Bright Horizons
VP, Regional Client Services
Edtech.com's Summary
Bright Horizons is hiring a VP, Regional Client Services to lead regional sales and business development teams focused on market coverage, new client acquisition, and cross-selling employer solutions. The role manages territory-aligned teams, drives financial deal strategy, collaborates with cross-functional departments, and regularly influences senior leadership to support regional growth and operational success.
Highlights
- Lead and manage regional sales and business development teams to drive client acquisition and cross-sell employer solutions.
- Oversee territory coverage models and ensure productivity of Client Services Directors (CSD) and Business Development Representatives (BDR).
- Develop and execute regional sales strategies based on market demand and analytics.
- Manage financial deal strategies in collaboration with the pricing desk to meet margin and risk guidelines.
- Collaborate with Operations, Finance, Legal, Marketing, and Product teams for program enhancements and market adaptations.
- Required qualifications include a Bachelor's Degree or equivalent experience, 10 years of sales experience with proven success on $100K to multi-million-dollar deals, and preferably 5 years in senior sales leadership roles.
- Preferred experience selling to senior HR executives and strong skills in analytics, consultative sales, and strategic planning.
- Compensation ranges from $190,000 to $230,000 annually, with eligibility for bonus and RSUs.
- Frequent travel (estimated 50-70%) is required for employer site visits and collaboration.
- Focus on midmarket and large regional employers with 250+ onsite employees; responsibility for managing pipeline health, market coverage, and employer relationship density.
VP, Regional Client Services Full Description
VP, Regional Client Services
Newton, Massachusetts, United States of America, 02459
Corporate
Full time
Primary Purpose
The VP, Regional Client Services leads regional sales and business development teams driving market coverage and velocity. This role drives new logos and cross-sells across Bright Horizons’ portfolio of employer solutions, ensures effective deployment of regional territory coverage models and CSD productivity, and leads Employer Sponsored Center transitions where regional profiles fit.
Market Focus & Operating Model
- Targets: Mid‑market and large regional employers (250+ onsite); opportunities vary by state/metro demand, employer size, and underserved segments.
- Characteristics: Broadest total addressable market; demand highly variable by region; focus on market coverage, velocity, and relationship density.
This is a Remote position available in the United States.
Bright Horizons is a leading education and care company that helps employees thrive at work and at home by partnering with employers to offer high-quality child care, elder care, and educational support. Our workplace reflects this commitment—with collaborative environments, meaningful benefits, and a culture that supports both career growth and personal well-being. Whether you’re caring for children or powering the systems and partnerships that make it all possible, at Bright Horizons, you’re the difference.
Essential Functions/Responsibilities
- Provide strategic leadership and manage a group of seasoned sales people and oversee CSD prospecting and outreach across assigned territories.
- Manage a team of territory-aligned Business Development Representatives responsible for inbound lead handling, outbound outreach, and broker‑sourced opportunities, ensuring healthy early‑stage pipeline coverage across all territories.
- Achieve outcomes by setting expectations, monitoring ongoing performance, and holding direct reports accountable; optimize team deployment to align with market demand.
- Execute the regional sales strategy by operationalizing territory designs created by the Growth Analytics team, ensuring strong market coverage and focus on high‑potential employers.
- Drive new logo growth and cross‑sell for existing clients within assigned regions; build deeper employer relationships through regional councils, chambers, and HR associations.
- Guide financial deal strategy and work closely with the pricing desk on approving financial models, pro formas, and proposals; ensure deals meet enterprise margin and risk guardrails.
- Collaborate with Operations, Finance, Legal, Marketing, and Product and contribute to program enhancement based on local market trends and employee needs; adapt quickly to changing economic or regulatory conditions.
- Participate in onsite meetings and center site assessments.
- Regularly influence senior leadership with regional forecasts, TAM coverage, and investment asks
Decision Making
Provides strategic leadership for organizational unit or department
Influence
Regularly required to influence senior leadership
Impact
Enterprise
Minimum Requirements
- Bachelor's Degree, 3 years of additional relevant experience will be considered in lieu of applicable degree
- 10 years sales experience with a proven track record, including $100K to multi‑million‑dollar deals
Additional Job Requirements
- Master's Degree - MBA or other graduate degree preferred.
