Director of Sales - West

About the position

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.

Responsibilities

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

Requirements

• 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.

Benefits

• Fair, Competitive Pay: We ensure equal pay for equal work, using consistent salary bands based on market benchmarks, reviewed annually.
• 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.