The Role
Lead and scale Cartwheel's revenue operations: own Salesforce architecture and GTM tech stack, build scalable pipeline/forecasting/deal desk processes, deliver reliable GTM reporting and analytics, partner with sales/marketing/customer success/finance, and manage a small RevOps team to improve productivity and revenue outcomes.
Summary Generated by Built In
ABOUT CARTWHEEL
THE ROLE
WHAT YOU'LL DOSystems Architecture & Tech Stack
WHO YOU ARE
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Please apply even if you don't meet all of the criteria. If your past experience doesn't perfectly match the job description, but you bring other relevant experience or skills, we'd still love to hear from you. You may be a great fit!
WHY YOU’LL LOVE CARTWHEEL
Cartwheel is proud to be an equal opportunity employer. We embrace diverse backgrounds and perspectives and an inclusive work environment. We're committed to equal employment opportunity regardless of race, color, religion, ancestry, national origin, gender, sexual orientation, disability status, or veteran status.
We participate in E-Verify. Please be prepared to provide acceptable documentation to verify your identity and work authorization
Cartwheel uses AI-assisted tools to support our hiring process. This may include tools that help organize and surface applications for recruiter review, AI-powered candidate communications and scheduling, interview recording and documentation, and an AI chat tool available to candidates during the process. All hiring decisions are made by Cartwheel recruiters and hiring managers. No candidate is selected or eliminated from consideration solely by an automated system. All hiring decisions are made by humans. If you have questions about how AI is used in our process or would like to request an alternative review method, please contact [email protected]
Note: Please do not contact our Care, Provider, or Patient Services lines regarding job postings or application status. These teams support our patients and families and are not involved in the hiring process. For all recruitment-related questions, please email [email protected].
Cartwheel is an early-stage company building a new kind of mental health program for kids that puts schools at the center. We see our role as supporting school staff who see kids every single day. Instead of going around them, we collaborate with them. This means:
- Earlier intervention
- Higher student and family engagement in care
- Better coordination among the trusted adults in a student’s life
Kids shouldn't just aspire to get out of bed and drag themselves to class. They should be able to experience joy. They deserve to envision and build a life they’re excited to live. If you join Cartwheel, you’ll help make this vision a reality for millions of students across the country.
We’re backed by top investors including A Street Ventures, Menlo Ventures, Reach Capital, General Catalyst, BoxGroup, and Able Partners, and we're looking for mission-driven teammates to join our team.
We're hiring a Director of Revenue Operations to own the systems, data, and processes that underpin our revenue engine, including school district sales, marketing, school success and government partnerships teams.
This is a build-and-run role. You'll inherit a team and a tech stack, and you'll be responsible for making both work better. That means being a strong systems architect who can evaluate and evolve our Salesforce environment and add-on tooling, a hands-on team leader who develops and motivates your team, and a strategic partner to revenue leadership who can connect operational data to business and technology decisions.
Reporting to the VP of Finance, you'll lead a small team spanning Salesforce administration and architecture, sales enablement, marketing operations, reporting and analytics, planning and forecasting, contract operations, and deal desk. This is a high-visibility role with direct impact on Cartwheel's top-line growth.
Role type: W2, Full-Time, Salaried position
Location: Remote in the US, with regular in-person team retreats
Salary range: $185,000–$215,000 including base salary and annual bonus, plus competitive equity compensation package
Reports to: VP of Finance
- Own Salesforce as Cartwheel's CRM of record — make architecture decisions, enforce data standards, and drive adoption across Sales, Marketing, and Customer Success
- Evaluate, implement, and manage the add-on tooling ecosystem (including HubSpot, Churn Zero, StarBridge, Agile, and others), ensuring each tool is optimized and high-ROI
- Manage internal team and external contractor to implement integrations, automations, rules, and reporting as needed
- Design and maintain scalable processes across the full revenue lifecycle — pipeline management, forecasting, deal desk, contract operations, and renewal tracking
- Partner with Sales, Marketing, and Customer Success leadership to improve productivity, reduce friction, and surface the data they need to make decisions
- Support commissions tracking, territory and quota management, and pricing operations
- Build toward a single source of truth for GTM data — eliminating fragmentation across systems and enabling reliable attribution and forecasting
- Partner with Data team to ensure consistent data pipelines are in place between GTM tooling and company-wide data warehouse infrastructure
- Build and maintain dashboards and KPI review cadence that give revenue leadership real-time visibility into pipeline health, conversion, retention, and performance against plan
- Support Revenue leadership in understanding highest efficiency channels and activities to continue to drive CAC and LTV
- Manage and develop Revenue Operations team members
- Set clear priorities and build team capacity
- Create a culture of high standards, continuous improvement, and service mindset towards our GTM teammates
- Build relationships and trust with Revenue Leadership and GTM team members
We set a high bar for this role. The right candidate is both a technical operator and a strategic leader — someone who can get their hands dirty in Salesforce while also setting the vision for how RevOps supports Cartwheel's next phase of growth.