- 5 years senior sales leadership preferred
- Experience selling to senior HR executives strongly preferred.
- Strong analytical and sales skills; consultative and collaborative aptitude; excellent interpersonal, written, and presentation skills; ability to plan multi‑year regional growth; strategic and financial planning; coaching and development;
- Commitment to mission and HEART principles, diversity & inclusion.
- Frequent in‑region travel to employer sites and centers (estimate 50–70%); additional travel for cross‑regional collaboration and transitions.
- Core Competencies: Territory strategy and coverage modeling; pipeline velocity management; relationship‑based selling; local market analysis; operational transition planning; change leadership; cross‑functional coordination.
- Success Metrics (Regional)
- Annual new logos per region; pipeline health and velocity.
- CSD productivity: meetings, qualified opportunities, conversion rates, and adoption of sales/service training and systems.
- BDR productivity: Achieves targeted weekly/monthly volumes of inbound lead handling, outbound outreach, timely handling of broker-sourced opportunities, and qualified opportunity creation, BDR conversion rate to qualified opportunities.
- Coverage health: CSD‑to‑demand ratio, territory saturation, underserved employer penetration.
- Multi-solution adoption rate and revenue per client; renewal & expansion outcomes.
- Employer Sponsored Center transitions: number won, conversion time, ramp‑to‑stability, and NPS post‑transition.
- Local relationship density: repeat engagement with regional employer networks
- Annual new logos per region; pipeline health and velocity.
At this time, Bright Horizons will not sponsor an applicant for employment authorization/visa for this position.
Be part of a community where people grow, futures are shaped, and lives are changed. We offer the rewards, opportunities, and support you deserve because making a difference goes both ways. We’re changing the world of work and family, and it starts with you. At Bright Horizons, you’re the difference.
The salary for this position is between $190,000-$230,000 annually. The pay range listed here is what Bright Horizons in good faith anticipates offering for this job opening. Actual compensation offers within this range will depend on a variety of factors including experience, education and training, certifications, geography, and other relevant business or organizational factors.
This position is also eligible for bonus and RSUs.
Benefits:
Bright Horizons offers the following benefits for this position, subject to applicable eligibility requirements:
- Medical, dental, and vision insurance
- Paid vacation, sick, holiday, and parental bonding leave
- 401(k) retirement plan
- Long-term and short-term disability insurance
- Life insurance
- Money-saving discounts and financial planning tools
- Tuition assistance and education coaching
- Caregiving support and resources for the children and adults in your family
- Learn more at https://careers.brighthorizons.com/us/en/health-and-wellness
Also, depending on hire date and subject to applicable eligibility requirements and accrual schedules, new employees in this role receive up to: 9 paid holidays annually; 40 hours of sick time per year based on full-time schedule, and 160 hours of vacation time per year based on full-time schedule (vacation time may be used for sick leave purposes under any applicable state or local sick or safe time law).
Deadline to Apply:
- This posting is anticipated to remain open until March 27, 2026.
Compensation: 190,000-230,000
Life at Bright Horizons:
At Bright Horizons, you’re more than your job title — you’re the difference. Whether you’re nurturing a child’s first steps or supporting the systems behind the scenes, your work creates real impact. We’re a community that celebrates individuality, invests in your growth, and supports your whole self. Because when you thrive, so do the children, families, and clients we serve. Join us and help build a brighter future — for yourself and for others.
Bright Horizons provides equal opportunity in all aspects of employment and does not discriminate against any individual on the basis of race, color, religion, sex, age, disability, sexual orientation, veteran status, national origin, genetic information, or any other characteristic protected under federal, state, or local law. Bright Horizons complies with the laws and regulations described in the following federal government resources: Know Your Rights, Family and Medical Leave Act (FMLA) and Employee Polygraph Protection Act (EPPA).
If you require assistance or a reasonable accommodation in completing these application materials or any aspect of the application and hiring process, please contact the recruitment helpdesk at 855-877-6866 or bhrecruit@brighthorizons.com. Determinations on requests for reasonable accommodation will be made on a case-by-case basis.
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