Committee for Children - K12: Sales Director

JOB SUMMARY

The Director of Sales leads all new business acquisition efforts, driving revenue growth and expanding market reach for the organization's physical, digital, and hybrid products. This role develops and executes sales strategies focused on pipeline generation, opportunity management, forecasting, customer acquisition, and market penetration.

The Director leads and develops a high-performing team of Account Executives and Inside Sales Representatives, ensuring achievement of sales targets and key performance indicators. Working closely with Marketing, Product, and Client Success, this position aligns go-to-market strategies, lead generation efforts, and sales execution to maximize growth. The role is responsible for optimizing sales processes, improving conversion rates, and fostering a culture of accountability, customer focus, and continuous improvement while delivering sustainable new business revenue growth

ESSENTIAL JOB OUTCOMES / KEY FUNCTIONS

Sales Strategy, Pipeline Management, and Performance Analysis

• Develop and execute annual and long term sales strategies to achieve new business revenue and growth targets, expand market reach, and deliver year-over-year growth across physical and digital product portfolios.

• Establish clear sales objectives, quotas, and performance expectations for sales team, ensuring alignment with organizational growth goals.

• Partner with Marketing, Revenue Operations and Business Systems and Intelligence (BS&I) to optimize demand generation, lead management, pipeline performance, and sales analytics, using data-driven insights to improve conversion rates, resource allocation, and revenue growth.

• Define, monitor and drive key sales performance indicators, including pipeline creation, coverage, velocity, win rates, forecast accuracy, average deal size and customer acquisition to ensure achievement of revenue targets.

• Leverage CRM, market intelligence, and sales analytics to identify trends, uncover growth opportunities, mitigate risks, and improve sales performance.

Sales & Territory Development

• Develop and execute territory and market penetration strategies that maximize new business Director, Sales JD 8.2026 opportunities and increase organizational reach within K-12 education markets.

• Lead the strategic planning process for territory assignment, account prioritization, and resource deployment based on market potential, competitive landscape, funding availability, state policy considerations, and customer needs.

• Direct sales strategies for strategic and high-value accounts, ensuring focused pursuit plans, stakeholder engagement, and effective opportunity management.

• Oversee the identification, qualification, and progression of new business opportunities from lead generation through contract execution, ensuring a healthy and sustainable sales pipeline.

• Establish and reinforce a consultative sales methodology that enables the sales team to identify customer challenges, position solutions effectively, and create long-term value for prospective clients.

• Maintain visibility into territory performance, market trends, competitor activity, and customer buying patterns to inform strategic adjustments and growth initiatives.

• Ensure accurate tracking, reporting, and management of sales activities, pipeline metrics, and revenue forecasts through CRM systems and operational processes.

• Partner closely with Marketing, Product, Client Success, Finance and Revenue Operations to ensure alignment on go-to-market initiatives, product launches, lead generation efforts, messaging, market expansion strategies and optimization of sales effectiveness.

Sales Team Leadership and Department Management

• Lead, develop, and manage a high-performing team of Account Executives and Inside Sales Representatives focused exclusively on new customer acquisition. Coaches team to achieve individual and team success through performance excellence, and growth and development opportunities.

• Establish a culture of accountability, , continuous improvement, and customer-centric selling.

• Identify skill gaps and implement ongoing training and enablement programs that improve prospecting effectiveness, sales execution, negotiation skills, and forecasting accuracy.

• Oversee department budget planning and expense management to ensure efficient use of resources and alignment with business objectives.

• Ensure compliance with company sales processes, CRM standards, reporting requirements, and operational best practices.

KEY COMPETENCIES

Data-Informed Decision Making

• Assess risks, costs, and benefits across the marketplace and across territories.

Communication

• Adapts communication so it is received well by different stakeholders inside and outside the organization.

Accountability

• Works with others to set and monitor reasonable sales goals that align with the organization's mission, vision, and strategies.

• Regularly coaches staff around sales performance, giving timely, constructive feedback, providing support to address issues and risks, and acting when necessary. Director, Sales JD 8.2026 Sales • Develops strategies for new business based on market analysis.

Sales

• Develops strategies for new business based on market analysis.

QUALIFICATIONS (KNOWLEDGE/SKILLS/ABILITIES)

• Sales strategy, market planning and new business expertise

• Pipeline management, forecasting, and sales performance metrics

• Consultative selling and customer engagement practices

• Ability to adapt to changing market and organizational conditions

• Strategic sales leadership and execution

• New business development and opportunity management

• Team coaching, performance management, and talent development

• Negotiation, influence, and executive communication

• Strong problem solving and decision making

• Drive revenue growth and achieve sales targets

• Demonstrated experience building and leading high performing sales teams

• Effectively collaborate across functions

EDUCATION/YEARS OF EXPERIENCE/CREDENTIALS

• Bachelor’s Degree required

• 10+ years of progressive sales experience

• 5+ years of sales leadership experience leading high performing teams and achieving revenue growth targets

• Demonstrated success in new business acquisition, sales strategy execution, pipeline management, forecasting and revenue growth

WORK ENVIRONMENT/PHYSICAL DEMANDS/TRAVEL REQUIREMENTS

This position is considered remote and requires up to 50% domestic travel for customer engagement, conferences, sales activities, and periodic meetings at the Seattle headquarters.

This job description is a summary of the typical functions of the job and is not intended to be a comprehensive or exhaustive list of all possible duties and responsibilities. The particular job duties of this position may change based upon the needs of Committee for Children. Additional duties may be assigned at the discretion of the supervisor. Committee for Children reserves the right to amend and change the responsibilities to meet its operational needs. Committee for Children is an equal opportunity employer.