Revenue Operations & Sales Lead

Playlab is a tech non‑profit dedicated to helping educators and students become critical consumers and creators of AI.

We believe that an open‑source, community‑driven approach is key to harnessing the potential of AI in education. We equip communities with AI tools and hands‑on professional development that empowers educators & students to build custom AI apps for their unique context. Over 40,000 educators have published apps on Playlab – and the impact is growing every day.

At Playlab, we believe that AI is a new design material – one that should be shaped by many to bring their ideas about learning to life. If you’re passionate about building creative, equitable futures for students and teachers, we hope you’ll join us.

Playlab seeks a Revenue Operations & Sales Lead to help build the systems, strategy, and partnerships needed to scale our earned revenue. This is a high‑leverage, cross‑functional role that blends sales, strategy, operations, and hands‑on partnership delivery.

You will work closely with Playlab’s Head of Strategic Partnerships to design and execute a revenue strategy aligned to our mission—expanding how districts, states, and other education organizations engage with Playlab’s AI software and programs.

This role will build our first formal revenue engine, including a new CRM (we are currently architecting of Hub Spot), GTM processes, revenue analytics, partner segmentation, and a scalable sales pipeline across states. As with all roles at Playlab, you’ll wear multiple hats—including light partnership delivery—so your work stays grounded in real school needs and opportunities.

This is an exciting opportunity for someone who thrives at the intersection of mission and growth, and wants to help define the future of AI in education.

• Co‑develop and execute a multi‑year revenue strategy with the Head of Strategic Partnerships and other colleagues.

• Build Playlab’s sales pipeline across states and partners, identifying high‑potential districts, states, nonprofits, and philanthropic partners.

• Develop outbound and inbound GTM strategy, including partner segmentation, targeting, pricing, packaging, and positioning for AI literacy and AI innovation programs.

• Design and operationalize forecasting models, quarterly revenue goals, and KPIs for the Growth team and executive leadership.

• Stand up a new CRM and Rev Ops system (Hub Spot) from the ground up.

• Improve standardized proposal, SOW, and contracting workflows, ensuring seamless handoff from sales to implementation.

• Develop repeatable sales playbooks, qualification criteria, territory plans, and email cadences.

• Build systems for lead capture, scoring, and pipeline hygiene, ensuring accuracy and revenue transparency.

• Own parts of the sales cycle, including discovery calls, demos, proposal drafting, and follow‑up.

• Manage and expand a strong top‑of‑funnel pipeline, ensuring consistent lead flow and conversion.

• Support development of multi‑year strategic partnerships with districts, CMOs, nonprofits, state agencies, and philanthropic partners.

• Collaborate with the Partnerships & Learning team to align revenue opportunities with regional needs and on‑ground insights.

• Work across Playlab functions (Learning, Partnerships, Product, Storytelling) to ensure revenue strategy aligns with product capabilities and program capacity.

• Bring field and sales insights back to the product and program teams to shape offerings, pricing, and GTM.

• Support leadership in preparing revenue dashboards, board updates, and strategic analyses.

• Support local or virtual partner engagements to stay close to educator needs (e.g., attending kickoffs, co‑facilitating sessions, or supporting partner planning meetings).

• Serve as a trusted, responsive point of contact during onboarding and scoping.

• Ensure what we sell maps to what schools genuinely need and value.

• Have 3–7+ years of experience in revenue operations, sales, partnerships, or growth—preferably in edtech, AI, K–12, or…