Director of Field Sales, Northern California

Houghton Mifflin Harcourt • Full-time • Remote (Remote from California, United States) • $115,000 - $125,000 / year • 3w ago

Fast Facts

HMH is seeking a Director of Field Sales for Northern California who will lead a team of sales professionals to achieve territory quotas across K-12 educational products and services, with a focus on strategic growth and relationship-building with school districts.

Responsibilities: Lead a team of Field Account Executives in achieving sales objectives, manage the sales pipeline, develop strategic marketing plans, and maintain key stakeholder relationships to meet district needs.

Skills: Strong sales management capabilities, proficiency in Salesforce, and excellent leadership and coaching skills.

Qualifications: Requires a bachelor's degree (master's preferred), 7-10 years of sales experience, 3-5 years in management, and educational sales experience.

Location: Remote position; candidates must reside in California.

Compensation: $115000 - $125000 / Annually

HMH is a learning technology company committed to delivering connected solutions that engage learners, empower educators and improve student outcomes. As a leading provider of K–12 core curriculum, supplemental and intervention solutions, and professional learning services, HMH partners with educators and school districts to uncover solutions that unlock students’ potential and extend teachers’ capabilities.

HMH serves more than 50 million students and 4 million educators in 150 countries. For more information, visit www.hmhco.com

Job Title: Area Sales Director, Northern California

Location: Remote, Field Sales (Candidates must reside in California)

What you’ll do:

The Field Area Sales Director is responsible for leading a team of Field Account Executives and Account Managers serving California Large Districts, ensuring the achievement of sales and profit objectives through strategic hiring, training, development, and leadership.

Job Responsibilities:

Achieve assigned territory quota across all lines of business, collaborating with managers in K-12 Core, Intervention, Supplemental, Services, and Assessment.
Manage and develop the sales pipeline to meet or exceed quota targets, providing accurate monthly and quarterly forecasts to senior leadership using Salesforce Optimization.
Develop and adjust strategic/marketing plans for the territory based on market data, upcoming adoption information, customer needs, targeting tool insights, and HMH Insights, ensuring quota achievement. Maintain relationships with key stakeholders to stay informed of district needs and purchasing cycles.
Partner with Account Executives to create effective sales strategies and action plans.
Execute all requirements to secure a sale, including delivering sales presentations and addressing technology issues.
Lead and manage the sales team, conducting objective setting, midpoint, and annual appraisals for Account Executives. Coach, motivate, and empower sales professionals, conducting regular team meetings and 1:1 session.
Model, demonstrate, and present HMH Insights data and academic planning conversations internally and externally (customer-facing).
Manage and stay within territory budgets, approving Account Executives' expense reports.
Promote a collaborative relationship between sales and internal teams, including the curriculum support group, marketing, product management, services, renewals, and customer success.

Requirements:

This position requires a bachelor’s degree (master’s desirable)
7-10 years sales experience with a proven track record in meeting quota.
3-5 years management experience preferred.
Educational sales experience required
Teaching skills are desirable.
Proficient in Sales Management Software
Salesforce exp preferred.
Acceptable driving record required.
Ability and willingness to travel 60-70% domestically both by car and air.

Benefits and Salary Range

Salary Range $115,000 - $125,000 + uncapped commissions

Our salary ranges are based on national averages. We have wide ranges so we can be flexible and determine compensation based on several factors including the candidate’s skills, experience, education, and location.

Our Culture and Benefits - https://careers.hmhco.com/culture_benefits

The application window for this position is anticipated to close on 2/21/25. We encourage you to apply as soon as possible. The posting may be available past this date but is not guaranteed.

HMH is fully committed to Equal Employment Opportunity and to attracting, retaining, developing and promoting the most qualified employees without regard to race, gender, color, religion, sexual orientation, family status, marital status, pregnancy, gender identity, ethnic/national origin, ancestry, age, disability, military status, genetic predisposition, citizenship status, status as a disabled veteran, recently separated veteran, Armed Forces service medal veteran, other covered veteran, or any other characteristic protected by federal, state or local law. We are dedicated to providing a work environment free from discrimination and harassment, and where employees are treated with respect and dignity. We actively participate in E-Verify.