Fast Facts
PowerSchool is seeking an Area Vice President of Field Sales to lead expansion and retention efforts in the West Area, driving predictable revenue growth through strategic leadership of Regional Vice Presidents and Account Executives.
Responsibilities: Oversee multi-region sales performance, hire and develop sales leaders, run operating rhythms for sales activities, and strategize for account expansion and retention.
Skills: Proven sales leadership in complex environments, experience with modern sales methodologies, and proficiency in Salesforce CRM.
Qualifications: 15+ years of sales leadership experience, ideally in public-sector contexts, and a bachelor's degree or equivalent experience preferred; K-12 fluency is a plus.
Location: This position is based in the USA, primarily remote but requires regular travel (50-60%) across multiple states.
Compensation: $223200 - $283100 / Annually
Overview
Job Purpose
At PowerSchool, we are a dedicated team of innovators guided by our shared purpose of powering personalized education for students around the world. From the central office to the classroom to the home, PowerSchool supports the entire educational ecosystem as the global leader of cloud-based software for K-12 education. Our employees make it all possible, and a career with us means you’re joining a successful team committed to engaging, empowering, and improving the K-12 education experience everywhere.
Team Overview
The Sales team gets PowerSchool into the hands of the educators and students who need it. Working side by side with Solution Consulting and Customer Success, we build executive relationships, lead account planning, and run deals end to end to renew on time and expand multi-suite adoption, delivering predictable bookings and revenue retention that empower better K-12 outcomes.
Responsibilities
The Area Vice President, Field Sales owns expansion and retention performance across a multi-region area by leading Regional Vice Presidents and directly overseeing Account Executives serving the largest, most complex portfolios. The role sets the regional strategy, operating cadence, and standards that produce predictable multi-suite growth and on-time renewals. This role is the day-to-day commercial leader for the area and a thought partner to leaders in sales and across the company on territory strategy, state plans, capacity, and GTM improvements.
Essential duties and responsibilities include the following. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Your day-to-day job will consist of:
- Hire, develop, and lead RVPs and AEs covering Named accounts to consistent attainment on bookings, on-time renewals, and multi-suite expansion across priority accounts.
- Run an operating rhythm across the area that includes weekly forecast reviews, monthly business reviews, and quarterly executive reviews with clear actions, owners, and dates.
- Approve regional account and state plans that map whitespace, executive sponsors, funding initiatives, and next plays by persona; ensure customer governance is in place and effective.
- Remove blockers and coordinate overlays and functions including Solution Consulting, Services Sales, Customer Success, Marketing, State Strategy, and Legal to raise win quality on complex pursuits.
- Partner with State Strategy on 2–3-year pursuit plans, lobbyist and alliance motions, cooperative vehicles, and statewide expansion strategy.
- Inspect pipeline quality and deal health in Salesforce; coach leaders to stage exit criteria, mutual close plans, MEDDPICC hygiene, risk mitigation, and slip reduction across the portfolio.
- Shape territory, segmentation, capacity, and incentives with Sales Ops and Finance; provide market and policy signals to inform offer structure and pricing options.
- Travel regularly (50–60%), including multi-state trips, to support high-impact initiatives such as advancing strategic deals, leading onsite demos, and facilitating executive workshops, especially during peak business cycles.
Success Indicators
- Area delivers or exceeds expansion and retention targets with visible multi-suite expansion across priority accounts.
- Forecasts land within agreed variance at weekly, monthly, and quarterly intervals, with declining forecast variance and stronger stage hygiene.
- Improvements in win-rate and one-time renewals.
- State and executive governance plans are active across strategic accounts with consistent next expansions and cross-functional follow-through.
- Leader effectiveness improves as evidenced by RVP team attainment, faster ramp, and higher pursuit quality.
Qualifications
Minimum Qualifications
- Consistent track record leading second-line field organizations to team attainment on bookings and revenue retention, including multi-suite expansion across named and enterprise accounts.
- Experience leading teams with 9+ month complex sales cycles centered on cross-sell, public-sector procurement, and multi-persona executive engagement; able to coach others to turn a champion in one persona into wins with others.
- Proven capability to recruit, ramp, and retain high-performing sales managers and enterprise sellers; recognized coach on complex pursuits and executive communication.
- Demonstrated operating cadence leadership across multiple regions, including weekly forecast reviews, monthly business reviews, and quarterly executive reviews with actionable follow-through.
- Demonstrated ability to enforce pipeline and forecast discipline in CRM across the team, inspection-ready for weekly, monthly, and quarterly reviews, with a track record of improving forecast accuracy.
- Proficiency with modern deal methodology and mutual close plans, for example MEDDPICC, with all elements captured and kept current in CRM and used to drive stage exits at a team level.
- 15+ years sales leadership experience with 8+ years managing second-line field organizations in complex public-sector environments.
- Bachelor’s degree or equivalent experience.
Preferred Qualifications
- K–12 or public-sector fluency, including funding cycles, board approvals, RFPs, and use of co-ops or state purchasing vehicles.
- Advanced Salesforce proficiency for pipeline inspection, forecast variance management, and portfolio risk reviews across a region.
- Experience shaping segmentation, territory design, capacity plans, and incentive inputs with Sales Ops and Finance.
Compensation & Benefits
Compensation & Benefits
PowerSchool offers the following benefits:
- Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D)
- Flexible Spending Accounts and Health Savings Accounts
- Short-Term Disability and Long-Term Disability
- Comprehensive 401(k) plan
- Generous Parental Leave
- Unrestricted paid time off (known as Discretionary Time Off - DTO)
- Wellness Program, including ClassPass & Employee Assistance Program
- Tuition Reimbursement
- Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program and Prepaid Legal coverage
A reasonable estimate of the base compensation range for this position is $223,200 - $283,100 USD plus applicable commission. This compensation range is specific to the United States and it incorporates many factors including but not limited to an applicant's skills and prior relevant experience and training; licensures, degrees, and certifications; specific geographic location; internal equity; internal pay ranges; and market data/range parameters.
EEO Commitment
EEO Commitment
PowerSchool is committed to a diverse and inclusive workplace. PowerSchool is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. Our inclusive culture empowers PowerSchoolers to deliver the best results for our customers. We not only celebrate the diversity of our workforce, we celebrate the diverse ways we work. If you have a disability and need an accommodation regarding our recruiting process, please let us know by emailing accommodations@powerschool.com.
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