Senior E-Commerce & Small Account Growth Manager

BrainPOP is building a simpler, more scalable way for teachers and individual schools to discover, buy, experience value from, and grow with our products. We are looking for a commercially minded, hands-on growth operator to turn that opportunity into a scaled capability.

Reporting to the Senior Director, Growth & Lifecycle, you will own the commercial operating plan for Classroom and eligible single-school customers served through self-service and scaled commercial motions. This is a hands-on build-and-operate role: you will turn customer insight into better commerce experiences, automated journeys, and measurable growth.

You’ll work alongside the Growth team and partners across Product, Engineering, RevOps, Data, Finance, Sales, and Customer Success. You own the commercial plan and results; your teammates continue to lead their channels, platforms, and technical work. You’ll build hands-on using shared customer-contact and quality standards, and work with the Senior Director, Growth & Lifecycle when priorities compete or changes need broader approval.

This role is either hybrid in our NYC office or remote in the US, Eastern time zone preferred. Travel to NYC HQ for onsite team collaboration may be required 1-2 times per year, or more as needed.

What You Own

• The Small Account commercial plan: Build the plan to reach revenue goals for small accounts, track progress, and adjust when results fall short.
• The E-commerce buying experience: Make it easier for customers to move from trial to purchase, complete checkout, renew, and upgrade.
• What to improve through automation: Decide which customer and business problems to tackle through automation, and recommend where to invest time and resources.
• Testing and learning: Run experiments, measure what works, and decide what to expand, change, or stop within agreed budgets and priorities.

Commercial performance and experimentation

• Develop and operate the small accounts operating plan, balancing acquisition, retention, expansion, and customer economics.
• Establish baselines and track results through a clear reporting and forecasting cadence.
• 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 and automation

• Define and prioritize commercial requirements for self-service purchase and subscription capabilities, translating them into build requirements and acceptance criteria.
• Continuously improve purchase conversion using customer feedback, funnel analysis, and approved pricing and packaging tests.
• Design, build, and optimize assigned commerce workflows, including audience logic, triggers, exit conditions, and performance monitoring.
• Adapt existing onboarding and engagement programs to segment needs using agreed activation milestones, without creating parallel customer communications.

Expansion and operational delivery

• Identify and validate usage and purchase signals that indicate readiness for upgrades or institutional expansion.
• Define segment-specific qualification and handoff requirements, including when customers move to higher-touch coverage.
• Specify the data, account visibility, and routing needed to make the motion reliable.
• Drive initiatives from requirements through launch and measurement, including operational readiness, playbooks, and feedback loops.

• You are equal parts strategic thinker and hands-on builder, comfortable turning revenue goals into a practical plan and building, testing, and improving the workflows and buying experiences that deliver results.
• You are commercially minded and data-driven, curious about where customers get stuck and disciplined about using experiments, customer insight, and performance data to decide what to improve, scale, or stop.
• You understand subscription businesses and digital commerce, with genuine empathy for K–12 educators and a commitment to making it easier for teachers and schools to buy, renew, and grow.
• You are a highly collaborative operator, able to bring structure to ambiguity, manage complex projects, and move work forward across Marketing, Product, Engineering, and RevOps—taking clear ownership while respecting others’ expertise and responsibilities.

• 8+ years experience across ecommerce 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, with fluency in how CRM, product, and transaction data connect; coding is not required.
• Proven ability to lead cross-functional delivery, combining strategic prioritization with hands-on execution in a lean environment.
• Demonstrated fluency with relevant marketing and e-commerce tech stack: Google Analytics (required), Salesforce CRM (preferred), Pardot (preferred).
• Experience leveraging AI technologies for enhanced productivity (Notion preferred).

Preferred Experience

• K–12 or edtech, including teacher, school, and district buying and adoption patterns strongly preferred.
• Self-service or product-led growth that connects 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.

The BrainPOP team operates in a hybrid work environment: Each role has remote flexibility and an in-person component at our New York headquarters or other meeting locations. Based on the requirements of a specific role, we may prioritize hiring within a commutable distance of our New York headquarters or in another region relevant to that role.

We can employ individuals residing in the following approved hiring states. States not listed below may be considered based on factors including the needs of the specific role.

• Arizona
• California
• Connecticut
• Florida
• Georgia
• Illinois
• Massachusetts
• Minnesota
• Missouri
• New Jersey
• New York
• North Carolina
• Ohio
• Oregon
• Pennsylvania
• South Carolina
• Tennessee
• Texas
• Washington

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