Director, Sales – Core & Supplemental

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead, develop, and motivate the Core Curriculum and Supplemental sales team.

• Manage Sales Managers and Account Executives to enhance the growth of Newsela’s core curriculum and supplemental offerings.

• Navigate the landscape of California’s state adoption processes.

• Drive performance through frontline managers to cultivate high-achieving sales teams.

• Design regional go-to-market strategies.

• Collaborate with district and state education leaders.

• Achieve regional and state core curriculum sales objectives through new client acquisition, expansion, and multi-year state adoption initiatives.

• Recruit, onboard, coach, and retain frontline Account Executives.

• Establish a scalable organization for core curriculum opportunities in California and multi-state regions.

• Provide monthly, quarterly, and annual revenue forecasts for the region.

• Ensure a minimum of 2.5x pipeline-to-quota coverage.

• Conduct reviews of deals and pipelines with Sales Managers and Senior Account Executives.

• Mentor teams on K-12 procurement, school board approval processes, and multi-year adoption cycles utilizing MEDDPICC and Gong.

• Oversee regional territory planning and manage performance on a weekly, monthly, and quarterly basis.

• Travel throughout the region to co-sell, exemplify leadership behaviors, and foster executive relationships.

• Develop and refine the go-to-market strategy for Core Curriculum, Core ELA/ELD, and the Supplemental Portfolio.

• Work collaboratively with executive leadership, Product, Field Marketing, Customer Success, Enablement, Finance, and Operations.

• Supervise Salesforce CRM usage and utilize AI sales tools for territory prioritization, deal-flow analytics, and enhancing operational efficiency.

⛳️ Requirements

• Over 10 years of comprehensive K-12 sales experience.

• In-depth knowledge of K-12 EdTech and instructional materials.

• At least 5 years of focus on K-12 core curriculum sales; experience in ELA/ELD is highly preferred.

• A minimum of 4 years in a sales leadership role.

• Experience as a second-line leader or Senior Sales Manager managing quota-carrying teams towards a combined annual revenue goal of over $8M.

• Proven track record in leading or implementing multi-year core curriculum adoption campaigns in alignment with state board approvals, district funding sources, and intricate procurement cycles.

• Significant experience navigating large enterprise district accounts serving over 20,000 students.

• Background in managing critical school board and state-level approval processes.

• Strong proficiency in MEDDPICC and Challenger sales methodologies.

• Familiarity with Salesforce, Gong, Salesloft, and AI-driven workflow optimization.

• Willingness to travel 30–40% of the time.

• Bachelor’s degree in Business, Education, or a related field, or equivalent practical experience.

• Legally authorized to work in the United States.

• Successful completion of a background check.

🏝️ Benefits

• Comprehensive medical benefits with employer contributions to premiums and HSA accounts.

• Gym reimbursement.

• Pet insurance.

• Complimentary access to the Calm app and Rocket Lawyer.

• Fully remote work environment.

• Monthly technology stipend for work-from-home necessities.

• Parental leave.

• Fertility assistance.

• Adoption support.

• 401(k) plan with employer matching.

• Flexible paid time off (PTO).

• Paid sick leave.

• Company holidays and winter break (from December 24th to January 1st).

• Annual learning and development allowance for external training sessions, classes, workshops, conferences, and educational materials.