Title of the position: Director, Sales
Department: Sales
Reports to: SVP of Sales and Marketing
Type of Position: Full-Time
Hours per Week: 40
Pay: Exempt
Level: Director
Company Overview:
Do you enjoy making a difference in a child's life, transforming education, and evolving learning? Come join Teachstone, the interaction company! Teachstone® was founded in 2008 to deliver the Classroom Assessment Scoring System® (CLASS®) nationwide and around the globe. Developed through years of research, the CLASS observation tool measures the interactions between teachers and children, which have been shown to drive learning and lifelong achievement. Teachstone helps organizations conduct classroom observations and provides professional development so that teachers improve, and children learn more. Our online subscription service, myTeachstone, simplifies CLASS implementation by combining observation data with a robust library of CLASS resources and professional development.
At Teachstone, everything we do is about improving the ways teachers interact with their students. We train coaches and observers, build and deliver online support programs, design professional development – all of it grounded in one proven fact: the interactions teachers have with students have a lasting impact on their academic and developmental success. By helping educators describe, measure and improve their interactions and relationships with students, Teachstone is transforming education nationwide, one interaction at a time.
Role Overview:
Reporting to the Senior Vice President of Sales and Marketing, the Director of Sales, is responsible for the direction and management of the outside sales organization. This individual will oversee sales leadership responsible for our Field Sales team of mid-market sales reps. This role will analyze sales data to determine strategy, implement new sales initiatives, and find creative solutions where they see opportunities within the education market. The Director will work closely with our Partnership Development and Marketing teams to strategize and execute a sales plan to achieve sales goals. They also collaborate with the Product team to provide user feedback which informs product enhancements or future builds.
Expectations of the role include coaching and developing sales leaders and individual contributors, managing change, creating a culture of accountability and high performance, and the development and execution of sales strategies. If you are a passionate leader with a vision to inspire and elevate a high performing sales team, driving transformative growth and achieving groundbreaking success in a dynamic and evolving market we look forward to connecting with you.
Role Responsibilities:
- Build an effective and structured sales process and ensure alignment across sales teams
- Prioritizes changing demands, multi-tasks, and creatively meets tight deadlines in a dynamic environment
- Accurately forecasts revenue growth through analyzing key metrics around the sales pipeline
- Work closely with Marketing, Partnership Development, Product Management and Leadership Teams to conduct market analysis to identify opportunities as well as competition and strategize on ways to further penetrate the market and ideate new revenue streams via products, services, territories and initiatives
- Work closely with the Legal and Finance team to ensure that the contracting processes and terms are appropriately aligned to meet the needs of the business and the target sales goals
- Recruit, develop and lead a team of high performing sales professionals by providing direction, mentoring, and repeatable processes to achieve success
- Direct sales strategies and maintain accountability for YOY growth through our Field Sales team; implement and redefine sales processes and strategies to maintain sales growth
- Inspire and provide strong leadership to the team to ensure motivation among the entire team through all aspects of the sales process
- Partner with the SVP, Sales and Marketing to establish sales objectives by forecasting and developing annual sales quotas for regions and territories; projects expected sales volume for existing and new products
- Regularly participate and communicate sales forecasts and monthly projections, and create and share an annual sales budget, including operational expenses related to sales
- Collaborate with the Leadership Team to execute business projects and initiatives
- Develop plans and strategy to achieve sales targets and expand our customer base
- Monitor and adjust all financial metrics including annual sales targets, KPI’s and departmental drivers related to sales
- Develop and coach a geographically dispersed and varying experience level team that delivers value to our customers through selling our product and driving revenue in the business
- Understand customer needs, the competitive landscape, and new trends within the early childhood and K-12 education market
Role Qualifications:
- Travel as required (50%)
- Bachelor’s degree or equivalent knowledge and experience
- 7+ years of progressive sales experience, including a minimum of 3 years in sales leadership, building and managing sales teams in the early childhood and/or K-12 sectors, with experience in services or software companies.
- Demonstrated expertise in crafting and executing strategies for revenue growth and expense control.
- Ability to personally demonstrate and train others within large account sales success; including executive-level relationships, account penetration, solution selling, and strategic account management
- Exceptional analytical skills in market strategy, customer requirements, success factors, and value-based selling processes.
- Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences
- Proven skill in clearly articulating the unique features of products and services.
- Track record of high performance in achieving team quota and organizational revenue goals
- Demonstrated track record of exceeding team quotas and organizational revenue goals
Teachstone is an Equal Opportunity Employer. We consider all applicants without regard to race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, pregnancy, parental status, genetic data, political affiliation, or any other status protected by law. We are dedicated to fostering an inclusive and diverse culture.
