Job Type

Full-time

Description

The Vice President of Direct Sales at Capstone will lead our direct sales organization supporting two core business lines: PebbleGo, a digital EdTech product for elementary age learners, and Capstone's publishing business, which creates books for elementary age readers and sells them into U.S. schools and public libraries. This leader will drive the overall sales strategy, execution, and performance of a national direct sales team responsible for selling both print and digital solutions into the K-12 education market.

Reporting to the Chief Revenue Officer, the VP of Direct Sales will oversee a high-performing team focused on growing revenue, deepening customer relationships, and expanding Capstone's presence across school and library markets. This role requires a strategic, hands-on leader who can balance long-term market development with near-term sales execution, while building a cohesive sales culture that aligns closely with internal teams.

Our preference is for this role to be hybrid based out of our Eden Prairie, MN office.

YOUR RESPONSIBILITIES

Sales Strategy & Revenue Growth

• Develop and execute a comprehensive sales strategy to drive growth across Capstone's print publishing and digital EdTech businesses, aligning sales priorities with overall company objectives and market opportunities.
• Lead a centralized direct sales organization responsible for selling books and educational software solutions into U.S. schools.
• Partner closely with Marketing, Product, Content and other internal team leaders to align go-to-market strategies, sales enablement efforts, and customer engagement initiatives that drive pipeline growth and revenue performance.
• Establish and refine sales processes, forecasting models, territory strategies, and performance metrics to improve efficiency, accountability, and sales outcomes.
• Identify and capitalize on growth opportunities across districts and schools.
• Serve as a trusted advisor to the executive leadership team on sales performance, market trends, competitive dynamics, and customer insights.

Organizational Leadership & Development

• Build, lead, and develop a high-performing, customer-focused sales organization grounded in collaboration, accountability, and continuous improvement.
• Coach and mentor sales leaders and team members to strengthen consultative selling capabilities, strategic account management, and long-term customer partnerships.
• Foster a cohesive sales culture that effectively represents both Capstone's publishing solutions and PebbleGo digital products.
• Drive alignment and collaboration across departments to ensure the sales organization has the tools, messaging, training, and support needed to succeed.
• Lead organizational planning, territory optimization, hiring, onboarding, and talent development initiatives across the sales function.
• Establish clear KPIs, dashboards, and reporting structures to measure sales effectiveness, pipeline health, customer retention, and revenue growth.
• Champion a data-driven sales culture that leverages CRM tools and analytics to improve decision-making and customer engagement strategies.

Education, Experience, and Skills desired:

• The ideal candidate brings 10+ years of progressive sales leadership experience, including at least 5 years in a senior leadership role.
• Experience leading direct sales teams serving the K-12 education market is required, including experience selling into U.S. schools and/or public libraries.
• Experience selling both print educational materials and SaaS or digital learning solutions is strongly preferred.
• Demonstrated success developing and executing sales strategies across complex customer segments, territories, and product lines.
• Proven ability to build, scale, and lead high-performing sales organizations focused on customer success and revenue growth.
• Strong understanding of consultative selling methodologies, pipeline management, forecasting, and sales operations.
• A data-driven mindset, experience with CRM and sales analytics tools, and exceptional leadership and communication skills are essential.
• Collaborative leader who can influence without direct authority and lead through change with clarity and confidence.
• Excellent leadership, communication, and project management skills.
• CRM experience (e.g. Salesforce), forecasting, pipeline management, and sales analytics experience preferred.

Travel Requirements

This position requires travel (15-20%).

Capstone strives to provide comprehensive and market-competitive benefits to meet the needs of our employees and their families. Click here to see our benefits.

Employment Authorization:

At this time Capstone unfortunately cannot sponsor or take over sponsorship of an employment visa. To be considered for one of our roles, applicants must be authorized to work in the United States.