What You'll DoThe Opportunity: BrightBee is seeking an entrepreneurial, high-energy Vice President of Sales to lead our go-to-market organization during a period of massive expansion. This is aplayer-coach role designed for an exceptional sales leader who excels at both scaling teams and personally closing enterprise business.
The VP of Sales will manage direct reports and territory teams-including Account Executives, Sales Development Representatives (SDRs), and Revenue Operations/Enablement-while maintaining an individual sales quota. You will lead strategic sales execution, coach front-line managers and reps, refine go-to-market strategy, and represent BrightBee at major industry events nationwide.
The ideal candidate brings significant EdTech sales experience, a consistent history of meeting or exceeding quotas, and a deep understanding of selling into the operations side of education.
What You'll Be Doing- Sales Experience
- Lead, coach, mentor, and direct front-line sales managers and direct reports across sales, SDR, and RevOps functions.
- Foster a culture of ownership, collaboration, continuous learning, and customer obsession.
- Establish performance expectations, structured methodologies, and a clear culture of accountability.
- Conduct regular pipeline reviews, deal coaching, and performance management.
- Recruit and hire additional sales talent as the organization scales.
- Revenue Generation
- Personally manage key relationships with large school districts, childcare providers and strategic partners.
- Consistently meet or exceed team and individual revenue quotas.
- Directly target, negotiate, and close complex enterprise opportunities with large school districts and childcare organizations
- Lead complex, multi-stakeholder sales cycles from prospecting through contract execution.
- Support team members on high-value opportunities and executive-level negotiations.
- Carry an individual quota focused on strategic and enterprise opportunities.
- Sales Strategy & Operations
- Develop and execute the company's sales strategy in partnership with the CEO.
- Build predictable pipeline generation and forecasting processes.
- Optimize CRM hygiene, sales metrics, and reporting.
- Define KPIs for pipeline health, conversion rates, sales velocity, and customer acquisition.
- Improve sales playbooks, messaging, pricing strategies, and competitive positioning.
- Identify new market opportunities and expansion strategies.
- Cross-functional Leadership
- Partner closely with Operations to ensure smooth and successful fulfillment of new contracts sold.
- Collaborate with Customer Success to maximize renewals, expansion, and customer advocacy.
- Channel direct client and market feedback to Product leadership to inform roadmaps and competitive positioning.
- Represent BrightBee at conferences, customer events, webinars, and industry meetings.
Qualifications- Education: A bachelor's degree or equivalent experience.
- Required Experience
- At least 5 years of B2B sales experience in education technology.
- At least 3 years of management experience, preferably within sales.
- Willingness to undertake heavy domestic travel for regional conferences, client visits, and industry gatherings
- Proven history of consistently meeting or exceeding individual and team revenue quotas.
- Experience managing people in either direct territory/sales management or related operational management roles.
- Demonstrated success as a player-coach carrying an individual quota while managing others.
- Strong consultative selling and executive relationship-building skills.
- Experience managing complex sales cycles with multiple decision makers.
- Fluency in both using and building out CRM systems (HubSpot is our current CRM).
- Ability to thrive in a fast-paced startup environment with evolving priorities.
- Preferred Experience
- Demonstrated success selling into the operations side of school districts or childcare systems (HR, Finance, Operations, Facilities).
- Significant people management experience outside of direct sales management, backed by exceptional individual EdTech sales performance.
- Experience building and scaling sales organizations from early-stage through growth.
- Experience working within a K-12 school district or childcare provider
- Communication Skills: Excellent communication, presentation, negotiation, and leadership skills.
Compensation/Benefits- Target On-Target Earnings (OTE): $250,000-300,000
- Pay Structure: 60/40 Split (Base Salary / Uncapped Variable Incentive)
- Comprehensive health, vision, dental, and other insurance benefits
- Generous vacation policy
- Remote work
$250,000 - $300,000 a year
