Ellevation

Regional Sales Manager, California

Location
Remote, California Only
Work type
Remote · Full-time
Salary
USD 120,000 – 140,000 / year
Posted
(4 weeks ago)
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About the role

About the role

The Regional Sales Manager (RSM), California is a player/coach. The RSM leads Ellevation’s California sales team and personally manages a small book of large, strategic district accounts. The team renews, expands, and grows Ellevation’s partnerships with California districts and wins new business across the state. The role helps educators use Ellevation ELD solutions to support multilingual learners and improve student outcomes. The RSM delivers revenue results by building and coaching a high-performing team, owning the most strategic relationships in the state, and making sure renewal and new contracts close. This is a full-time people manager role that reports to the Regional Sales Director.

Essential Duties and Responsibilities

  • Hire, coach, and manage the California sales team. Set short-term goals, lead 1:1s, pipeline reviews, and quarterly business reviews, and manage team priorities to meet the team quota.

  • You own a small book of large, strategic California districts. Renew and expand these partnerships, build executive-level relationships, and meet an individual quota for these accounts.

  • Lead the team in renewing and expanding contracts with existing California district and school partners so it meets its quota and keeps partner relationships strong.

  • Guide the team’s new business efforts from first meeting through signature, and join key deals and executive conversations to grow Ellevation’s share of the California market.

  • Make sure you and the team manage pipeline in Salesforce and related business systems, so that pipeline coverage supports the revenue goal and forecasts are accurate.

  • Deliver product demonstrations and presentations to senior district leaders, and coach the team to do the same, so audiences understand how Ellevation products support multilingual learners.

  • Develop and carry out a strategic California territory plan with Partner Development, Partner Success, and Marketing colleagues to focus outreach and engagement where it will have the most effect.

  • Monitor district and educator engagement and product adoption across your accounts and the team’s portfolio, and act on risks and opportunities that affect renewals and expansion.

  • Travel up to 50% of working time to visit partners in the field, ride along with team members, and represent Ellevation at California conferences and events to build relationships with stakeholders in key districts.

  • Stay current on California English learner policy and funding, such as the California English Learner Roadmap, ELPAC, and LCFF/LCAP, along with federal requirements and local district initiatives. Apply it to partner conversations and pricing, and make sure the team does too, so recommendations fit each district’s needs.

  • Share field insights with Product, Marketing, and sales leadership to inform product feedback, competitive intelligence, and sales strategy.

Within 1 month, you will:

  • Onboard with the Regional Sales Director and Regional Sales Manager and learn Ellevation’s ELD solutions and how they improve outcomes for English learners.

  • Complete sales training and get up to speed on our business systems and sales enablement tools.

  • Meet each team member, review their accounts and pipeline, and begin weekly 1:1s.

  • Review your strategic accounts and introduce yourself to key district contacts.

  • Learn your California territory and start a strategic territory plan.

Within 3 months, you will:

  • Finalize your territory plan, informed by California policy, funding, and pricing nuances, and align with Partner Success on district engagement.

  • Build an account plan for each of your strategic districts and begin renewal and expansion conversations.

  • Establish a team operating rhythm of weekly 1:1s, pipeline reviews, and forecasting in Salesforce.

  • Set clear goals for each team member and identify coaching priorities and any hiring needs.

  • Present all Ellevation products confidently to district audiences and represent Ellevation at California conferences.

Within 6 months, you will:

  • Have your strategic account pipeline and the team’s renewal, expansion, and new business pipeline on track to goal.

  • Complete any open hiring and onboard new team members.

  • Become a go-to resource on value proposition, policy, and product use in California.

  • Partner with Partner Development and Partner Success to engage your region, and visit partners in the field with your team.

  • Hires, coaches, and manages California sales team members, set their short-term goals, lead 1:1s, pipeline reviews, and quarterly business reviews, and manage team priorities to meet the team quota.

Within 12 months, you will:

  • Meet or exceed your individual and team quotas.

  • Use data to coach each team member’s growth and performance.

  • Deepen executive relationships in your strategic accounts and build relationships with key stakeholders in top prospective districts.

  • Share field insights with Product, Marketing, and sales leadership to grow our California footprint.

What you'll need:

  • Bachelor’s degree.

  • 5+ years of sales experience, including 2+ years leading a sales team.

  • California residency and the ability to travel up to 50%, including overnight stays.

  • A track record of meeting quota as an individual seller and as a team leader in a competitive environment.

  • Experience managing large, complex accounts with multiple senior stakeholders.

  • Strong presentation and communication skills with audiences from classroom educators to district executives.

  • Comfort using account, pipeline, and usage data to prioritize work, coach team members, and forecast results.

  • Experience with Salesforce or a comparable CRM. Gong, Concur, Google, and Microsoft tools are a plus.

  • K-12 sales experience and familiarity with English learner programs preferred.

What makes you successful:

What makes you successful:

  • Leadership: You build, motivate, and retain a team that delivers results.

  • Relationship building: You earn the trust of district leaders and turn it into long-term partnerships.

  • Ownership: You hold yourself and your team accountable to quota and pipeline goals.

  • Balance: You split your time well between your own accounts and coaching your team.

  • Strategic thinking: You know your territory’s strengths and gaps and plan accordingly.

  • Coaching mindset: You use observation and data to help others grow and hit targets.

  • Problem solving: You address issues quickly and work with colleagues to find solutions.

In addition to the above, we look for alignment with Ellevation’s mission and values.

Working environment: Home office in California plus in-person work at district sites, conferences, and company events, including moving booth materials up to 25 lbs, with or without reasonable accommodation. 40+ hours per week on average. A background check is required.

Compensation
Annual target compensation from $220,000–$280,000 (base plus commission at up to 100% quota attainment)

Compensation: Base salary of $120,000–$140,000, based on experience.

 

 
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