Regional Sales Manager - West Coast
Location: California, Oregon, or Washington (Remote)
The Opportunity
The Regional Sales Manager is responsible for driving new customer acquisition throughout an assigned West Coast territory. This is a strategic enterprise sales role focused on developing relationships with district leadership, understanding complex instructional and operational challenges, and demonstrating how Otus can become a long-term partner in improving educational outcomes.
This position owns the complete sales process-from prospecting and discovery through solution development, executive presentations, contract negotiations, and successful handoff to implementation.
Successful Regional Sales Managers are trusted advisors to district leaders, consistently build strong sales pipelines, maintain accurate forecasts, and exceed annual sales goals through disciplined execution and outstanding customer relationships.
What You'll Do
Develop New Business
- Build and execute a strategic territory plan designed to consistently exceed annual sales objectives.
- Identify, qualify, and develop new opportunities across assigned school districts.
- Generate pipeline through strategic prospecting, networking, referrals, conferences, and outbound outreach.
- Develop long-term relationships with district decision makers and influencers.
Lead Complex Consultative Sales
- Conduct thoughtful discovery conversations to understand district priorities, initiatives, and challenges.
- Navigate complex purchasing processes involving multiple stakeholders.
- Deliver compelling virtual and onsite presentations tailored to each district's strategic goals.
- Position Otus as a trusted long-term partner rather than simply another software vendor.
- Guide opportunities through the complete enterprise sales cycle from initial engagement through contract execution.
Build Executive Relationships
Develop trusted relationships with:
- Superintendents
- Assistant Superintendents
- Curriculum & Instruction Leaders
- Assessment Directors
- Technology Leaders
- Principals
- Instructional Coaches
- Classroom Educators
Manage Your Business
- Maintain an accurate sales forecast and healthy opportunity pipeline within Salesforce.
- Utilize a disciplined consultative sales process to manage complex opportunities.
- Continuously evaluate competitive solutions and market trends.
- Meet or exceed monthly, quarterly, and annual sales objectives.
Collaborate Across the Organization
Work closely with Marketing, Customer Success, Product, Implementation, and Executive Leadership to ensure exceptional customer experiences from first conversation through long-term partnership.
Represent Otus professionally at regional and national conferences while serving as an ambassador for our mission and culture.
What Success Looks Like
Successful Regional Sales Managers at Otus:
- Consistently exceed annual sales goals.
- Build trusted relationships with district leadership.
- Maintain an accurate and predictable sales forecast.
- Generate a healthy pipeline of future opportunities.
- Execute disciplined, consultative sales processes.
- Collaborate effectively across departments.
- Become trusted advisors to educational leaders throughout their territory.
Qualifications
Required
- Bachelor's degree or equivalent experience.
- Minimum two years of successful enterprise sales experience within K-12 Education Technology.
- Proven history of meeting or exceeding sales quotas.
- Experience managing complex, multi-stakeholder sales opportunities.
- Excellent presentation, communication, and executive relationship-building skills.
- Strong organizational and time management skills.
- Self-motivated with the ability to work independently in a remote environment.
- Highly coachable with a collaborative, team-first mindset.
- Ability to travel approximately 25-50% throughout the assigned territory.
Preferred
- Experience as a K-12 teacher or school administrator.
- Reside in California, Oregon, or Washington.
- Strong understanding of:
- Student assessment
- Standards-Based Grading
- MTSS
- PLCs
- Progress monitoring
- Student data systems
- Experience selling enterprise SaaS solutions.
- Existing relationships with educational leaders within the territory.
- Experience using Salesforce or similar CRM platforms.
Benefits
Otus offers a competitive compensation package including base salary plus uncapped commission, along with:
- Excellent Medical, Dental and Vision coverage effective day 1 of employment
- 20 PTO days per year
- 5 Sick days per year
- 16 Holidays per year, including your birthday and a day to do something you love
- 12 weeks of full paid parental leave for the care of a new child
- $1,500 Annual Professional Development/Tuition Reimbursement Benefit
- Employer Paid Life and Short & Long Term Disability Insurance
- 401K Plan with a Safe Harbor Employer Match (up to 4%)
- $500 per year Work From Home Allowance
- MacBook Pro and an additional monitor for your home office
- Company SWAG
