Position Title: Director of Commercial Operations

Reports to: COO

Location: Remote - USA

Contract type: Full-Time, Permanent

About BibliU

BibliU is an award-winning education company that provides Day 1 access to affordable course materials, making learning more equitable and effective, in addition to providing campus store management. We partner with over 3,000 educational publishers, including Pearson, Oxford University Press, and Wiley, to offer a wide range of high-quality content to students. Our platform provides rich engagement data to academics and allows students to find information faster. We have disrupted the textbook industry by reducing the cost of education significantly and increasing publisher sales.

Founded in late 2015, we are a rapidly growing company transforming the way students and educators access and interact with learning materials. Our revenue has grown rapidly, with 150% YoY growth in the last three years. We recently raised $21m in a Series B funding round led by Nesta Impact Investments, with participation from Guinness Asset Management, Stonehage Fleming, and Oxford Sciences Enterprises.

In late 2023, we acquired Texas Book Company (now ‘BibliU Campus’) in order to deliver a more complete solution of products and services to higher ed students, faculty and administrators across the US! Since the addition of BibliU Campus, we have seen a dramatic increase in customers due to a much improved product market fit. We are very excited about our growth and are expanding the team to meet our new market potential!

We are a diverse and inclusive team of professionals who are passionate about education and technology. Our culture is fast-paced, innovative, and dynamic, and we are always looking for talented individuals to join our team. If you are looking for a challenging and rewarding career in edtech and campus store management, BibliU is the perfect place for you. Join us and help revolutionize the way students and educators access and interact with learning materials!

Position Overview

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: 1) US Customer Operations; 2) Course material optimization; and, 3) 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

Essential

• 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

Our benefits are all aimed at supporting a healthy work-life balance and cultivating a company culture where you can bring your whole, human self to work.

Here's what we offer:

• 🌴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

This is an internal opportunity and as part of the interview process, shortlisted candidates will be asked to deliver a 10-minute presentation, followed by 20 minutes of panel questions, on the topic: “How to Accelerate Digital Conversion at Existing Customers in 2026”.

We strongly encourage candidates of all different backgrounds, experiences and identities to apply. Each new hire is an opportunity for us to bring in a different perspective and BibliU is committed to building an inclusive and supportive workplace where everyone can do rewarding work.