Manager, State Sales (CA)
Skills
- Proven experience managing SaaS sales teams with quota responsibility
- Deep knowledge of K-12 and higher education procurement cycles and stakeholders
- Strong Salesforce CRM skills for pipeline management and forecasting
- Ability to coach early-career sellers and act as a player-coach in complex deals
- Experience building territory plans and executing strategic market expansion
- Skilled presenter with strong negotiation and stakeholder management capabilities
Responsibilities
- Hire, onboard, and ramp Strategic State Sales Representatives; own recruitment and training processes
- Provide weekly 1:1 coaching, live call coaching, and professional development for direct reports
- Set and manage team objectives, conduct performance reviews, and deliver actionable feedback
- Develop whitespace/territory plans identifying key K-12 and Higher Ed accounts and decision-makers
- Collaborate with Marketing and Product to align GTM messaging for California educational leaders
- Support complex sales and negotiations; join high-value customer meetings and onsite visits as needed
- Ensure timely follow-up on MQLs and leads (within 24 business hours) and maintain pipeline hygiene
- Produce and maintain accurate weekly forecasts and activity reports for the VP of Sales
- Monitor sales velocity and deal size with a focus on increasing year-over-year average deal value
- Oversee smooth handover of new customers to implementation to ensure long-term satisfaction
Education
- Bachelor's degree or equivalent professional experience required
- Master's degree in business, education, or related field preferred but not required
Benefits
- Competitive salary plus bonus/commission opportunities
- Flexible work schedules and remote-first policies
- Comprehensive health and wellness benefits
- Flexible time off programs
- Career growth and professional development programs
- Collaborative, mission-driven culture
- Drug-free workplace and Equal Opportunity Employer policies
Average salary estimate
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