Sales Manager, ClassMate

ClassMate is World Book's next-generation K-12 instructional platform — and we're building the sales engine that will put it in classrooms across the country. We're looking for a Sales Manager who has the drive to build the team and leads it to a scaled, repeatable revenue motion. This is a player-coach role. You'll carry a personal book of strategic accounts and run point on our most consequential deals; you'll also lead a team of National Account and Bottoms-up Sellers. You'll own the team's quota, the forecast it rolls up to, and the playbook that gets us there.

Responsibilities

Carry your own quota; Own a personal book of strategic district accounts; Run executive-level conversations with Superintendents, CAOs, Directors of Curriculum, and CTOs; Build multi-threaded relationships across cabinet and committee; Personally drive deals through Discovery, Evaluation, Vendor Selection, and Procurement, including RFP responses, pilot design, and board-approval support; Manage and develop a team of four sellers; Coach reps through the realities of K-12 selling; Run weekly 1:1s, pipeline reviews, and deal strategy sessions; Own hiring, ramping, and performance management; Drive pipeline coverage discipline; Run a clean Salesforce instance with stage hygiene, BANT qualification, next steps, and close-date discipline; Build and defend an accurate forecast; Surface risk early; Partner with Marketing to refine ICP targeting, messaging, and demand-gen plays; Partner with Product to feed field intelligence into the roadmap; Iterate on sales scripts, discovery frameworks, demo flows, and competitive positioning; Coordinate with Customer Success and Training to ensure clean handoffs and renewal-ready accounts

Requirements

6+ years of K-12 EdTech sales experience, with a strong track record selling instructional or curriculum solutions into school districts; 2+ years of direct sales management experience — hiring, coaching, and managing quota-carrying reps to plan; Demonstrated success closing complex district deals ($100K+) with multi-stakeholder buying committees, RFPs, pilots, and board approvals; Fluency with the K-12 buying cycle — needs assessment, goal setting, vendor evaluation, procurement — and the personas who drive each stage (Superintendent, CAO, Director of Curriculum, Director of Instructional Technology, Principal, Instructional Coach); Salesforce proficiency: stage management, forecasting, pipeline analytics, and rep accountability; Player-coach mindset; Forecast discipline; Coaching instinct; Cross-functional credibility; Comfort with ambiguity

Benefits

comprehensive benefits package; medical; dental; vision; 401k matching