Managing Director, Sales

Managing Director, Sales

Location: Remote; national scope with frequent travel

About ANet

Achievement Network (ANet) is a nonprofit organization dedicated to helping all students achieve strong educational outcomes. We partner with school and system leaders to strengthen teaching and learning through the strategic use of assessments, coaching, and tools that drive meaningful results. Individuals who join ANet become part of a dynamic, mission-driven, and collaborative organization focused on making a lasting impact in schools. We are committed to supporting one another and growing together as a team.

Opportunity

Reporting to the Senior Vice President, Partnerships, the Managing Director, will lead and scale ANet's national sales function by building a high-performing team of Directors who serve as individual contributors across distinct regional territories. This leader is accountable for the national team's collective quota and is responsible for ensuring each Director has the strategy, coaching, and support needed to meet their goals.

The Managing Director, Sales brings a rare combination of people leadership depth and sales strategy expertise. They are equally skilled at developing talent and driving revenue outcomes – able to translate national priorities into territory-level execution while creating an environment where sales professionals grow and thrive. This leader will be central to ANet's growth strategy by expanding our partnerships with school and system leaders across the country.

This role is eligible for commission based on team performance.

Travel

25–50% travel required, including regular visits to regional markets, national team convenings, and key partner engagements.

Responsibilities

Team Leadership & People Management

• Lead, coach, and develop a national team of Directors, each serving as an individual contributor responsible for cultivating and closing partnerships within a defined territory.
• Set clear performance expectations, establish consistent development routines, and provide ongoing coaching to strengthen each Director's sales effectiveness.
• Recruit, onboard, and retain mission-aligned sales talent; build a team culture grounded in accountability, collaboration, and continuous improvement.
• Conduct regular pipeline reviews and one-on-one coaching sessions to assess Director performance, remove barriers, and refine individual strategies in real time.
• Partner with HR and senior leadership on talent planning, performance management, and team structure as the function grows.

National Sales Strategy & Revenue Accountability

• Own the national team quota; design and manage a portfolio-level pipeline with clear forecasting, KPIs, and accountability structures for team performance.
• Translate national sales priorities into territory-level strategy and execution plans for each Director, ensuring alignment across regions.
• Identify patterns across the national pipeline to surface risks, opportunities, and strategic adjustments that improve overall team performance.
• Serve as a strategic thought partner to the Senior Vice President, Sales, contributing to the evolution of ANet's go-to-market approach and revenue growth strategy.
• Collaborate cross-functionally with Marketing, Implementation, and Finance to align sales strategy with organizational priorities and ensure smooth partner transitions.
• Maintain rigorous pipeline hygiene and CRM discipline as the foundation for accurate forecasting.

Market Intelligence & Positioning

• Maintain a strong national view of market trends, funding shifts, and policy changes that affect territory-level strategy and positioning.
• Partner with Marketing to ensure messaging, campaigns, and materials reflect regional landscape differences and support Directors in the field.
• Represent ANet at national and regional events to build visibility, deepen relationships, and expand influence in the K–12 sector.
• Aggregate and share district feedback from across the national portfolio to inform product evolution and ensure alignment with partner needs.

Competencies

In order to be successful in this role, candidates must demonstrate the following:

• Expertise in area of focus:
  • 5+ years of sales management experience, ideally within the K–12, edtech, or nonprofit sector, with a demonstrated track record of leading teams to meet or exceed revenue goals.
  • Deep familiarity with full-cycle sales – from prospecting and pipeline development through proposal design, negotiation, and contract execution.
  • Experience managing individual contributor sales professionals across multiple geographies or territories.
  • Experience as a teacher, coach, school administrator, or district leader is strongly preferred; candidates without this background should be prepared to demonstrate equivalent depth of understanding of K–12 instructional practice and school system operations.
• Critical Thinking & Data Orientation:
  • Strategic systems thinker with the ability to analyze national pipeline trends, identify root causes of performance gaps, and develop data-informed solutions.
  • Skilled at translating complex data into clear direction for direct reports and executive stakeholders alike.
• Planning and Prioritization:
  • Demonstrated success managing a multi-territory sales function with competing priorities, deadlines, and stakeholder needs.
  • Entrepreneurial and solutions-oriented, with a track record of building and scaling high-performing teams in dynamic, evolving environments.
  • Proven ability to balance strategic oversight with hands-on coaching and execution support.
• Communication:
  • Exceptional communicator and relationship-builder with the ability to inspire and develop a geographically distributed team.
  • Effective oral and written communication with internal and external stakeholders at all levels, from district leaders to senior organizational leadership.
  • Ability to work across a broad team, seeking input and feedback from many colleagues and grounding decisions in ANet's mission and values.

Benefits & Compensation

We offer comprehensive benefits to best support our people. Benefits include: medical, dental and vision insurance where ANet pays a portion of the cost of these benefits for employees and their families/domestic partner; generous paid time-off including 10 paid holidays and paid days off between the Christmas and New Year's holidays; paid parental leave; educational expenses reimbursements; flexible spending accounts; professional development; a 401(k) plan with a 4% match; short and long-term disability coverage; and basic life and personal accident insurance.

The salary range for this position is between $114,750 - $191,250. New hires will start between the range minimum and midpoint ($114,750 - $153,000) based on qualifications assessed during the hiring process, past experience, and internal equity.

This role is eligible for commission based on team performance.

In order to uphold our commitment to transparent, equitable, competitive, and sustainable compensation, ANet does not negotiate pay.