Newsela

Sales Manager, K12 – Strategic and Key Accounts

Newsela

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $220,000 - $240,000 per year

About the role

  • Consistently meet or exceed monthly and quarterly team sales revenue targets.
  • 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.
  • 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.
  • Deliver precise and reliable monthly and quarterly team sales forecasts.
  • 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.
  • Continually coach and develop the sales team on advanced sales methodologies, prospecting skills, negotiation tactics, and effective presentation techniques tailored to the K12 market.
  • 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.
  • 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.
  • Guide reps in developing and executing comprehensive territory plans to maximize market penetration and achieve sales objectives within their assigned territory regions.
  • Actively participate in the recruitment, interviewing, and onboarding of new sales talent to expand and strengthen the team.
  • Serve as a conduit for market and customer feedback to product and marketing teams to inform future product development and go-to-market strategies.
  • Ensure consistent and accurate usage of CRM (e.g., Salesforce) for pipeline management, forecasting, and activity tracking.

Requirements

  • Minimum of 5+ years of direct sales experience within the K12 education market.
  • 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.
  • Minimum of 4+ years of experience selling and/or leading teams to sell into large Enterprise accounts (e.g., school districts with 30,000+ students or complex state-level deals).
  • Demonstrated proficiency in sales methodologies such as MEDDPICC, Challenger Sale, or similar structured approaches.
  • Exceptional leadership, coaching, and mentoring abilities, with a passion for developing sales professionals.
  • Superior verbal and written communication, presentation, and interpersonal skills.
  • Strong analytical skills with the ability to interpret sales data, forecast accurately, and make data-driven decisions.
  • Proficient in using CRM software (e.g., Salesforce) and other sales enablement tools (e.g., Gong, Salesloft).
  • Understanding of K12 procurement processes, funding cycles, and decision-making structures.
  • Bachelor's degree in Business, Education, or a related field; or equivalent practical experience.
Benefits
  • Comprehensive medical benefits with employer contribution to premiums and to HSA accounts.
  • Additional benefits such as gym reimbursement, pet insurance, free access to the Calm app, Rocket Lawyer and more to help you stay healthy: mind, body, and soul.
  • We provide a monthly tech stipend to support your WFH needs!
  • Inclusive benefits to support you and your family, including parental leave, fertility support, adoption, and more!
  • Invest in your future with our 401(k) plan, which includes a employer match to help you build long-term financial security.
  • Flexible PTO, paid sick time off, company holidays plus winter break (Dec 24th - Jan 1st).
  • Newsela offers an annual learning and development allowance to employees to attend external training sessions, classes, workshops, conferences, and educational materials to foster professional growth within their current role and career aspirations at Newsela.
  • No matter your role or department, the work you do each day helps share the future of education and improves the lives of students and teachers.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales methodologiesMEDDPICCChallenger Salesales forecastingpipeline managementdata analysisnegotiation tacticspresentation techniquesterritory planningquota management
Soft Skills
leadershipcoachingmentoringcommunicationinterpersonal skillsanalytical skillsteam motivationperformance managementcollaborationfeedback delivery