Director, Sales - Remote, United States - BrainPOP

Description

For over two decades, BrainPOP has been trusted by educators and parents worldwide as a source of engaging and impactful learning experiences for all kids. With a presence in over two-thirds of U.S. districts through school and district subscriptions and an estimated annual reach of 25 million students, BrainPOP is empowering kids to take agency over their learning and excel in and out of the classroom.

The company was acquired in 2022 by KIRKBI, the family-owned holding and investment company of the LEGO brand, marking a significant milestone as their first acquisition in the digital learning realm. We are thrilled to continue making learning fun and accessible with the strategic guidance and support of KIRKBI.

About the Role

As the Director of Sales, you will play a key role in driving BrainPOP's sales goals and ensuring BrainPOP's state-of-the-art product suite is successfully implemented in classrooms worldwide. The candidate we are seeking will bring expertise in selling a supplemental curricular product in the K -12 market and offers demonstrated experience as a sales leader and creating a performance-based culture. In addition to sales leadership and market knowledge, this hire will leverage their process orientation and experience with Salesforce and sales metrics to drive gap planning, identify trends, insights and drive optimizations.

You will lead a team of sellers, working closely with them to drive growth, build client relationships, and deliver exceptional results. This candidate should demonstrate abilities to coach, mentor and manage. Cross-functional collaboration is key, so they will need to prioritize a team-first, collaborative culture. In this role you will execute on, refine, and improve current sales objectives and go-to-market strategies by leveraging key metrics and analyzing trends in the business.

This position is based remotely in the US (see location section below) and will require quarterly travel to the NYC HQ, and regional travel (approximately 30%) to customer sites.

In this role, you will

• Lead a team of Regional Sales Managers to successfully achieve their quarterly and annual revenue goals
• Have proven expertise in managing a sales team that is responsible for Top Down & Bottoms Up selling (District and School level); showcase proven examples of team quota attainment in this model of selling
• Be an expert in Salesforce and have proven experience working with your team to ensure healthy opportunity management and pipeline hygiene
• Create a team environment that is focused on accountability in building knowledge and skill development for the RSM role
• Consistently collaborate with your team members on identifying and acting upon multiple pathways for opportunity conversion.
• Work with your team to proactively territory plan and strategically gap plan when individual reps are struggling to achieve their revenue goals; leverage marketing, and sales leadership to support this planning
• Work as a collaborator and coach in supporting reps identification of ways to conduct outreach in regional territories; direct cross-functional support to effectively build pipeline in your team's territories
• Manage your sales team's bi-weekly deal and forecasting reviews and provide a weekly update on your team's quarterly and annual revenue goals to the VP of Sales
• Work as a coach to ensure your team is maintaining a healthy pipeline and consistently focused on activity management and effort to build pipeline.
• Work in partnership with the VP of Sales, to serve as a conduit between Success, Marketing, PLS, and Product to ensure our efforts are unified to meet the yearly revenue goals for BrainPOP
• Proven experience in navigating/supporting large district and/or state level deals
• Work in partnership with Director of Rep Readiness to ensure reps are able to provide compelling BrainPOP presentations and product demos
• Develop deep knowledge of all BrainPOP products, in order to support your team to provide world-class support and service to educators.
• Bring a strong understanding and expertise of standards and pedagogy trends to elevate your ability to listen to customer needs, and strategically pair BrainPOP products to address them

You Are

• A strategic leader who is firmly dedicated to your team's success
• A proven sales leader with proven success leading an enterprise/field sales team
• A self-starter with great instincts and the ability to collaborate and support your team's needs
• A motivator/influencer who is an outstanding verbal and written communicator with audiences of all levels
• A strong problem-solver with analytical and closing skills to help districts overcome barriers in evaluating and purchasing BrainPOP solutions
• A strong listener/seller with effective selling skills, can support your team in strategic district meetings and support reps to drive deals to close

On Your Resume

• Bachelor's degree in Business Administration, Education, Sales, Marketing, or a related field
• 5+ years of experience in sales, with at least 3 years in a managerial position
• 5+ years of experience selling a supplemental curricular product in the k-12 market
• Proven track record of achieving team sales targets and driving revenue growth
• Excellent leadership, communication, and interpersonal skills
• Strong analytical and problem-solving skills
• Ability to work in a fast-paced environment and manage multiple priorities
• Willingness to travel as needed
• Proven Experience with Salesforce
• Expert in forecasting, budgeting, and cost management
• Expert in the use of sales metrics to track progress, identify areas of improvement, and optimize sales processes

Location:

The BrainPOP team operates in a hybrid work environment: Each role has remote flexibility and an in-person component at our New York headquarters or other meeting locations. Based on the requirements of a specific role, we may prioritize hiring within a commutable distance of our New York headquarters or in another region relevant to that role.

We can employ individuals residing in the following approved hiring states:

• Arizona
• California
• Connecticut
• Florida
• Georgia
• Illinois
• Massachusetts
• Missouri
• New Jersey
• New York
• North Carolina
• Ohio
• Oregon
• Pennsylvania
• Tennessee
• Texas

#LI-DNI

We take a geo-neutral approach to compensation within the US, meaning that we pay based on job function and level, not location. We have competitive pay bands for all other countries based on market standards. Individual compensation decisions are based on a number of factors, including experience level, skill set, and balancing internal equity relative to peers at the company. Based on these factors, we expect most of the candidates offered roles at our company to fall healthily throughout the range. We recognize that the person we hire may be less experienced (or more senior) than this job description, as posted. If so, the updated salary range will be communicated to you as a candidate.

USA Pay Scale

$125,000—$150,000 USD

At BrainPOP, our work directly impacts how teachers teach and students learn. They inspire us to build solutions that facilitate joy and meaningful learning outcomes. Our commitment to educators and kids is reflected in our dedication to the BrainPOP team: ensuring their experience is empowering, creative, collaborative, playful, and anchored in learning and growth.

Our team is made up of educators, data scientists, published authors, engineers, artists, bakers, film buffs, cyclists, dual citizens, and so much more. We value diversity and inclusion, collaboration, and learning from multiple perspectives.

We believe that a diverse organization is a more effective organization. BrainPOP is an Equal Opportunity/Affirmative Action Employer.