Regional Vice President

Role Overview

• The Regional Vice President, Field Sales owns expansion and retention performance for a field region by leading a team of Enterprise sellers and coordinating cross-functional resources to land, adopt, and expand within large K–12 accounts.
• Hire, develop, and lead Account Executives (AEs) to consistent attainment of on-time renewals, multi-suite expansion, and new logo expansion.
• Run a rigorous operating cadence that includes weekly forecast reviews, weekly 1:1s, monthly business reviews, and quarterly business reviews with clear actions and owners and dates.
• Inspect pipeline quality and deal health in Salesforce; coach to stage exit criteria, mutual close plans, MEDDPICC hygiene, risk mitigation, and slip reduction.
• Approve and enforce account plans that map whitespace, executive sponsors, state initiatives, services attach, and next plays by persona; ensure governance with customers is in place and effective.
• Partner with Customer Success and Services leaders to improve adoption, services attach, retention readiness, and renewal execution across the book.
• Coordinate state strategy with Area leadership and the State Strategy function including stakeholder mapping, procurement vehicles, and coordinated pursuits.
• Remove blockers and orchestrate overlay teams including Solution Consulting, Services Sales, and Sales Development to raise win quality on complex pursuits.
• Provide market, competitive, and policy insights to inform offer structure, pricing, options, and regional GTM refinements.
• Travel regularly (50–60%), including multi-state trips, to support high-impact initiatives such as advancing strategic deals, leading onsite demos, and facilitating executive workshops, especially during peak business cycles.

Requirements

• Consistent track record leading sales team attainment on bookings and revenue retention, including multi-suite expansion across named accounts.
• Experience leading teams with 9+ month complex sales cycles centered on cross-sell, public-sector procurement, and multi-persona executive engagement; able to coach others to turn a champion in one persona into wins with others (e.g., CFO to CHRO or CAO).
• Proven capability to recruit, ramp, and retain high-performing enterprise sellers; recognized coach on complex pursuits and executive communication.
• Demonstrated operating cadence leadership including weekly forecast reviews, monthly business reviews, and quarterly executive reviews with actionable follow-through.
• Demonstrated ability to enforce pipeline and forecast discipline in CRM across the team, inspection-ready for weekly, monthly, and quarterly reviews, with a track record of improving forecast accuracy.
• Proficiency with modern deal methodology and mutual close plans, for example MEDDPICC, with all elements captured and kept current in CRM and used to drive stage exits at a team level.
• 10+ years enterprise SaaS sales experience or equivalent with 5+ years managing field sellers in complex public-sector environments.
• Bachelor’s degree or equivalent experience.

Benefits

• Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D)
• Flexible Spending Accounts and Health Savings Accounts
• Short-Term Disability and Long-Term Disability
• Comprehensive 401(k) plan
• Generous Parental Leave
• Unrestricted paid time off (known as Discretionary Time Off
• DTO)
• Wellness Program, including ClassPass & Employee Assistance Program
• Tuition Reimbursement
• Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program and Prepaid Legal coverage