Sales Manager, K12

Summary

Join Newsela as a Sales Manager to lead and inspire a team of Account Executives in the K12 education market. You will exceed sales targets, build high-performing teams, and drive strategic growth. This role demands deep K12 market understanding, exceptional coaching, and a commitment to a positive sales culture. Responsibilities include pipeline generation, strategic deal coaching, accurate forecasting, performance management, cross-functional collaboration, territory planning, recruitment, market feedback, and CRM management. The ideal candidate possesses extensive K12 sales experience, proven sales leadership, enterprise sales expertise, and proficiency in sales methodologies. A bachelor's degree or equivalent experience is required.

Requirements

• K12 Market Expertise: Minimum of 5+ years of direct sales experience within the K12 education market
• Sales Leadership Experience: Minimum of 2+ years of experience leading a sales team, with a proven track record of managing teams to a collective quota of $5M+ annually
• Enterprise Sales Experience: Minimum of 4+ years of experience selling and/or leading teams to sell into large Enterprise accounts (e.g., school districts with 20,000+ students or complex state-level deals)
• Sales Methodology Proficiency: Demonstrated proficiency in sales methodologies such as MEDDPICC, Challenger Sale, or similar structured approaches
• Leadership & Coaching Skills: Exceptional leadership, coaching, and mentoring abilities, with a passion for developing sales professionals
• Communication Skills: Superior verbal and written communication, presentation, and interpersonal skills
• Analytical & Forecasting Skills: Strong analytical skills with the ability to interpret sales data, forecast accurately, and make data-driven decisions
• CRM Proficiency: Proficient in using CRM software (e.g., Salesforce) and other sales enablement tools (e.g., Gong, Salesloft)
• Procurement Knowledge: Understanding of K12 procurement processes, funding cycles, and decision-making structures
• Education: Bachelor's degree in Business, Education, or a related field; or equivalent practical experience

Responsibilities

• Achieve Sales Goals: Consistently meet or exceed monthly and quarterly team sales revenue targets
• Pipeline Generation & Management: Drive the team to proactively build and maintain a robust sales pipeline, ensuring a minimum of 2.5x pipeline to quota coverage at all times
• Strategic Deal Coaching: Conduct regular pipeline reviews and provide in-depth coaching to the team through deal reviews, leveraging methodologies like MEDDPICC and insights from sales enablement tools such as Gong
• Accurate Forecasting: Deliver precise and reliable monthly and quarterly team sales forecasts
• Cultivate a High-Performance Culture: Maintain and champion a positive, "people-first" culture that motivates and empowers the team to perform at their highest capabilities, celebrating successes and replicating best practices across the team
• Continuous Sales Coaching: Continually coach and develop the sales team on advanced sales methodologies, prospecting skills, negotiation tactics, and effective presentation techniques tailored to the K12 market
• Performance Management: Consistently manage individual and team performance on a weekly, monthly, and quarterly basis, providing constructive feedback and implementing performance improvement or gap-to-goal plans when necessary
• Cross-Functional Collaboration: Coordinate and collaborate effectively with cross-functional leaders and teams (including SDR, CSM, Field Marketing, People/HR, Product, Finance, Enablement, and Operations teams) to support overall sales priorities and functions
• Territory Planning & Strategy: Guide reps in developing and executing comprehensive territory plans to maximize market penetration and achieve sales objectives within their assigned territory regions
• Recruitment & Onboarding: Actively participate in the recruitment, interviewing, and onboarding of new sales talent to expand and strengthen the team
• Market Feedback: Serve as a conduit for market and customer feedback to product and marketing teams to inform future product development and go-to-market strategies
• CRM Management: Ensure consistent and accurate usage of CRM (e.g., Salesforce) for pipeline management, forecasting, and activity tracking

Preferred Qualifications

• Experience selling SaaS solutions into the K12 market
• Proven ability to navigate complex sales cycles with multiple stakeholders
• Familiarity with EdTech industry trends and competitive landscape
• Experience working in a fast-paced, high-growth environment

Benefits

• Health & Wellness: Access to the world’s leading medical experts for healthcare (pets included!). Discounts and resources to stay healthy: mind, body, and soul
• Work From Home: Almost all of our roles are fully remote - tech stipend included!
• Supporting ALL Families: Supplemental programs and time off to take care of your family and yourself
• Time Off: Flexible PTO to recharge, including Sabbatical Leave
• Inclusive Experiences: Robust DEIB curriculum, Identity & Experience Groups (Affinity Groups + Employee Resource Group), Authentic & Transparent conversations with Executive Leadership Teams, and integration of DEIB lens across Talent lifecycle processes
• Professional Development: Holistic Learning & Development Programs that enable meaningful & inclusive experiences, programs that build future-focused competencies, cohort & community learning sessions that foster a sense of belonging, and individual development plans aligned with your personal and professional aspirations to turn goals into reality