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Manager, SMB Sales (Remote, US)

2 weeks ago
United States
Full-time
Lead
Sales Manager
Sales and Business Development
Salesforce
Apply Now
Newsela

Newsela

Newsela is an Instructional Content Platform that supercharges reading engagement and learning in every subject. They provide engaging, relevant instructional content for teachers that both educates and inspires. With a focus on meaningful classroom le...

Diversified Consumer Services
251-1K
Founded 2013
$172M raised
View All Jobs 24

Description

  • Manage the SMB sales team and oversee all elements of sales execution for schools and small-to-mid-sized districts.
  • Drive pipeline and stage management to meet or exceed revenue targets.
  • Lead team onboarding, training, coaching, mentoring, and retention efforts in partnership with Learning & Enablement.
  • Develop national, regional, and state growth strategies for the SMB segment.
  • Build and maintain high-level relationships with key schools and districts.
  • Provide daily hands-on leadership and strategic deal reviews using Gong, Salesforce, and AI tools.
  • Model sales excellence and coach the team to achieve quarterly and annual revenue goals.
  • Foster a proactive hunter culture and support Account Executives in self-generating pipeline and working with SDR partners.
  • Develop and manage action plans to achieve quota while ensuring operational scalability and quality control.
  • Partner with sales leadership to improve pricing, contract terms, sales-cycle efficiency, and trial conversion rates.

Requirements

  • 3+ years of experience managing a sales team, specifically within the K-12 EdTech space.
  • Proven track record as a top-performing K-12 EdTech sales individual contributor who consistently met or exceeded quota.
  • Experience working in a high-velocity sales role with small-to-mid-sized schools and districts is preferred.
  • Deep understanding of the K-12 education landscape, including funding, state initiatives, demographics, standards of adoption, and decision-making processes.
  • Experience building a high-performance culture while supporting, training, and holding teams accountable to sales targets.
  • Strong ability to build trust with direct reports and collaborate across departments.
  • Strong follow-up skills and a project management mindset in a high-volume sales environment.
  • Experience with Salesforce, Gong, Salesloft, and Slack, or similar tools.
  • Comfort using AI tools for account intelligence, prospecting, and outbound sales communication.
  • Ability to create and execute regional and state-specific sales strategies.
  • Willingness to travel up to 30% of the time.
  • Fluent in English, written and verbal; Spanish proficiency is a strong plus.
  • Legally authorized to work in the United States.

Benefits

  • Base salary of $100,000 to $120,000, depending on experience.
  • Variable on-target commission of $75,000.
  • On-target earnings of $175,000 to $195,000.
  • Incentive stock options.
  • Comprehensive medical benefits with employer contributions to premiums and HSA accounts.
  • Fully remote work with a monthly tech stipend.
  • Flexible PTO, paid sick time, company holidays, and winter break (Dec. 24 through Jan. 1).
  • Parental leave, fertility support, and adoption support.
  • 401(k) plan with employer match.
  • Annual learning and development allowance.
  • Additional wellness perks including gym reimbursement, pet insurance, and free access to the Calm app and Rocket Lawyer.

Interested in this position?

Apply directly on the company website

Apply Now

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