BibliU

Compensation

Full Description

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description As BibliU’s Director of Commercial Operations you will be responsible for managing and growing our digital margins and revenues at existing customers along with ensuring a smooth customer operations experience. This role reports directly to the COO and leads three teams: • US Customer Operations • Course material optimization • Change management and adoption A total of approximately 5 direct reports plus their extended teams. This is a senior US-based role in the BibliU operations leadership team and requires extensive commercial and customer operations experience including: • Contract negotiations • Pricing strategy • Upsell and churn reduction Key Accountabilities and Responsibilities • Digital net cARR optimisation, growing content margins semester by semester • Digital margins protection and growth with a focus on strengthening EA margins • Digital conversion revenue growth including piloting and leading innovative approaches to accelerate digital conversions and increase EBITDA • Ensuring that customers with contracted digital adoption %s hit those numbers • OER adoption and upsell • Course material market share growth at existing customers, testing B2C strategies at very low market share, access programme-resistant customers • Billing and remittance support (where checks and customer conversations are required) • Booklist management support and adoptions tool training for administrators and faculty • Churn reduction (target < 5% PA) • Change program consultancy, training and adoption • Onboarding of new digital customers Qualifications • Extensive experience of US commercial and customer operations • Extensive experience of contract management and pricing negotiations • US based • Evidence of net cARR optimisation in a SAAS platform • Strong experience of people management and team leadership • Experience driving upsell at a digital SAAS business Benefits • 35 PTO days, 12 set wellness days and public holidays • 401(k) plan • Medical insurance • Dental insurance • Vision insurance • Life insurance • Performance related commissions scheme