving environments where nobody has written the playbook yet, and you would rather ship a good answer this week than a perfect one next quarter. You lead by developing people, so your team can run the function without you in the room.

You dive into the details and aren't satisfied until you understand the root cause of a funnel metric. You take ownership of the outcome, not just the analysis, and see a routing change through from design to monitoring. You can disagree with a sales leader in a way that builds trust: direct, respectful, and grounded in evidence.

What You'll Do

• Partner with Expansion business owners, Sales leadership, PDE, and Finance to define priorities, align on strategy, and translate analysis into operational decisions. Contribute a point of view on how the Expansion function should evolve and how to structure go-to-market motions when selling multiple products to the same customer.

• 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.

• 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, representing Expansion Revenue Operations with clarity and confidence.

• Hire, coach, and develop a team that executes scoped projects independently and can cover the function when you are out.

What You've Done

• 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 and 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 a recommendation under challenge.

What Sets You Apart

• You have designed rules of engagement between competing sales teams or products, and can explain what you would get right before outreach begins.

• You have shipped AI-native workflows into production, not just prototypes, and have a clear view on how to keep them reliable.

• You move fluidly between a detailed funnel diagnosis and...