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Ellevation Education is seeking a Regional Sales Manager for California to drive revenue growth through renewing and expanding partnerships with California school districts and winning new business across the state. The role focuses on helping educators use Ellevation's English Language Development (ELD) solutions to support multilingual learners and improve student outcomes.
This is a two-phase role. For the first six months, you will work as an individual contributor with Account Manager scope for California, reporting to the Regional Sales Manager of the West Region. After month 6, upon meeting promotion criteria, the role transitions to a people management position where you will lead a California sales team and report to the Regional Sales Director.
Key responsibilities include:
- Renewing and expanding contracts with existing California district partners to meet assigned sales quota
- Closing new business from initial contact through contract signature
- Building and managing a sales pipeline in Salesforce with accurate forecasting
- Delivering product demonstrations and presentations to district leaders and educators
- Developing a strategic California territory plan in collaboration with Partner Development, Partner Success, and Marketing
- Monitoring district engagement and product adoption to protect renewals and identify expansion opportunities
- Traveling up to 50% of working time to visit partners in the field and represent Ellevation at California conferences and events
- Researching California English learner policy, funding mechanisms (ELPAC, LCFF/LCAP), and federal requirements to inform partner conversations and pricing
- Sharing field insights with Product, Marketing, and sales leadership
- Upon promotion: hiring, coaching, and managing California sales team members; setting goals; leading 1:1s, pipeline reviews, and quarterly business reviews; and managing team priorities to meet quota
Within the first month, you will onboard with the West Region RSM, complete sales training, learn Ellevation's ELD solutions, and begin developing your California territory plan. By month 3, you will independently present all Ellevation products, finalize your territory plan, introduce yourself to assigned accounts, and represent Ellevation at California conferences. By month 6, you will fully own the Account Manager scope, build a pipeline on track to goal, become a go-to resource on value proposition and policy, and be considered for promotion based on quota attainment, product knowledge, territory strategy, coaching readiness, and communication skills. By month 12, you will lead a California sales team as a player/coach, build relationships with key stakeholders in prospective districts, share field insights to grow the California footprint, and meet or exceed individual and team quotas.
Requirements:
- Bachelor's degree
- 5+ years of sales experience, including 2+ years coaching or leading a sales team
- California residency and ability to travel up to 50%, including overnight stays
- Track record of meeting quota in a competitive environment while managing a large account portfolio
- Strong presentation and communication skills with audiences ranging from classroom educators to district executives
- Comfort using account, pipeline, and usage data to prioritize work and forecast results
- Experience with Salesforce or comparable CRM; Gong, Concur, Google, and Microsoft tools a plus
- K-12 sales experience and familiarity with English learner programs preferred
Success factors include relationship building, ownership, strategic thinking, coaching mindset, and problem-solving ability. Alignment with Ellevation's mission and values is important. Working environment includes a home office in California plus in-person work at district sites, conferences, and company events, with potential to move booth materials up to 25 lbs. Average 40+ hours per week. Background check required.
