Sales Representative, SMB (Remote, US)

Why You'll Love This Role:

As a Sales Representative, SMB you will be part of a regional sales team and the overall face of Newsela in the small-medium business market. You’ll be responsible for building relationships with key decision makers at the school district level in addition to selling Newsela’s suite of products to bring engaging reading content to districts. In your day to day, you will do everything from pipeline management and forecasting, to designing lead generation campaigns and managing sales through the entire lifecycle. You will also become well-versed in your territory’s funding, state initiatives, demographics, and K-12 education landscape, which will help inform your overall sales strategy.

What You'll Be Doing:

• As an individual contributor who is part of a regional sales team, you will have the opportunity to own your territory, manage the entire lifecycle of a sale, and build new business relationships that bring Newsela’s solutions to classrooms.
• Take ownership of developing territory business plans, evaluating funding landscapes, and tailoring sales strategies to align with district initiatives.
• In addition to achieving your own revenue targets, you will get to work with an enthusiastic, cross-functional team to catapult Newsela’s growth as we scale our national sales organization.
• Meet virtually with school and district leaders, presenting solutions, negotiating terms, and securing agreements that bring Newsela into classrooms.
• Have a direct impact on the expansion and adoption of Newsela products, which will ultimately scale Newsela’s ability to bring engaging, culturally responsive learning content to K-12 classrooms nationwide.
• Thrive in a role that requires significant autonomy, representing the company in the market, making recommendations that impact strategy and results, and managing priorities independently.
• Exercise discretion and independent judgment on matters of significance, including evaluating customer needs, structuring tailored solutions, negotiating within established guidelines, and influencing revenue and business outcomes.

About You:

• 2+ years of full-cycle (prospecting through closing) K-12 EdTech sales experience, with a track record of hitting or exceeding large sales quotas, required.
• Prior experience as an ELA or Social Studies teacher/instructional coach (or a strong grasp of K-12 pedagogy) preferred to truly help connect classroom challenges to the solutions Newsela is building.
• Demonstrated experience as a strategic territory manager with the executive presence to lead consultative district conversations, navigating multiple stakeholders, and engineering the right solution for each customer.
• Experience with high-volume district sales, with proven experience building a book of business from scratch.
• A self-starter with a proven ability to drive sales quickly to a close and thrive in a fast-paced environment.
• Highly organized, adaptable to change, a fast learner who hits the ground running, maintains high service standards, and meets established sales goals in an agile environment.
• Excited by opportunities to connect face-to-face to meet with customers and prospects. Travel is estimated to be around 10%, depending on business and customer needs.
• Open to working flexible hours to meet customer and business needs; Majority of accounts in Eastern and Central time zones.
• Experiencing using AI tools to drive greater efficiency and productivity.
• Legally authorized to work in the US.

This role is classified is an exempt salaried role and is not eligible for overtime.

#LI-Remote

Compensation Breakdown:

• Base salary: $70,000 - $75,000, depending on prior experience
• On-target commission (OTC): $65,000
• On-target earnings (OTE): $135,000 - $140,000