Head of Sales
Lead customer acquisition across sales development, inside sales, and district prospecting, own strategy and pipeline, and grow a team that moves district partnerships from first contact through adoption. Remote, based out of Sacramento, CA.
Empowering math students and teachers
CPM Educational Program’s mission is to empower mathematics students and teachers through exemplary curriculum, professional development, and leadership.
CPM’s teacher-supporting, student-centered, problem-based classroom solutions for grades 6 to 12 foster engagement and equity in the classroom, while CPM strives to cultivate these same values within its workplace culture.
Your role at a glance
The Head of Sales is a full-time, exempt role reporting to the Director of Revenue and Customer Experience, with overall responsibility for leading customer acquisition across sales development, inside sales, district prospecting, and sales execution.
The role owns sales strategy, target-account planning, pipeline development, forecasting discipline, deal hygiene, and conference presence, and is accountable for moving prospective district partnerships from initial engagement through pilot, proposal, adoption, and a successful handoff to implementation.
The Head of Sales leads and develops the customer acquisition team and partners with Communications and Marketing, Professional Learning, Customer Success, and Revenue Operations to ensure strong lead flow, disciplined CRM usage, clear pipeline visibility, and a seamless client experience. This role has supervisory responsibilities.
What you will own
Sales Strategy
- Lead customer acquisition strategy across inside sales, sales development, district prospecting, and strategic execution
- Develop annual and multi-year strategies for both district and state adoption buying cycles
- Establish measurable execution standards and methodologies, refined through coaching, performance management, and accountability
- Drive disciplined forecasting and ensure accuracy of pipeline projections
- Set clear goals, metrics, and expectations for each stage of the sales cycle
Lead Conversion
- Oversee pipeline development from lead qualification and conversion through pilot, proposal, and adoption
- Ensure consistent, high-quality follow-up and movement of prospects through each stage
- Maintain strong CRM discipline to support visibility, forecasting, and conversion analytics
- Partner with Communications and Marketing to strengthen lead flow and campaign alignment
- Oversee and manage pilot and adoption processes
Conference Participation
- Lead pre-planning, on-site team execution, and prospect engagement to drive qualified opportunities
- Partner with Marketing on pre-event outreach, booth messaging, and post-event follow-up
- Translate conference interactions and competitive intelligence into updates for strategy and forecasting
- Use conference insights to refine messaging, targeting, and sales strategy with Marketing
Team Leadership and Collaboration
- Establish and continuously refine performance standards, activity expectations, and accountability measures
- Lead, coach, and develop the customer acquisition team to meet performance expectations
- Build a culture of accountability, collaboration, and disciplined sales execution
- Provide ongoing feedback, development, and clarity of roles and goals across inside sales and field-facing functions
- Coordinate prospect handoff to the Customer Success Manager for exceptional implementation
Education and Experience
- Bachelor’s degree in business, education, marketing, or a related field, or an equivalent combination of education and experience
- 7 to 10 years of progressive experience in sales, business development, or district-facing partnership roles
- Demonstrated success leading sales teams and managing a multi-stage pipeline
- Experience with forecasting, territory planning, and CRM-driven sales processes
- Proven track record of converting complex, multi-stakeholder opportunities
- Strong analytical skills, with the ability to interpret pipeline data and forecasting trends
- Experience selling into K-12 districts or other public-sector education environments
- Background in sales development, inside sales, or customer acquisition models
- Experience leading conference and event strategy tied to lead generation and conversion
- Familiarity with HubSpot or a similar CRM platform
- Sandler Sales methodology certification or a similar consultative approach
- Experience collaborating with Marketing, Customer Success, and Revenue Operations
- Demonstrated ability to coach and develop high-performing sales teams
- Experience with CPM process and materials, or with teaching and student-centered classrooms
How and where you will work
Remote Environment
Work in a quiet environment, both collaboratively and independently, across various time zones. Demonstrate flexibility in scheduling to collaborate effectively without direct supervision.
Travel Expectations
Attendance at the biennial all-employee meeting and identified CPM hosted institutes, with additional travel for conferences, networking, sales presentations, or professional learning as needed over time (estimated 25% to 40%).
A comprehensive benefits package
CPM supports employee well-being and financial security with coverage and time off designed for the whole person.
Ready to lead CPM’s growth?
Help bring student-centered math to more districts, and build the team that gets it there.
Apply Now on Paylocity
