Director of Sales - West

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 SVP of Sales, the Director of Sales is a player/coach responsible for driving revenue growth through new logo acquisition, upselling and cross-selling opportunities within existing accounts. This role leads our Field Sales team, partnering closely with Sales Enablement, Marketing, Product, Legal, and Finance to ensure alignment on goals, forecasts, and customer experience. Success in this role hinges on the ability to coach and inspire a high-performing team, execute sales strategies, and deliver results with accountability.

Role Responsibilities:

Revenue Growth & KPI Management

• Drive YOY growth through net-new, upsell, and cross-sell opportunities.
• Track MTD/YTD closed bookings, AOV, and pipeline coverage weekly, identifying variance.
• Monitor sales targets and key productivity KPIs to drive efficient performance and achieve revenue goals weekly.

Sales Performance & Team Development

• Coach, motivate and develop a geographically dispersed team with varying experience levels through regular 1:1s, performance reviews, and support through all aspects of the sales process 
• Maintain weekly review cadence focused on individual KPIs and full deal reviews.

Forecasting & Pipeline Management

• Review Salesforce pipeline daily to maintain deal momentum, spot risks, and drive tactical execution.
• Regularly participate and communicate sales forecasts and monthly projections with insights and reports to executive leadership on progress toward goals.
• Create and manage an annual sales budget, including operating expenses.

Customer & Market Expansion

• Partner with marketing, product, partnership development and leadership teams to analyze market trends, assess the competitive landscape, and develop plans and strategies to achieve sales targets and expand our customer base.
• Spot untapped customer needs and emerging demand signals by analyzing feedback and collaborating across teams to spark new growth ideas.
• Stay on top of new trends within the early childhood and K-12 education markets to inform sales tactics.

Process Optimization

• Refine sales processes to support scalable growth and operational excellence.
• Ensure legal and contracting processes align with business requirements and support sales velocity.

Role Qualifications:

• 7+ years of progressive sales experience, with 3+ years in sales leadership in early childhood or K-12 sectors, preferably in services or SaaS.
• Bachelor’s degree or equivalent experience
• Demonstrated knowledge of the CLASS® (Classroom Assessment Scoring System) framework and its application in educational settings.
• Professional experience supporting or implementing Early Childhood Education (ECE) programs in California.
• Proven success in managing revenue targets, driving team performance, and refining sales processes.
• Experience selling into complex, large accounts and developing long-term customer relationships. 
• Strong analytical, communication, and strategic thinking skills.
• Travel required (up to 50%)

What We Offer:

• Fair, Competitive Pay:  We ensure equal pay for equal work, using consistent salary bands based on market benchmarks, reviewed annually. Prior salaries, negotiation skills, or fear of conflict don’t influence your pay.
• Salary Range: $100,400 - $125,500 base salary, determined by your experience and skills 
• Comprehensive benefits:  We offer a well rounded benefits package to support your overall life balance. Eligibility depends on your role and employment status.

Ready to Make a Difference?

At Teachstone, we believe that every interaction shapes a brighter future. If you're passionate about transforming education and want to be part of a team that's committed to meaningful impact, we want to hear from you. Apply today and help us create classrooms where every child thrives!

We encourage all individuals to apply and bring their unique perspectives to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, or any other characteristic protected by law. We value the different experiences and ideas our team members bring and believe they are essential to solving complex challenges and driving our mission forward.