Who you are

• 6 to 10 years in RevOps, Sales Ops, or GTM strategy
• Experience in a high-growth SaaS or tech company (Series A to C)
• Strong CRM expertise (Salesforce preferred), with hands-on experience configuring
• Experience implementing or leveraging AI tools in GTM workflows
• Analytical, with ability to translate data into action
• Comfortable operating as both strategist and executor

What the job involves

• Own the revenue operating system end-to-end
• This includes pipeline management, forecasting, sales process, tooling, and GTM analytics
• You will set the strategy and execute it
• This is a player-coach role in a Series A environment
• You will operate at both a strategic and tactical level, building the foundation while driving day-to-day execution
• This role is AI-forward
• You will leverage AI tools and automation to improve forecasting accuracy, increase rep productivity, and scale operations without adding headcount
• Paper is reimagining how schools support students so that every learner can reach their full potential
• Our vision is a world where every student receives timely, personalized, and relevant academic support
• We offer a suite of scalable solutions including 24/7 tutoring, writing feedback, math practice, college and career support, and AI-powered instructional tools that provide personalized support to all students, including multilingual learners
• Our GROW high-impact tutoring program accelerates learning through targeted small-group instruction, delivers measurable gains in student achievement, and eases teacher workloads
• Trusted by 500+ school districts across 40+ states and backed by leading investors including IVP, Sapphire Ventures, Framework Capital, and Reach Capital, we’re pursuing a bold goal: to drive the best academic outcomes for as many students as possible
• Pipeline & Forecasting
• Own pipeline health, stage discipline, and forecast accuracy
• Leverage AI to identify deal risk, slippage, and forecast gaps
• Lead weekly pipeline and forecast reviews with data-driven insights
• Sales Process & GTM Operations
• Design and optimize the sales process across new business and expansion
• Implement and enforce CRM stage definitions, entry, and exit criteria
• Use AI to streamline workflows, reduce manual updates, and improve compliance
• Drive operating cadence (weekly metrics, monthly reviews)
• Support deal structuring, approvals, and contract workflows (deal desk)
• Systems & Tools
• Own Salesforce architecture, data model, and governance end-to-end
• Evaluate and deploy AI-enabled GTM tools (forecasting, enrichment, call intelligence, workflow automation)
• Automate reporting, data capture, and repetitive tasks
• Ensure clean data flow across Sales, Marketing, CS, and Finance systems
• Analytics & Insights
• Define and track key funnel metrics (conversion, velocity, pipeline coverage)
• Use AI and advanced analytics to identify patterns, performance drivers, and opportunities
• Translate insights into clear actions for GTM teams
• Accountable for data definitions, quality, and governance across all GTM systems
• Planning & Capacity
• Support annual planning, territory design, and quota setting
• Model pipeline coverage, hiring needs, and productivity scenarios
• Use data and AI-assisted modeling to improve planning accuracy
• Enablement Support
• Partner with Sales leadership on onboarding and ongoing enablement
• Equip reps with AI tools and workflows that increase selling time
• Reduce friction in the day-to-day sales motion
• What Success Looks Like:
• Accurate and predictable forecasts
• Clean, reliable pipeline with clear next steps
• Improved conversion rates and shorter sales cycles
• Strong data integrity across systems
• Increased rep productivity and faster ramp
• Additional Context:
• Player-coach role with limited team support
• High ownership and visibility across the business
• Opportunity to build an AI-enabled revenue operating system from the ground up