Regional Vice President of Sales, CA

Position Purpose: The Regional Vice President of Sales – California leads sales strategy, revenue growth, market development, and sales execution throughout the state of California. The RVP is accountable for achieving Core and Supplemental sales goals, building a strong pipeline, developing the sales team, strengthening district relationships, and leading strategic adoption opportunities. This is a field-based leadership role requiring at least 50% of working time directly supporting the sales team and customers in the field. Duties and Responsibilities: Sales Leadership & Revenue Growth Own achievement of California Core and Supplemental revenue goals and develop strategies to address gaps to goal. Lead, coach, develop, and hold accountable field and inside sales representatives; conduct regular business reviews, pipeline reviews, and field coaching. Build and maintain a strong multi-year pipeline and ensure representatives proactively identify, qualify, and advance opportunities. Provide accurate monthly, quarterly, and annual forecasts and ensure consistent CRM opportunity management and documentation. Recruit, onboard, train, and develop sales representatives as needed and identify ongoing training and performance-support needs. Field & Customer Leadership Spend working time in the field throughout California through ride-alongs, district meetings, presentations, pilots, adoptions, and strategic sales activities. Develop and maintain relationships with superintendents, curriculum leaders, district administrators, county and state education leaders, and other key decision-makers. Provide executive sales leadership information for priority accounts and major opportunities, ensuring strong follow-up, account strategy, and opportunity progression. California Market & Adoption Strategy Lead California Reading/ELA adoption strategy and execution, including early district engagement, seeding, competitive positioning, product submissions, pilots, presentations, and adoption-related sales activities. Maintain strong knowledge of California adoption cycles, district purchasing processes, funding, instructional priorities, standards, and competitive activity. Ensure strong statewide territory coverage and monitor district procurement activity, RFPs, pilots, adoption calendars, and other indicators of future business. Communicate market trends, customer needs, competitive intelligence, and product feedback to senior leadership and appropriate internal teams. Strategic Opportunities & Cross-Functional Leadership Lead strategy for major RFPs, pilots, presentations, invitationals, and strategic district opportunities; support proposal development, custom sales, pricing, sampling, and product submissions as needed. Partner with Marketing, Editorial/Product, Professional Development, Customer Success, Operations, and other teams to support California sales priorities and strategic opportunities. Represent the company at strategic state, regional, and national conferences and education events. Develop and present regional business plans, forecasts, market analyses, and performance updates to senior leadership. Other projects and responsibilities as assigned. Required Qualifications: California Residency: Must currently reside in California. Established California District Relationships: Must have established relationships with district leaders and key decision-makers throughout the state. California Adoption Experience: Preferred experience leading sales strategy and execution on a prior California adoption. Field Leadership: Must be willing and able to spend at working time in the field directly supporting the sales team and customers. Bachelor’s degree required; degree in education, business, English, marketing, or a related field preferred. Minimum of 7–10 years of successful K–12 educational publishing, curriculum, EdTech, or related education sales experience strongly preferred. Demonstrated sales leadership ex…

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