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 experience and a record of achieving revenue goals, developing new business, and managing complex district sales cycles.

• Strong understanding of California district purchasing, curriculum decision-making, competitive dynamics, and adoption cycles.

• Strong forecasting, pipeline management, territory planning, CRM, presentation, communication, and organizational skills.

• Ability to travel extensively throughout California and nationally as required.

Salary Range: $165,000 - $190,000

*The base salary range represents the low and high end of the expected salary range for the position. The base salary offered may depend on a variety of factors such as geographic location, experience, education, and skill level.