brightwheel

• 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.

• You are primarily responsible for Education (Experience Curriculum) analytics — driving GTM insights, retention, and financial analysis for our curriculum subscription/ecommerce business — while helping optimize the broader customer journey across Post-Sales. • Meet regularly with Education stakeholders to deeply understand their data needs and translate metrics and analyses into actionable recommendations that drive business impact. • Develop and maintain core Education and Post-Sales data models and pipelines using SQL and dbt — including subscription/ecommerce data — to ensure data accuracy and reliability for all reports. • Build, automate, and maintain dashboards and reports in our BI tools (Sigma + Tableau) to track key Education retention, GTM insights, and customer-health KPIs for the Education and leadership teams. • Own and maintain weekly business review (WBR) source files and underlying pipelines, ensuring business leaders receive validated, goal-aligned reports.

• Design and build cross-cutting AI services • Own the end-to-end product loop as a hybrid PM+Eng+Data builder • Create shared abstractions and tooling for AI • Shape our data and system architecture so AI can stitch together longitudinal signals • Lead by example in AI-augmented engineering

• Ensure customers continue to get exceptional value from brightwheel and remain loyal, long-term customers • Retain revenue through consultative engagement, digging into each customer’s needs and recommending the right products and solutions • Understand every customer’s goals and priorities, and translate them into strategic recommendations that drives retention, product adoption and overall satisfaction • Leverage your brightwheel product knowledge to lead meaningful customer conversations and help customers maximize their brightwheel experience • Partner with internal leadership teams to resolve customer escalations and deliver timely and effective Voice of Customer feedback • Call, email and text our current customers to assess brightwheel engagement, identify challenges, drive resolutions, and secure their commitment to staying on brightwheel • Test and pilot new outreach tactics to boost retention and increase the value customers get from brightwheel

• Own and execute SEO strategy across website and content channels, directly impacting high-intent traffic and MQL targets • Drive and manage large-scale content production (2K+ pages/month target) using AI-powered workflows, with a focus on high-intent audiences — ECE directors, franchise operators, and childcare providers • Build and optimize content hubs targeting high-value search categories (e.g., state compliance, childcare management, billing & payments) • Monitor and adapt to major algorithm changes (Google core updates, AI search shifts from ChatGPT/Gemini) and recalibrate strategy and targets accordingly • Independently lead cross-functional planning sessions with content, product, and analytics teams to align on traffic and conversion goals • Identify, scope, and champion new SEO/AEO opportunities — from keyword strategy and technical SEO to AI citation optimization — and drive from concept to launch • Build and present clear performance reporting and strategic recommendations to senior stakeholders • Coach and share best practices with internal team members on SEO functional skills

• Own outcomes end-to-end. Take responsibility for turning high-leverage opportunities into shipped, adopted capabilities with clear measurement, iteration loops, and sustained improvement—not one-time launches. • Define the AI technical direction for your organization. • Drive build-versus-buy decisions. Recommend when to partner on models and tooling versus when to build differentiated capabilities. • Lead by implementation. Rapidly prototype and ship reference implementations to prove feasibility. • Help build the paved highway. Contribute shared foundations—evaluation harnesses, retrieval and context patterns, safety guardrails, observability, and developer experience. • Raise the bar across your organization. Mentor senior and staff engineers, lead design reviews for your teams, and help establish standards for quality and safety.

• Drive high-stakes, multi-stakeholder technical programs that embed AI capabilities across our entire product surface area—ensuring tight synchronization between data, platform, and frontend product teams. • Manage the complex execution dependencies of building software that recommends next steps, completes routine work, and automates meaningful parts of our customers’ operations. • Partner with engineering leadership to design and operate an AI hybrid workforce, establishing the necessary guardrails, evaluation frameworks, governance, and observability required for autonomous agents. • Streamline internal engineering velocity by implementing AI-powered tooling, automated testing pipelines, and agentic workflows that catch issues early and minimize operational overhead. • Apply an AI-native programmatic approach to optimizing internal functions like customer support and onboarding, ensuring cross-functional alignment as we scale. • Facilitate critical technical trade-offs, driving consensus on build-versus-buy decisions, architectural patterns, and platform leverage without losing momentum.

• Own and run company-wide People Ops cycles end-to-end for 500+ FTEs. • Manage the People Ops HR tech stack, including Rippling, Lattice, Carta, and Cocoon. • Serve as the operational PM for People initiatives that require structured coordination. • Own People Ops data and reporting. Leverage AI to surface trends across headcount, attrition, engagement, and benefits utilization. • Redesign the new hire experience from the ground up. • Evolve the HR help desk experience. Evaluate the current solution and implement AI automation. • Own benefits program operations end-to-end, including full ownership of open enrollment. • Manage ongoing broker, carrier, and perks vendor relationships. • Identify and drive AI automation of manual or high-touch processes across People Ops.

• Own the performance of a unified Training & Enablement organization (~10–20 people) spanning Sales Enablement, Post-Sales Enablement, and Enablement Tech/Systems, reporting into Operations • Define and execute an AI-first enablement strategy • Own the end-to-end new-hire onboarding system • Own the enablement tech stack and the measurement systems • Deliver against key outcomes including ramp time, new-hire and ongoing attainment • Operate as a hands-on leader • Partner cross-functionally to ensure enablement is aligned • Build and lead a high-performing, distributed team • Identify opportunities to expand scope and impact over time

• Build AI workflows to send multi-channel personalized campaigns • Design prospect and lifecycle workflows powered by AI • Develop end-to-end workflows that replace manual marketing processes across channels • Use AI for segmentation, personalization, optimization, and decision logic — not just content generation. • Prototype quickly– rapidly experiment and optimize.