Founding Customer Success & Commercial Expansion Lead (K-12 AI EdTech)

Founding Customer Success & Commercial Expansion Lead (K-12 AI EdTech) Location: Remote (International / Global Time Zones) Type: Full-time | AI EdTech SaaS | Early-stage Equity Compensation: ~$30,000 Base ($50,000+ OTE) + Significant Early-Stage Equity The Opportunity: Drive the AI Post-Adoption & Expansion Engine Our client is the premier AI-powered grading and feedback platform for US K-12 educators. Born out of top-tier Silicon Valley research accelerators and supported by prestigious federal education grants, they are solving the #1 pain point in education: teacher burnout. Currently serving 1M+ students across 1,000+ schools, they are experiencing explosive 10X year-on-year growth. Their platform doesn’t just save teachers hours; it empowers them to provide higher-quality, standards-aligned feedback to every single student. We are NOT looking for a passive account manager to do hand-holding. We are recruiting a Founding Customer Success & Commercial Expansion Lead - a quota-carrying, revenue-driven hunter who thrives in a post-sales environment. Your mandate is simple: maximise platform utilisation among teachers, protect our baseline revenue, and ruthlessly hunt for expansion, upsell, and cross-sell opportunities within our rapidly growing US school accounts. 🛑 What This Role Is NOT This is not an account maintenance role. You will not be coasting on legacy relationships. This is not a corporate customer support desk. While you will handle technical onboarding and support tickets, your ultimate North Star is account monetisation and expansion. This is not a strategy or management position. There is no team to delegate to. You are a frontline individual contributor (IC) who loves the thrill of the chase and owns the manual grind from end to end. The Mission You will split your focus between maximising user adoption and executing high-velocity expansion strategies: 1. Commercial Expansion & Upsell Hunting (50%) Monetise Grassroots Love: We scale via a viral, bottom-up model. You will track clusters of individual free/classroom-tier teacher usage, build data-backed ROI cases, and effectively pitch school principals and district leaders to close top-down institutional contracts. Own the Net Revenue Retention (NRR) Quota: Manage commercial renewal timelines from end to end. You are directly evaluated on your ability to retain 100% of your account value and grow it through strategic seat expansion. Execute Strategic Cross-Sells: Actively prospect within your existing school networks to pitch adjacent grade levels, departments, and sister schools on upgrading to the full platform. 2. High-Impact Customer Success & Training (50%) Drive Platform Obsession: High-velocity onboarding of new school cohorts. You will conduct high-energy virtual training sessions to ensure teachers integrate our AI deeply into their daily workflows. Prevent Churn with Data: Constantly analyse software utilisation data to catch low-activity accounts early and deploy aggressive intervention strategies before they become commercial risks. Frontline Support & Asset Creation: Act as the primary point of contact for technical troubleshooting, building self-service playbooks and help documentation on the fly to scale the function. The Ideal Profile You Have Sales Hunter Grit: You are a closer at heart. You comfortably carry a revenue expansion quota, love the negotiation process, and see every customer interaction as an opportunity to grow wallet share. You Know K-12 SaaS: You have 2–6+ years of professional experience inside a K-12 software company (ideally serving the US market), specifically in high-volume customer success or account management. You are an IC Trench Worker: You enjoy the scrappy nature of early-stage startups. You want to build the playbooks, handle your own software demos, and resolve individual support tickets from absolute zero. You are a GenAI Power User: You use Generative AI tools daily to supercharge your own professional productivity and can speak fluently about how AI is revolutionising grading. Elite Communication: Flawless English communication with the perfect blend of patience for busy educators and commercial edge for economic buyers. Bonus Points for: Lived classroom experience as a former K-12 teacher, school administrator, or language instructor. Past tenure at a fast-growing EdTech market leader (e.g., Edpuzzle, Innovamat, ODILO, HMH, etc.). Why Join? Real-World Impact: Help millions of students receive better feedback while giving teachers their time back. Unrivalled Growth: Join a "rocket ship" company that 10x'ed revenue last year through massive organic demand. Flexibility: Work in a fully remote, high-trust, and autonomous culture. Founding Influence: Work side-by-side with the founders to shape the company’s customer experience DNA. Professional Growth: Continuous learning opportunities at the cutting edge of EdTech and Artificial Intelligence. If you’re ambitious, eager to learn, and ready to do whatever it takes to help teachers succeed, we want to hear from you. INDEQL