Regional Sales Manager

The role

As a Regional Sales Manager at Pathful, you will drive new and expansion bookings in your assigned territory with K-12 school districts of approximately 1,000 to 30,000 students and with Intermediate Units such as RESAs, ESCs, co-ops and career and technical centers. State education agency accounts are covered by a separate team.

You will work as a trusted advisor to district leaders, leading discovery meetings, product demonstrations, negotiation calls and board presentations and building satisfied, referenceable customers. The role requires a strong focus on our ideal customer profile (ICP), a bias for action, and the ability to forecast accurately and close deals efficiently.

Primary objectives

1. Meet and exceed your sales quota for new and expansion bookings
2. Win new K-12 school districts and Intermediate Units, and expand Pathful with current customers
3. Consistently maintain a healthy sales pipeline through efficient prospecting and relationship building
4. Build and execute a territory plan that prioritizes accounts and generates new business, including cold outreach

What you'll be doing

• Source a significant share of your own pipeline through outbound prospecting, conferences and event follow-up
• Conduct in-depth discovery to understand school district challenges and propose solutions that deliver value
• Build relationships with multiple stakeholders in each district, including CTE Directors, Directors of Counseling, Directors of Special Education and the Assistant Superintendents they report to
• Manage multiple new business and expansion sales cycles at once
• Navigate district buying processes, including budget cycles, funding sources, RFPs, cooperative purchasing agreements and board approval
• Own your sales activity and monthly bookings forecast
• Partner with Customer Success, who own renewals, to identify and close expansion opportunities in current customer districts
• Maintain complete account documentation in our CRM, including key stakeholders, next steps and close dates for each opportunity

What you'll bring

• 2+ years of successful sales experience, or equivalent experience working in a K-12 school district
• Demonstrated history of meeting or exceeding sales quota or comparable goals
• Experience with a CRM such as Salesforce or HubSpot
• Knowledge of K-12 budget cycles and funding sources, such as Perkins V and Title IV, is a plus
• Familiarity with a sales methodology such as GAP Selling, Solution Selling, Challenger Selling or SPIN Selling
• Excellent written, verbal and presentation skills, with the ability to learn our products and present them to district decision-makers
• A growth mindset that thrives in a culture of coaching, feedback and self-reflection
• Ability to deliver results in a team-first environment with minimal supervision and an entrepreneurial approach to your territory
• Ability to travel up to 30%

About Pathful

Pathful helps K-12 schools and districts prepare students for college, career and life through career exploration, work-based learning and live connections with industry professionals. Hundreds of school districts use Pathful, Pathful Junior, JobreadyCTE and JobreadyWBL.

Compensation and benefits

The base salary range for this role is $85,000 to $105,000, and the on-target earnings (OTE) range is $140,000 to $190,000. Pay within the range depends on factors including experience, skills, location, internal equity and market data.

Pathful offers medical, dental and vision coverage; life, short-term disability and long-term disability insurance; voluntary life, critical illness, hospital and accident insurance; an employee assistance program and life planning services; a 401(k) with a 100% match on up to 4% of salary, available after 3 months; unlimited PTO after 90 days; and a work-from-home stipend.

Commitment to diversity

Pathful is committed to attracting and retaining a diverse staff representing different skills, experiences, perspectives, and identities where everyone has an opportunity to contribute, advance and grow within the organization. Pathful will create and maintain working and learning environments in which any individual or group can feel welcomed, respected, supported, and valued to fully participate. By celebrating diversity across all spectrums, including but not limited to race, national origin, religion, gender, sexual orientation, gender identity, disability, veteran/military status, and age, we are a stronger company and culture.

Employment requirements

Must be authorized to work in the U.S. without restrictions. Pathful participates in E-Verify to confirm the employment eligibility of all newly hired employees in accordance with federal law.

This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.