The role:
As an International Sales Representative, you will be the overall face of Newsela in the non-US market. You’ll be responsible for building relationships with key decision makers at the school district, trust, consortium, and school building level across the globe. You’ll be selling Formative and Newsela’s suite of products to bring powerful daily classroom assessment and engaging reading content to teachers and students. You will also become well-versed in Canada, the United Kingdom, Australia, and New Zealand's International Schools’ funding, national initiatives, demographics, and K-12 education landscape, which will help inform your overall sales strategy.
You will do everything from work complex deals to closure with C-level contacts that require deep, multi-threaded relationships to signing up hundreds of schools at the building level. You’ll employ solution-based selling techniques and solution mapping, along with your strong negotiation and closing skills, to ensure school board preparation and approval. You’ll create and maintain an aggressive pipeline, and will build and adjust strategic account plans for key accounts to move each account through the sales cycle. 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’ll also maintain pristine data cleanliness in Salesforce by ensuring each account’s data and sales cycle stage is always up to date, and the necessary account details are recorded in a timely manner. Reporting to the Corporate Development and International Expansion Director, you’ll partner with your assigned Solution Architect, Sales Development Rep, and Customer Success Manager to manage the international sales lifecycle from first meeting through renewal.
Why you’ll love this role:
- You will be the face of Formative and Newsela for all non-US sales. As our only International Sales Representative, you will have the unique opportunity to pioneer global sales for our organization
- You’ll also have direct, regular exposure to our executive leadership team during meetings to discuss specific deal strategies, introduce industry trends, and build support for country-specific and district-specific initiatives
- Your work will directly drive the product roadmap for the company, and ultimately bring engaging, data-based classroom assessment to students and teachers globally
- You will get to represent the future of education, enhance how schools, districts, and teachers engage students, and provide time-saving approaches that allow educators to design customized learning for different levels of learners
- You will have the opportunity to own your territory, manage the entire lifecycle of a sale, and build new business relationships that bring Formative’s and Newsela’s solutions to classrooms
- In addition to achieving your own revenue targets, you will get to work with an enthusiastic, cross-functional team to catapult Formative’s and Newsela’s growth as we scale our global sales organization
Why you’re a great fit:
- You have 2+ years of experience closing K12 school, district, trust, or consortium level business in Canada, the UK, Australia, New Zealand, and/or the International Schools market
- You are a proven Sales Rep with 4+ years hitting or exceeding your quota of selling SaaS products or digital education solutions
- You enjoy selling within all segments and customer sizes. You can close small, transactional opportunities at volume but also have demonstrated success in managing and closing larger, more complex strategic deals. You know how to effectively manage your time to succeed within this dynamic.
- You have demonstrated expertise in networking, prospecting, and building pipeline
- You are excited about spending up to 25% of your time traveling to engage with clients, for conferences, etc.
- You have knowledge of MEDDPICC sales methodology
- You have experience forecasting SaaS business
Compensation:
- Base salary: $90,000 - $95,000
- On-Target Commission: $125,000
- Total OTE (On-Target Earnings): $215,000 - $220,000
- Total compensation for this role also includes incentive stock options and benefits.