Required
- Proven experience supporting a high-functioning enterprise sales organization
- 7+ years of experience in Revenue Operations or Sales Operations, with at least 2 years in a people management role
- Deep Salesforce expertise — you've owned architecture decisions, not just configured fields; Salesforce Admin certification strongly preferred
- Demonstrated ability to evaluate and rationalize a GTM tech stack, with experience managing tools like Outreach, HubSpot, or similar
- Strong analytical and data skills, with experience connecting CRM data to BI tools (Looker, Tableau, or equivalent)
- Experience designing and maintaining GTM processes end-to-end: pipeline management, forecasting, deal desk, and renewals
- Track record of building and enabling high-performing GTM teams through process clarity, tooling, and documentation
- Strong cross-functional communicator who can partner with Sales, Customer Success, Marketing, and Finance leadership
- Experience in a B2B SaaS company at the Series B or C stage, ideally in a high-growth environment
- Background in employer-sponsored healthcare, ed-tech, or other mission-driven industries
- Experience with Looker or SQL for building and maintaining GTM dashboards
- Familiarity with K-12 district sales cycles, or other complex GTM motions
- Proven ability to build RevOps infrastructure from a reactive to a proactive posture
- Experience with Gong or similar conversation intelligence tools
- Experience with Starbridge, particularly in an edtech context
- Believe that operational infrastructure is a strategic lever, not just a support function
- Are energized by ambiguity and find satisfaction in bringing order to complexity
- Hold yourself and your team to high standards without losing sight of the mission
- Care about the work Cartwheel does for students and are motivated by the chance to build something that matters
Our hope is that Cartwheel will be your best career decision! In addition to tackling one of the biggest challenges of our time, at a company well-positioned to do so, you'll have:
- Mission-oriented and inclusive colleagues who will go to bat for you
- Competitive compensation
- Generous PPO medical, vision, and dental/ortho coverage
- Life Insurance
- Generous paid time off, including company closure from Christmas-New Years (12/25-1/1)
- Paid holidays and sick leave
- Paid parental leave
- 401K with employer match
- Meaningful equity ownership stake in Cartwheel
- Flexible and remote role with regular in-person retreats
- Annual learning stipend
- Laptop
We participate in E-Verify. Please be prepared to provide acceptable documentation to verify your identity and work authorization
Cartwheel uses AI-assisted tools to support our hiring process. This may include tools that help organize and surface applications for recruiter review, AI-powered candidate communications and scheduling, interview recording and documentation, and an AI chat tool available to candidates during the process. All hiring decisions are made by Cartwheel recruiters and hiring managers. No candidate is selected or eliminated from consideration solely by an automated system. All hiring decisions are made by humans. If you have questions about how AI is used in our process or would like to request an alternative review method, please contact [email protected]
Note: Please do not contact our Care, Provider, or Patient Services lines regarding job postings or application status. These teams support our patients and families and are not involved in the hiring process. For all recruitment-related questions, please email [email protected].
Skills Required
- Proven experience supporting a high-functioning enterprise sales organization
- 7+ years in Revenue Operations or Sales Operations with at least 2 years in a people management role
- Deep Salesforce expertise, including owning architecture decisions
- Salesforce Admin certification
- Experience evaluating, rationalizing, and managing GTM tech stack and tools (Outreach, HubSpot, ChurnZero, Starbridge, etc.)
- Strong analytical and data skills connecting CRM data to BI tools (Looker, Tableau, or equivalent)
- Experience designing and maintaining GTM processes end-to-end: pipeline management, forecasting, deal desk, and renewals
- Track record of building and enabling high-performing GTM teams through process, tooling, and documentation
- Strong cross-functional communication and partnership with Sales, Customer Success, Marketing, and Finance leadership
- Experience in a B2B SaaS company at Series B or C stage
- Background in employer-sponsored healthcare, ed-tech, or other mission-driven industries
- Experience with Looker or SQL for building and maintaining GTM dashboards
- Familiarity with K-12 district sales cycles or other complex GTM motions
- Experience with Gong or similar conversation intelligence tools
- Experience with Starbridge, particularly in an edtech context
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The Company
What We Do
We believe that kids shouldn’t just aspire to get out of bed and drag themselves to class. They should be able to experience joy. They deserve to envision and build a life they’re excited to live. Cartwheel is the trusted mental health partner to schools. We deliver rapid access to care for students and help schools build stronger mental health programs that catch kids before they fall.
