Note: The job is a remote job and is open to candidates in USA. World Book, Inc. is a trusted name in K-12 education, and they are seeking a ClassMate Sales Manager to build and lead a sales team for their next-generation instructional platform. This role involves managing strategic accounts, coaching a team of sellers, and driving revenue through effective sales strategies.
Responsibilities
- Carry your own quota
- Own a personal book of strategic district accounts — typically the most complex, highest-value opportunities in the pipeline
- 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 operating across National Accounts, Large/Mid Districts, Small Districts, and individual Schools
- Coach reps through the realities of K-12 selling: 12-24 month district cycles, July 1 fiscal-year timing, board approvals, multi-stakeholder consensus, and the very different velocity of school-level deals
- Run weekly 1:1s, pipeline reviews, and deal strategy sessions. Build sellers who can navigate from classroom champion to cabinet sponsor
- Own hiring, ramping, and performance management. Identify when to scale the team up — and when a rep needs a new plan to get back on track
- Drive pipeline coverage discipline. Ensure each rep is building enough qualified pipeline (Discovery and beyond) to clear quota with appropriate stage-weighted coverage
- Run a clean Salesforce instance: stage hygiene, BANT qualification, next steps, close-date discipline. The forecast is only as good as the data. Build and defend an accurate forecast
- Surface risk early. When pipeline maturity signals trouble against the plan, you'll be the first to call it and propose the response
- Work with Marketing to refine ICP targeting, messaging, and demand-gen plays across the four buying segments
- Partner with Product to feed field intelligence into the roadmap — what's winning deals, what's losing them, and what gaps competitors are exploiting
- Iterate on sales scripts, discovery frameworks, demo flows, and competitive positioning. Translate what works in the field into a repeatable team playbook
- Coordinate with Customer Success and Training to ensure clean handoffs and renewal-ready accounts
Skills
- 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
Benefits
- Comprehensive benefits: medical, dental, vision, 401(k) with match, paid time off, and professional development support.
- Travel expected for district visits, conferences, and team meetings — typically 25-35%, weighted toward Q1-Q2 buying season.
Company Overview