History & Mission
Founded in 2014 in Montreal, Canada, Paper is an educational support system (ESS) for K-12 schools across North America. The company’s fundamental mission is to bridge the gap between what schools provide and what students need to succeed. As a personalized learning platform that empowers all students and maximizes their lifetime potential, Paper’s team of vetted and trained educators offer 1:1 online tutoring for any subject, at any time. Students communicate with these educators about their challenges with classwork and solve their problems collaboratively via a rich, text-based environment.
Paper closed its first public school deal in 2018 and has subsequently signed numerous districts onto its platform. In 2019, Paper generated $1 million in annual recurring revenue (ARR) and exited 2022 with $68 million ARR. Paper has grown from 174 employees in 2019 to over 1800 employees currently (split between FTEs and Part-time Tutors).
Today, Paper serves more than 3 million students from over 400+ school districts across 40 US States and Canada with headquarters in both Montreal and Las Vegas. Paper integrates directly into a school district’s existing IT infrastructure and leverages technology to equip all students with personalized learning to maximize outcomes.
Solutions
The Paper ESS is comprised of three key solutions allowing each student to build a learning profile that is informed by data collected throughout their academic journey and augmented by the data of Paper’s growing network of learners across North America. Since its founding, the company has been optimizing its product and has evolved into a per-student annual subscription license that targets public school districts as the primary customer.
1. Personalized Tutoring: Paper provides students with 24/7 access to tutoring in any subject, anytime from anywhere. Various communication features (including text, voice notes, and a virtual whiteboard) ensure students have an experience that best suits their preferred learning style. Support is available in English, Spanish, French, & Mandarin.
2. Practice Center: Paper provides practice tools that support in-class and at-home academic practice in engaging formats that focus on their zone of proximal development, including Math, English, Language, Arts, and Reading fluency.
3. College and Career Readiness: Paper provides students with resources that prepare them for life after high school, including academic planning, college and career readiness tools, work-based learning, and micro-credentials. Paper helps ensure every student’s education leads to a successful career outcome, whether through a degree or going into the workforce.
Additionally, the company’s platform delivers a portal for teachers and administrators to gain data and analysis of a student’s competencies and progress.
Financial Sponsors
Since its founding, Paper has raised over $390 million in financing. In 2016, the company received $1.6 million in seed funding, led by Birchmere Ventures, followed by $7.5 million in a Series A round led by Reach Capital and Bullpen Capital, with participation from Google. In 2020, Paper raised an additional $11 million in funding led by Framework Venture Partners and Salesforce. In June of 2021, the company closed a $100 million Series C led by IVP, and the following year in 2022, Paper closed a Series D financing of $270 million led by Softbank and Sapphire Ventures.
The Opportunity
Paper grew at an incredibly rapid pace over the COVID-19 pandemic when the world experienced a sudden shift away from the classroom and forced rapid adoption of online learning, education, and virtual tutoring. Post-pandemic, with the democratization of Generative AI and the shift in federal funding, Paper is refocusing its efforts towards a path to profitability.
Job Summary
As the Head of Revenue Operations, you will play a pivotal role in shaping and executing our go-to-market strategy. Collaborating closely with senior leadership and key stakeholders across the organization, you will oversee and optimize the operational efficiency of our GTM initiatives. Leading a high-impact team, your focus will be on empowering our sales, account management, and customer success teams with the tools and processes they need to achieve and exceed revenue targets. This role reports directly to the VP of Customer Success.
Job Description
Responsibilities:
- Pricing: Lead pricing strategy in collaboration with Finance and evaluate various pricing models (e.g., subscription, usage-based, tiered) to optimize revenue streams and customer lifetime value
- Deal desk: Oversee the Deal Desk function to streamline deal management
- SFDC & Sales tools improvement: Partner with the Salesforce admin to optimize SFDC and other Sales tools, ensuring data quality and process consistency across the Sales organization
- Team building: Build and develop a high-performing Revenue Ops team to support the continued growth of Armada as we scale
Strategic Planning & Execution:
- Develop and implement a comprehensive revenue operations strategy aligned with company goals.
- Partner with leadership across new business, post-sales, marketing, and customer success to drive alignment and optimize revenue processes.
- Implement and optimize sales processes, programs and drive core business cadences (e.g., forecasting, pipeline reviews, QBRs)
- Own and deliver our commission strategy and quota plans in partnership with New Business, Post-Sales and Finance leadership to align incentives and performance
- Lead pricing strategy in collaboration with Finance and evaluate various pricing models (e.g., subscription, usage-based, tiered) to optimize revenue streams and customer lifetime value
Data & Analytics:
- Establish and maintain a robust data infrastructure for tracking key performance indicators (KPIs) across all revenue-generating teams.
- Analyze sales and post sales performance data to identify trends, gaps, and opportunities for growth.
- Develop and maintain forecasting models and revenue projections.
Process & Tools Optimization & Adoption:
- Streamline and enhance sales & post sales processes, from lead generation to deal closure and renewal.
- Implement best practices for lead management, pipeline management, and account segmentation.
- Optimize Salesforce and other Sales tools like Gong, Hubspot and Salesloft
- Be responsible for adoption and utilization of various sales and CRM tools across various teams
- Oversee the Deal Desk function to streamline deal management
Collaboration & Communication:
- Prepare and present regular reports on revenue performance and operational efficiency.
- Collaborate with the product team to provide customer feedback and inform product development.
- Communicate insights and recommendations to executive leadership and stakeholders.
Team Leadership:
- Lead, mentor, and develop a small but high performing revenue operations team.
- Foster a data-driven and results-oriented culture within the team.
Qualifications:
- Bachelor's degree in Business, Marketing, Finance, or a related field; MBA preferred.
- 7+ years of experience in revenue operations, sales operations, or a similar role, preferably within the EdTech or SaaS industry.
- Proven track record of driving revenue growth and improving operational efficiency.
- Strong analytical skills with a data-driven approach to problem-solving and decision-making
- Exceptional strategic thinking combined with meticulous attention to detail
- Proven ability to influence cross-functional teams and build strong collaborative relationships
- Deep expertise in Salesforce and a comprehensive understanding of enterprise marketing and sales automation tools including Hubspot, Gong and Salesloft
- Ownership mindset, flexibility and willingness to roll up the sleeves in a fast-paced environment with shifting priorities
- Excellent communication and interpersonal skills.
Base salary
$143,000/yr - $181,000/yr (USD)
Exact compensation may vary based on skills, experience, and location.
About Paper
Paper offers an exciting, dynamic, inclusive work environment putting excellence at the center of everything we do. Our mission is woven into the fabric of our culture, challenging our team to build meaningful and creative solutions.
We thrive when we collaborate with each other, and use integrity and selflessness to align our business decisions with our mission. We approach every challenge with positivity, achieving the outcome we want regardless of what gets in the way. Our tenacity propels our hyper-growth, where trust is key and we all strive to make an impact every day.
We believe that diverse teams build better products. Paper does not and will not discriminate on the basis of race, color, religion, gender, gender orientation, gender expression, age, national origin, disability, marital status, sexual orientation, or military status in any of its activities or operations.
Nobody checks every box, but the Paper team is built by passionate and innovative people who share our mission for democratizing education. If you don’t think you meet all of the requirements above but are still interested in the job, please apply.
PS. Equity is our mission! We make sure to treat all candidates equally: If you are interested please apply through our job board - our amazing talent team will reach out! Our team isn't able to pass on any calls/ emails our way - and this makes sure that the candidate experience is smooth and fair to everyone.
