Manager, SMB Sales
New
N
NewselaK-12 EdTech
Remote, USFull-TimeManager
Salary175,000 - 195,000 USD per year OTE
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Job Details
- Languages
- Fluent in English (written and verbal) required; proficiency in Spanish is a strong plus.
- Experience
- 3+ years of experience managing a sales team, specifically within the K-12 EdTech space.
- Required Skills
- SalesforceSlack
Requirements
- 3+ years of experience managing a sales team, specifically within the K-12 EdTech space.
- Proven track record as a top performer in K-12 EdTech sales as an individual contributor with experience consistently meeting (or exceeding) sales quotas, prior to becoming an EdTech sales leader.
- Experience working in a high-velocity role with small-to-mid-sized schools and districts a plus.
- Deep understanding of the K-12 education landscape, including funding, state initiatives, demographics, standards of adoption, and school/district decision-making processes.
- Experience cultivating a culture of high performance by supporting and training a team, while holding them accountable to sales targets. Comfortable operating in a performance management focused sales culture.
- Strong ability to build trust with direct reports, and the broader Newsela team, understanding the importance and benefits of cross-departmental collaboration.
- Strong follow-up skills and a project management mindset to keep a high-volume "sales machine" running smoothly.
- Well-versed in Salesforce, Gong, Salesloft, and Slack (or similar tools), using data and deal reviews to inform team strategy and identify growth trends.
- Comfortable using AI tools for account intelligence, prospecting, and outbound sales communication.
- Skillful at creating regional and state-specific sales strategies, and successful in implementing them across a team.
- Open to up to 30% travel (may be less, depending on business needs).
Responsibilities
- Manage the sales team and all associated elements of sales execution for the SMB market segment, including schools and small-to-mid-sized districts.
- Drive overall pipeline and stage management to meet or exceed revenue targets; ensure effective team onboarding and training, develop national and regional/state growth strategies, and cultivate high-level relationships with key schools and districts.
- Provide daily, hands-on leadership and strategic deal reviews using Gong, Salesforce, and AI tools to identify pipeline trends and anticipate team needs.
- Model sales excellence and provide continuous coaching to support an already strong team consistently achieve or exceed quarterly and annual revenue targets.
- Drive a proactive "hunter" culture and empower your team of Account Executives to self-generate pipeline, in addition to collaborating closely with their SDR partner.
- Partner with our Learning & Enablement team to hire, mentor, coach, develop, and retain top talent to achieve individual quotas.
- Develop and manage an overall action plan to achieve quota, serving as a strategic "project manager" for the segment to ensure operational scalability and quality control.
- Partner with sales leadership in defining, planning, and executing initiatives that drive operational scalability, including implementing value-based controls (e.g. pricing, contract terms, etc.), optimizing processes to compress sales cycles, and maximizing trial conversion rates.
- Leverage our tech stack, including a variety of AI tools, to drive greater efficiency & productivity.
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