Head of Sales

Description Who We Are CPM Educational Program’s mission is to empower mathematics students and teachers through exemplary curriculum, professional development, and leadership. Our teacher-supporting, student-centered, problem-based classroom solutions for grades 6–12 foster engagement and equity in the classroom, while we strive to cultivate these same values within our workplace culture. Your Role at a Glance The Head of Sales is a full-time, exempt, role that reports to the Director of Revenue and Customer Experience. The Head of Sales has overall responsibility for leading customer acquisition across sales development, inside sales, district prospecting, and sales execution. This role owns sales strategy, target-account planning, pipeline development, forecasting discipline, deal hygiene and conference/event presence, and is accountable for moving prospective district partnerships from initial engagement through pilot, proposal, adoption, and successful handoff to implementation. The Head of Sales leads and develops the customer acquisition team and partners with Communications & Marketing, Professional Learning, Customer Success, and Revenue Operations to ensure strong lead flow, disciplined CRM usage, clear pipeline visibility, and a seamless client experience from pre-sale through adoption. This role will have supervisory responsibilities. Requirements Essential Duties and Responsibilities Sales Strategy Lead overall customer acquisition strategy across inside sales, sales development, district prospecting, and strategic sales execution. Develop annual and multi-year sales cycle strategies for both district and state adoption buying cycles. Establish measurable sales execution standards and methodologies across the organization, ensuring sales techniques, customer engagement practices, and pipeline management activities are consistently monitored, refined, and strengthened through coaching, performance management, and operational accountability. Drive disciplined forecasting practices and ensure accuracy of pipeline projections. Establish clear goals, metrics, and expectations for each stage of the sales cycle. Lead Conversion Oversee new sales pipeline development from lead qualification, conversion, deal creation through pilot, proposal, and adoption. Ensure consistent, high-quality follow-up and movement of prospects through each stage. Maintain strong CRM discipline to support visibility, forecasting, and conversion analytics. Partner with Communications & Marketing to strengthen lead flow and campaign alignment. Oversees and manages pilot and adoption processes. Conference Participation Lead pre-planning and on-site team execution and prospect engagement to drive qualified opportunities. Represent CPM at key events and ensure the team executes high-quality outreach. Partner with Marketing to align pre-event outreach, booth messaging, and post-event follow-up sequences. Translate conference interactions and competitive intelligence into actionable updates for sales strategy and forecasting. Use conference insights to coordinate with Marketing on refining messaging, targeting, and sales strategy. Team Leadership and Collaboration Establish, operationalize, and continuously refine performance standards, activity expectations, and accountability measures across the acquisition team. Drive a culture of consistent execution by coaching Customer Acquisition Specialists and holding team members accountable to defined behaviors Lead, coach and develop the customer acquisition team to meet performance expectations. Build a culture of accountability, collaboration, and disciplined sales execution. Provide ongoing feedback, development, and support for team members’ growth. Ensure clarity of roles, goals, and expectations across inside sales and field-facing functions. Collaborate and coordinate prospect handoff to the CSM to ensure exceptional implementation Additional responsibilities aligned with the needs of the organization may be added. Your Background and Expertise To thrive in this role, an individual must be able to perform each essential duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Education and/or Experience: Bachelor’s degree in business, education, marketing, or a related field; or an equivalent combination of education and experience. 7–10 years of progressive experience in sales, business development, or district-facing partnership roles. Demonstrated success leading sales teams and managing a multi-stage pipeline. Experience with forecasting, territory planning, and CRM-driven sales processes. Proven track record of converting complex, multi-stakeholder opportunities. Strong analytical skills with the ability to interpret pipeline data and forecasting trends. Preferred Qualifications: Experience selling in K-12 districts or other public-sector education environments. Background in sales development, inside sales or customer acquisition models. Experience leading conference/event strategy tied to lead generation and conversion. Familiarity with Hubspot or similar CRM platforms. Sandler Sales methodology certification or similar consultative approach to sales. Experience collaborating with cross-functional teams such as Marketing, Customer Success, and Revenue Operations. Demonstrated ability to coach and develop high-performing sales teams. Experience with CPM process and materials or teaching/student centered classrooms Your Work Arrangement and Travel Expectations Remote Environment: Work in a quiet environment, both collaboratively and independently, across various time zones. Demonstrate flexibility in scheduling to facilitate effective collaboration without direct supervision. Travel Expectations: This role includes attendance at the bi-ennial all-employee meeting and identified CPM hosted institutes, with additional travel for conferences, networking, sales presentations, or professional learning as needed over time. (Estimated 25%–40%) Your Well-Being at Work Benefits Overview: Medical: Covers full premiums for employees and partial for dependent(s). Includes a High-Deductible Health Plan paired with a Health Savings Account (HSA), featuring fixed contributions per pay period into employee HSA accounts. Dental and Vision: Covers part of dental and vision premiums for employees. Life and Disability Insurance: Fully covers term life insurance and long-term disability insurance. Employees may opt for short-term disability coverage through post-tax payroll deductions. Accident, Critical Illness and Hospital Indemnity: We offer multiple plans that employees can choose from to fit their needs, including accident, critical illness, and hospital indemnity plans offered by Cigna. Health and Flexible Savings Accounts (HSA/FSA): Includes employer contributions to HSA, with voluntary employee funding options. FSA provides pre-tax deduction benefits for eligible expenses funded by the employee. Paid Leave: Generous sick leave is provided to all employees; personal leave provided to full-time employees only. Volunteerism leave is accessible to full-time employees after completing one year of service. Paid Parental Leave: This benefit provides generous paid leave to eligible employees following the birth, adoption, or placement of a child. Holidays: Includes office closures for major holidays and includes a winter break from December 22 to January 4. Retirement Savings: Matches employee 401(k) contributions up to 5% once eligibility requirements are met. Phone/Internet Reimbursement: Offers a flat reimbursement for employee phone/internet expenses. The Extras: Provides additional perks, such as discounts and services for laser vision correction, hearing aids, EAP, teeth whitening, travel assistance, will preparation, legal document drafting, and identity theft awareness and prevention. #J-18808-Ljbffr CPM Educational Program