Vice President of Up-Market Sales

Summary

Join Renaissance®, a global leader in pre-K–12 education technology, as the Vice President of Account Management (East)! This senior sales leadership role involves driving growth and customer retention by leading a high-performing sales organization. You will manage a team of Regional Vice Presidents, overseeing individual Account Managers. The ideal candidate possesses deep expertise in pipeline management, sales forecasting, and coaching. Significant in-field presence is required (up to 30% travel). Responsibilities include coaching RVPs, driving pipeline management, partnering with Customer Success, and developing sales strategies. This role demands strong leadership, strategic thinking, and deep knowledge of the K–12 education market.

Requirements

• 10+ years of progressive success in a field sales role, with consistent achievement of revenue targets and strategic growth objectives in a complex B2B environment
• 5+ years of proven leadership managing high-performing sales teams with preferred experience leading leaders (e.g., RVPs), with demonstrated success in coaching for performance, setting high expectations, and managing accountability in a distributed team environment
• Proven track record of strategic pipeline management, including forecasting accuracy, deal inspection, opportunity progression, and risk mitigation—especially in enterprise-level or renewal-driven sales models
• Experience leading or partnering on renewal and retention strategies in collaboration with Customer Success, with a strong understanding of how customer health, usage data, and lifecycle management impact revenue predictability
• Cross-functional leadership experience, effectively collaborating with peers across sales verticals, product, marketing, and customer success to drive organizational alignment and cohesive regional strategies
• Exceptional CRM and sales tool fluency, with the ability to leverage data and systems for opportunity management, performance insights, and pipeline transparency
• Demonstrated success navigating change, leading teams through ambiguity, and applying change management practices to maintain morale and drive adoption
• Deep knowledge of K–12 education markets, buyer personas, instructional practices, assessment software, and funding sources relevant to enterprise-scale deals
• Strong command of education policy and the ability to anticipate and respond to market shifts based on emerging legislation, trends, or stakeholder needs
• Executive presence and superior communication skills, with the ability to influence, inspire, and communicate clearly across all levels of an organization, both internally and externally
• Creative problem-solver with a bias for action, capable of operating without a playbook and generating innovative approaches in a dynamic market

Responsibilities

• Leads a high-performing team of Regional Vice Presidents (RVPs), providing regular coaching, setting clear performance expectations, and delivering actionable feedback to drive team growth and accountability
• Drives pipeline management across the territory with a focus on both net-new business and renewal revenue; ensures accurate forecasting of opportunity value, win probability, and renewal likelihood through coaching of RVPs to deliver rigorous opportunity inspection and coaching to sellers
• Partners with Customer Success leadership to develop and implement a cohesive renewal strategy that maximizes retention and expansion opportunities; aligns sales motions with account health indicators and customer lifecycle insights
• Holds responsibility for the consistent, proactive management of team opportunity pipelines, identifying risk and acceleration points, and equipping RVPs with strategies to increase deal value and reduce cycle time
• Serves as a connector and strategic partner to VPs of other sales verticals, ensuring a unified and organized go-to-market approach across the Area; shares best practices and coordinates cross-functional efforts to eliminate silos and optimize outcomes
• Develops and executes sales strategies aligned to Area goals and corporate priorities, ensuring alignment between field execution and strategic direction
• Models effective use of CRM and other sales technologies, reinforcing the adoption of sales processes that support data-driven decision making, pipeline hygiene, and forecast accuracy
• Maintains deep expertise in education industry trends, policy shifts, funding dynamics, and competitive landscape to inform strategy and support RVPs in navigating complex sales environments
• Invests time in the field, observing leader and team performance, building customer relationships, and supporting key deals to ensure market alignment and real-time coaching

Benefits

• World Class Health Benefits: Medical, Prescription, Dental, Vision, Telehealth
• Health Savings and Flexible Spending Accounts
• 401(k) and Roth 401(k) with company match
• Paid Vacation and Sick Time Off
• 12 Paid Holidays
• Parental Leave (20 total weeks with 14 weeks paid) & Milk Stork program
• Tuition Reimbursement
• Life & Disability Insurance
• Well-being and Employee Assistance Programs