Regional Sales Manager, K12

The Regional Sales Manager (K12) is responsible for creating new sales pipelines, managing new sales pipelines, and closing new sales pipelines, in the territory for which they are responsible. The individual is responsible for driving net-new client adoption as well as cross-selling new products into our more than 4,500 K12 institutions. The primary audience for Parchment’s solutions includes Registrars, Counselors, Directors of Student Services, IT Directors & Assistant Superintendents. 

The Regional Sales Manager (K12) will ideally meet or exceed sales objectives of the assigned territory by promoting and selling the Parchment product solutions through professional sales techniques and long-term customer relationships. This position will require an individual who has a proven record in new client acquisitions. 

Primary Responsibilities

The Regional Sales Manager (K12) will:

Schedule five (5) “1st new meetings” per week.

Deliver five (5) “1st new meetings” per week.

Schedule and hold a weekly meeting with the corresponding SDR to plan and execute territory strategy for pipeline creation.

Build $20,000-$40,000 in new sales opportunities each week, depending on territory assignment. 

Maintain all Current Quarter Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs).

Make incremental progress to successfully attain annual quota by year-end.

Manage a fully ramped annual sales quota of $300,000, and a sales pipeline of $600,000 to $900,000.

Travel up to 40% within assigned territory. 

Creating, Implementing, and Maintaining an annual territory plan

Executing a prospecting methodology as part of their regular routine

Managing an enterprise solution sale with a 6 to 12-month purchasing cycle and multiple buyers. Quarterbacking the sale through the entire sales process ending after the transition to an Account Manager.

Continually learning about new products and improving selling skills. The Regional Sales Manager (K12) is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate.

Providing regular reporting of pipelines and forecasts using SalesForce.

Keeping abreast of competition, competitive issues, and products.

Attending and participating in sales meetings, product seminars, and trade shows.

Preparing written presentations, reports, and price quotations.

Conducting and managing contract negotiations.

Ability to upsell and sell additional products/services to existing clients.

Market

K12 (High Schools & Districts)

This is a full-time position

Professional Qualifications and Experience

Exhibit a willingness to travel 40% a year

Strong attention to detail

Excel at building and leveraging strong relationships

Excellent written and verbal communication skills

Bright, energetic professional with outstanding communication and interpersonal skills

Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines

Ability to work in an entrepreneurial environment

Self-driven and independent

Growth mindset

Well-versed in the following:

Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - Required

SalesForce Reporting and Usage - Required

Sandler, Tableau, Gong, Outreach, DemandBase, and Seismic - will train

Microsoft Suite of Tools (Word, Excel, Powerpoint) skills - will train

Develop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Engagio, SalesForce and Seismic

Desired Education & Experience:

Bachelor’s degree required

3+ years of sales experience, preferably within an EdTech SaaS company

3+ years of experience in an educational environment

Familiarity with Sandler Sales Methodology Training skills a plus

Perks & Benefits:

Compensation: $60,000 - $85,000 plus commission 

Competitive salary, equity and 401k 

Medical, dental, disability, and life insurance benefits

HSA program, vision, voluntary life, and AD&D 

Tuition reimbursement

Paid time off, 10 paid holidays, and flexible work schedules 

Lifestyle spending account