Senior E-Commerce & Small Account Growth Manager

For over two decades, BrainPOP has been trusted by educators and parents worldwide as a source of engaging and impactful learning experiences for all kids. With a presence in over two-thirds of U.S. districts through school and district subscriptions and an estimated annual reach of 25 million students, BrainPOP is empowering kids to take agency over their learning and excel in and out of the classroom. The company was acquired in 2022 by KIRKBI, the family-owned holding and investment company of the LEGO brand, marking a significant milestone as their first acquisition in the digital learning realm. We are thrilled to continue making learning fun and accessible with the strategic guidance and support of KIRKBI. About the Role 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. In this Role, You Will 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 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. On Your Resume 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. Location 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 #LI-DNI We take a geo-neutral approach to compensation within the US, meaning that we pay based on job function and level, not location. We have competitive pay bands for all other countries based on market standards. Individual compensation decisions are based on a number of factors, including experience level, skill set, and balancing internal equity relative to peers at the company. Based on these factors, we expect most of the candidates offered roles at our company to fall healthily throughout the range. We recognize that the person we hire may be less experienced (or more senior) than this job description, as posted. If so, the updated salary range will be communicated to you as a candidate. USA Pay Scale $105,000—$140,000 USD Life at BrainPOP At BrainPOP, our work directly impacts how teachers teach and students learn. They inspire us to build solutions that facilitate joy and meaningful learning outcomes. Our commitment to educators and kids is reflected in our dedication to the BrainPOP team: ensuring their experience is empowering, creative, collaborative, playful, and anchored in learning and growth. Our team is made up of educators, data scientists, published authors, engineers, artists, bakers, film buffs, cyclists, dual citizens, and so much more. We value diversity and inclusion, collaboration, and learning from multiple perspectives. We believe that a diverse organization is a more effective organization. BrainPOP is an Equal Opportunity/Affirmative Action Employer. NOTICE: We have become aware of various fraudulent websites and third parties impersonating our company and offering false job opportunities. These offers are not affiliated with BrainPOP and are considered part of an unlawful recruitment scam. To ensure your safety and protect your personal information we strongly recommend that you only apply for positions through the official BrainPOP website or BrainPOP’s official LinkedIn page. If you receive any job offers or communications that do not originate from this page or our official e-mail domain brainpop.com, please treat them as suspicious and do not engage or provide any personal information. For any questions or to report suspicious activity, please contact us directly at [email protected]. While we have reported this general fraud to the authorities, you can report this fraud on your own behalf to the Federal Trade Commission (https://reportfraud.ftc.gov/) and the Federal Bureau of Investigation’ s Internet Crime Complaint Center (https://www.ic3.gov/).