Managing Director - Education Field Sales

Managing Director, Education Field Sales

Location:

Remote – Anywhere in the contiguous US

Compensation:
Anticipated compensation for this role is $255-295k OTE split 60/40 between base/commission.

The Managing Director is a senior sales leader responsible for driving successful attainment of a regional revenue goal through a team. This role does not carry an individual quota; instead, the Managing Director is accountable for the collective performance and quota attainment of their region and the Client Partners they lead.

In addition, the Managing Director is expected to lead through ambiguity, drive results in uncertain and evolving environments, and proactively figure out how to overcome obstacles with minimal direction while aligning to Franklin Covey’s strategy and values.

• Own and drive achievement of assigned annual regional revenue quota, ensuring quarterly and annual targets are met or exceeded.
• Lead and support a team of Client Partners to achieve individual and territory revenue goals.
• Identify pipeline risks and opportunities, taking decisive action to close gaps and adjust strategies.
• Build and execute territory and account plans aligned to regional revenue outcomes.

• Develop a high-performing team that consistently achieves school, district, and revenue goals.
• Is deeply curious about the client challenges and priorities and uses that insight to shape solutions.
• Leads their pods by fostering accountability and collaboration.
• Problem solves but balance client needs while stewarding Franklin Covey’s business.
• Conduct regular 1:1s and team meetings focused on accountability, performance coaching, skill development, and removing barriers to execution.
• Join Client Partners in external meetings to model consultative sales behaviors, support complex opportunities, and advance key deals.

• Conduct regular pipeline reviews with CPs to assess quality, stage progression, and forecast accuracy.
• Prepare CPs for upcoming client meetings and coach reflection on quarterly WIGs with specific, actionable feedback.
• Ensure consistent use of Salesforce, Domo, and other sales tools for accurate forecasting, reporting, and performance analysis.

• Operate effectively in uncertain, changing, and ambiguous environments.
• Independently diagnose and identify the cause of performance gaps, develop and implement solutions, and create clarity for the team.
• Model and coach resilience, adaptability, and resourcefulness.

• Champion division priorities and ensure CPs understand and are invested in them.
• Model a learner's mentality through active feedback-seeking, ongoing development, and knowledge sharing.
• Uphold and reinforce Franklin Covey's values in all interactions.

• Partner with fellow Managing Directors and sales leaders to ensure consistency in sales methodology, best practices, and field enablement.
• Design and facilitate portions of division-wide meetings, trainings, and enablement sessions.
• Collaborate with cross-functional leaders, including coaching and retention, to maintain visibility into current and future business needs.
• Ensure effective pod synergy and practices within the assigned territory.

• Partner with HR and leadership on performance management, hiring, onboarding, and development of team members.
• Support succession planning and retention strategies for high-potential talent.
• Maintain high standards for ethics, compliance, and professional conduct across the team.

• Bachelor’s degree
• 9+ years of education sales, education sales management, or school or district leadership

• Proven track record of leading teams to attain or exceed multi-million-dollar regional or team quotas.
• Driving results through others, not just as an individual contributor.
• Executing and winning in ambiguous or rapidly changing environments.
• Demonstrated ability to diagnose performance issues and implement effective solutions.
• Operate with a high degree of independence,…