Revenue Operations & Sales Lead

About Playlab

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.

The Role

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 our instance of HubSpot), 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.

What You’ll Do

Revenue Strategy & GTM

• 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.

Build Playlab’s Revenue Operations Infrastructure

• Stand up a new CRM and RevOps system (HubSpot) 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.

Sales & Partner Acquisition

• 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-the-ground insights.

Cross-Functional Leadership & 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.

Light Partnership Delivery (10%)

• 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.

You Might Be a Fit If You…

• Have 3–7+ years of experience in revenue operations, sales, partnerships, or growth—preferably in edtech, AI, K–12, or mission-driven organizations.

• Have built or significantly improved CRM systems and RevOps processes (HubSpot experience for bonus points!).

• Are skilled at structuring revenue strategies, forecasting, and creating repeatable systems.

• Are comfortable owning parts of the sales cycle, doing outreach, and cultivating relationships with education leaders.

• Are energized by the challenge of building something from scratch—simple systems that scale.

• Are a great communicator who can translate educator needs into compelling value propositions.

• Are entrepreneurial, organized, data-driven, and comfortable managing multiple priorities.

• Care deeply about equitable, human-centered AI adoption and want to shape its future in schools.

Bonus Points For...

• Experience selling or scoping PD, LLM-powered tools, or district-level partnerships.

• Prior work 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 high-growth org.

• Strong writing, proposal development, or SOW drafting skills.

Why Join Us?

• Build Playlab’s first revenue engine—your systems and strategy will shape how AI literacy spreads nationwide.

• High-impact mission: Help districts, educators, and students become AI creators, not just consumers.

• Cross-functional growth: Work across revenue, partnerships, operations, and strategy.

• Creative, collaborative team: Join a small, values-driven group focused on equity, joy, and possibility.

• Flexible, remote-first culture with autonomy and trust.

• Competitive salary & benefits, plus opportunities for long-term leadership as the organization grows.