Vice President, Sales

• Define and implement a national sales strategy aligned with company revenue targets, market segmentation, and go-to-market priorities.
• Establish clear objectives and performance metrics across the sales funnel—from lead generation to closed-won—to drive predictable growth.
• Lead annual sales planning, territory design, and quota-setting processes in coordination with Sales Operations and Finance.
• Develop scalable playbooks and sales motions for new business acquisition, account expansion, and multi-product selling.
• Identify and prioritize high-potential markets and segments based on TAM analysis, product fit, and funding dynamics in K–12 education.
• Optimize sales process efficiency by aligning CRM usage, forecasting methodology, and pipeline hygiene practices.
• Guide sales leaders in opportunity strategy, competitive positioning, and complex deal structuring to accelerate close rates.
• Monitor KPIs (e.g., win rate, sales cycle length, ASP) and lead regular performance reviews to inform coaching, resource allocation, and strategic adjustments.

• Drive annual revenue growth by expanding adoption of Frontline’s solutions within existing school districts and acquiring new clients across key U.S. regions.
• Increase multi-solution penetration by developing sales strategies that cross-sell our platforms into the existing client base.
• Identify and capitalize on growth opportunities in response to shifts in school district funding, compliance requirements, and operational modernization efforts.
• Partner with Product and Marketing teams to craft segment-specific GTM strategies aligned to district roles (e.g., HR, Finance, Payroll, IT) and pain points.
• Expand Frontline’s presence in high-opportunity markets, such as large urban districts, regional service agencies, and statewide initiatives.
• Lead strategic pursuits for complex enterprise deals, including RFPs, multi-year contracts, and consortium sales.
• Leverage market intelligence, win/loss data, and buying behavior trends to adapt sales strategies and stay ahead of the competitive landscape.
• Establish and scale new revenue channels (e.g., strategic alliances, referral partnerships) to reach adjacent customer segments or underserved markets.

• Collaborate with Finance, Product, Client Success, Legal, Marketing, and Procurement teams to align execution with internal capabilities and compliance requirements.
• Partner with Marketing, Product, Client Success, and Sales Operations to ensure integrated go-to-market execution.
• Translate customer insights into product feedback loops and strategic account expansion opportunities.
• Align sales enablement, tools, and analytics to drive efficiency and performance at scale.
• Lead negotiations and deal structuring for high-impact collaborations and joint go-to-market initiatives.

• Serve as an executive sponsor for top-tier district and state education clients, ensuring strategic alignment and long-term value delivery.
• Build and maintain trusted relationships with key decision-makers (e.g., superintendents, CFOs, CIOs) to influence buying decisions and expand partnership scope.
• Collaborate with Customer Experience to support engagement plans and renewal strategies for high-value clients.
• Lead quarterly business reviews (QBRs) with strategic accounts to assess outcomes, identify upsell/cross-sell opportunities, and reinforce value realization.
• Develop client reference and advocacy programs to support new business acquisition and strengthen market credibility.
• Monitor account health metrics, proactively address risks, and guide recovery strategies for at-risk strategic relationships.
• Represent the voice of the client internally by contributing insights to product roadmaps, service enhancements, and thought leadership initiatives.
• Monitor key performance indicators (KPIs) and act quickly to resolve issues, optimize performance, and deliver mutual success.

• Consistent overachievement of bookings and revenue targets.
• High employee engagement and low regrettable sales team attrition.
• Expansion of market share in key regions and segments.
• Scalable sales processes that improve velocity, conversion, and forecast accuracy.
• Elevated brand visibility through strong customer advocacy and field presence.
• Frontline recognized as a category-defining partner in K–12 EdTech through co-developed solutions and thought leadership.

• 15+ years of experience in sales leadership—preferably within EdTech, SaaS, or education services.
• Strong record of executive-level relationship management with internal stakeholders and external organizations in the K-12 vertical.
• Track record as a results-driven leader, with measurable impact in revenue growth, team building, and institutional engagement.
• Proven success in leading national or enterprise sales teams in SaaS or EdTech.
• Strong track record of driving double-digit revenue growth and operational efficiency.
• Deep understanding of the K–12 education market, sales cycles, and decision-making structures.
• Exceptional leadership, communication, and executive presence.

• Deep knowledge of K–12 funding models, school district procurement, and workforce education trends.
• Understanding of cloud/SaaS technologies, partner integrations, and interoperability standards in EdTech.
• Strategic acumen in multi-stakeholder environments, including public sector and nonprofit collaborations.
• Experience scaling sales organizations during periods of transformation or product expansion.
• Familiarity with K–12 funding models, procurement cycles, and public sector selling.
• Expertise in sales technology stack, such as Salesforce, Saleshood, Gong, and Clari.
• Data-driven mindset with comfort in forecasting, pipeline analytics, and sales KPIs.