Remote Sales and Revenue Operations Lead ($145k approx.) at Playlab

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Playlab is hiring a

About Playlab

Playlab is a tech non-profit dedicated to empowering educators and students to become critical consumers and creators of AI. We believe in an open-source, community-driven approach to harnessing AI’s potential in education. Our team provides communities with AI tools and hands-on professional development, enabling educators and students to build custom AI applications tailored to their unique contexts. With over 40,000 educators having published apps on Playlab, our impact continues to grow.

At Playlab, we view AI as a new design material—one that should be shaped collaboratively to realize innovative ideas about learning. If you’re passionate about creating equitable futures for students and teachers, we invite you to join our mission.

The Role

Playlab is seeking a Revenue Operations & Sales Lead to establish the systems, strategy, and partnerships necessary for scaling our earned revenue. This high-leverage, cross-functional role blends sales, strategy, operations, and partnership delivery. You will work closely with Playlab’s Head of Strategic Partnerships to design and execute a revenue strategy aligned with our mission—enhancing engagement from districts, states, and educational organizations with Playlab’s AI software and programs.

In this role, you will build our first formal revenue engine, including a new CRM (currently architecting our HubSpot instance), go-to-market (GTM) processes, revenue analytics, partner segmentation, and a scalable sales pipeline across states. Along with diverse responsibilities, you’ll also engage in light partnership delivery, ensuring our efforts align with real school needs and opportunities. This is an exciting opportunity for anyone who thrives at the intersection of mission and growth and aims to help define the future of AI in education.

What You’ll Do

Revenue Strategy & GTM

• Co-develop and execute a multi-year revenue strategy with the Head of Strategic Partnerships and colleagues.
• Build Playlab’s sales pipeline across states and partners, targeting high-potential districts, states, nonprofits, and philanthropic partners.
• Develop outbound and inbound GTM strategies, including partner segmentation, targeting, pricing, packaging, and positioning for AI literacy and innovation programs.
• Design and operationalize forecasting models, quarterly revenue goals, and KPIs for the Growth team and executive leadership.

Build Playlab’s Revenue Operations Infrastructure

• Establish a new CRM and RevOps system (HubSpot) from the ground up.
• Improve standardized proposal, Statement of Work (SOW), and contracting workflows for seamless sales handoff 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.

Sales & Partner Acquisition

• Manage portions of the sales cycle, including discovery calls, demos, proposal drafting, and follow-up.
• Maintain a robust 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 insights.

Cross-Functional Leadership & Insights

• Collaborate across Playlab functions (Learning, Partnerships, Product, Storytelling) to ensure revenue strategies align with product capabilities and program capacity.
• Gather field and sales insights for the product and program teams to inform offerings, pricing, and GTM.
• Support leadership in preparing revenue dashboards, board updates, and strategic analyses.

Light Partnership Delivery (10%)

• Support local or virtual partner engagements to stay connected with educator needs (e.g., attending kickoffs, co-facilitating sessions, or planning meetings).
• Act as a trusted point of contact during onboarding and scoping.
• Ensure offerings align with what schools genuinely need and value.

You Might Be a Fit If You…

• Possess 3–7+ years of experience in revenue operations, sales, partnerships, or growth, preferably in edtech, AI, K–12, or mission-driven organizations.
• Have experience building or improving CRM systems and RevOps processes (HubSpot experience is a plus!).
• Are skilled in structuring revenue strategies, forecasting, and creating scalable systems.
• Are comfortable managing parts of the sales cycle, engaging in outreach, and cultivating relationships with educational leaders.
• Thrive on building simple systems that can grow.
• Excellent communication skills allow you to distill educator needs into compelling value propositions.
• Are entrepreneurial, organized, data-driven, and adept at managing multiple priorities.
• Have a passion for equitable, human-centered AI adoption and wish to influence its future in schools.

Bonus Points For…

• Experience in selling or scoping professional development, LLM-powered tools, or district-level partnerships.
• Previous roles with districts, CMOs, state agencies, or education nonprofits.
• Background in data analysis, forecasting, or revenue modeling.
• Familiarity with Playlab’s platform, AI literacy frameworks, or K–12 AI ecosystems.
• Experience at an early-stage edtech startup or a high-growth organization.
• Strong skills in writing, proposal development, or SOW drafting.

Why Join Us?

• Help build Playlab’s first revenue engine—your systems and strategies will spread AI literacy nationwide.
• Engage in a high-impact mission: empower districts, educators, and students to become AI creators, not just consumers.
• Benefit from cross-functional growth opportunities across revenue, partnerships, operations, and strategy.
• Join a creative, collaborative team focused on equity, joy, and possibility.
• Enjoy a flexible, remote-first culture with autonomy and trust.
• Receive a competitive salary & benefits, with opportunities for long-term leadership as the organization grows.

Salary and Compensation

$120,000 — $170,000/year

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