Business Development Manager(California)

Job Summary

This role is designed for a high-energy Business Development Executive (BDE) to drive growth through high-activity prospecting and deal closure. The BDE will focus on small and medium school districts within an assigned territory, achieving aggressive revenue targets by identifying and converting new opportunities. Limited travel (10–20%) is required for events, conferences, or key client meetings. The incumbent of this role should be located in the territory of support; California, or in the Pacific Time Zone.

The ideal candidate will align with our mission to empower individuals through education and technology and demonstrate a passion for driving positive change in schools and districts. This individual should blend technical knowledge, sales acumen, and customer-centricity to ensure success and a meaningful impact in K12 education.

Key Responsibilities

• New Business Development
  Drive high-volume prospecting through calls, emails, and multi-touch campaigns to build a robust pipeline. Focus on penetrating underdeveloped accounts within small and medium school districts. Conduct tailored presentations and product demonstrations to meet customer needs.
  
  
• High-Activity Sales Cadence
  Maintain daily activity targets for outreach and prospecting. Leverage CRM (Salesforce preferred) and other tools to document and manage pipeline activities.
  
  
• Sales Execution and Closing
  Manage the full sales cycle, focusing on aligning with the procurement process and buying cycles for school districts. Use the MEDDPICC framework to qualify opportunities and guide prospects through the pipeline, ensuring solutions meet customer needs and deliver strong outcomes and ROI.
  
  
• Customer Engagement
  Build and nurture relationships with key decision-makers and stakeholders in districts. Represent the company at targeted educational events (10–20% travel required). Travel onsite to visit customers as strategy dictates, ensuring strong relationships and tailored support.
  
  
• Market Insights and Strategy
  Provide actionable feedback to Marketing and Product teams to refine sales strategies. Identify trends and opportunities within the assigned territory to maximize growth potential.

Essential Criteria

• Proven experience in SaaS or EdTech sales, with a focus on new business development.
• Demonstrated ability to exceed quotas through high-volume prospecting and short-cycle sales.
• Strong communication, negotiation, and closing skills, with experience using MEDDPICC or similar sales methodologies.
• Proficiency in CRM systems (Salesforce preferred).
• Bachelor’s degree in a related field or equivalent experience.
• Ability to think critically and solve problems effectively.
• A team-oriented mindset with the ability to collaborate across departments.
• Strong interpersonal skills to foster collaboration and support organizational goals.
• Alignment with the mission to advance learning, understanding, and communication for all learners, with a passion for improving educational outcomes.

Desirable Criteria

• Familiarity with state education trends, budget cycles, and decision-making processes.
• Background in special education or related fields is a plus.
• Experience in developing and securing new customer relationships to drive business growth and opportunities.
• Creative problem-solving skills to tailor solutions for diverse district needs.

Key Attributes for Success

• Mission-driven: A deep commitment to empowering educators and students through innovative technology.
• Resilience: Ability to thrive in a fast-paced, target-driven environment.
• Adaptability: Eagerness to learn and grow within a dynamic organization.
• Strategic thinking: Proactive in identifying opportunities and proposing impactful solutions.
• Initiative: A self-starter who can independently drive results while contributing to team objectives.