Director of Sales - Eastern US

SmartLab is looking for a Director of Sales (East) to lead our regional growth strategy across the Eastern US, and to build a team that grows with it. This is a player-coach role: you'll carry your own quota while directly coaching, developing, and empowering a team of Growth Partners. You'll drive revenue and expand our reach in the K-12 education market, working closely with school and district leaders who are shaping the future of STEM education for their students.

We're looking for someone who works well independently and brings fresh thinking to sales and partnerships, someone who sees an opportunity or a stuck deal and already has three ways to approach it. You'll build genuine relationships, mentor your team toward their best work, and help create a culture rooted in accountability, strategy, and continuous growth. The ideal candidate lives in the southeastern United States.

Requirements

Duties and Responsibilities

Sales Leadership & Team Management

• Direct, coach, and mentor a team of Regional Sales Managers and Growth Partners to achieve and exceed regional revenue targets.

• Conduct regular performance reviews, pipeline inspections, and targeted training on closing techniques, product knowledge, and value-based selling.
• Build a culture of accountability, urgency, and continuous professional development.

Strategic Execution & Quota Ownership

• Develop and execute data-driven territory plans to win new K-12 accounts and expand existing relationships across the region.
• Maintain direct quota ownership by prospecting, negotiating, and closing high-value deals with key district decision makers and educational partners.
• Manage pipeline health and forecast accuracy using Salesforce, HubSpot, and related CRM/sales enablement tools.

Cross-Functional Collaboration & Market Intelligence

• Partner with Marketing, Product, Academics, and Customer Care teams to align messaging, optimize campaign effectiveness, and streamline customer onboarding.
• Analyze competitive activity, K-12 market trends, and district funding cycles to refine go-to-market strategies and support new product launches.
• Serve as an internal advocate for customer needs to influence product roadmap and service delivery improvements.

Education and Experience

• Bachelor’s degree in Business, Education, or related field required.
• 5+ years of demonstrated success leading, coaching, and scaling high-performing sales teams in K-12 education products, education technology, curriculum or similar.
• Proven ability to manage a complex sales cycle while simultaneously carrying and achieving an individual contributor sales quota with consistency in closing net new business.
• High proficiency with CRM and sales enablement platforms (Salesforce, HubSpot, or similar).
• Willingness and ability to travel up to 50% for district visits, conferences, and team events.

Benefits

• Health Care Plan (Medical, Dental, Vision & Ancillaries)
• Retirement Plan (401k, Roth)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off and a generous holiday schedule (14 days per year)
• Parental Leave
• Short Term & Long Term Disability
• Base salary range: $135,000-$150,000 annually plus uncapped commission and bonuses on team achievements