Regional Vice President of Sales, CA

Position

Purpose:

The Regional Vice President of Sales – California leads sales strategy, revenue growth, market development, and sales execution throughout the state of California. The RVP is accountable for achieving Core and Supplemental sales goals, building a strong pipeline, developing the sales team, strengthening district relationships, and leading strategic adoption opportunities. This is a field-based leadership role requiring at least 50% of working time directly supporting the sales team and customers in the field.

Duties and Responsibilities:

Sales Leadership & Revenue Growth
• Own achievement of California Core and Supplemental revenue goals and develop strategies to address gaps to goal.
• Lead, coach, develop, and hold accountable field and inside sales representatives; conduct regular business reviews, pipeline reviews, and field coaching.
• Build and maintain a strong multi-year pipeline and ensure representatives proactively identify, qualify, and advance opportunities.
• Provide accurate monthly, quarterly, and annual forecasts and ensure consistent CRM opportunity management and documentation.
• Recruit, onboard, train, and develop sales representatives as needed and identify ongoing training and performance-support needs.

Field & Customer Leadership
• Spend working time in the field throughout California through ride-alongs, district meetings, presentations, pilots, adoptions, and strategic sales activities.
• Develop and maintain relationships with superintendents, curriculum leaders, district administrators, county and state education leaders, and other key decision-makers.
• Provide executive sales leadership information for priority accounts and major opportunities, ensuring strong follow-up, account strategy, and opportunity progression.

California Market & Adoption Strategy
• Lead California Reading/ELA adoption strategy and execution, including early district engagement, seeding, competitive positioning, product submissions, pilots, presentations, and adoption-related sales activities.
• Maintain strong knowledge of California adoption cycles, district purchasing processes, funding, instructional priorities, standards, and competitive activity.
• Ensure strong statewide territory coverage and monitor district procurement activity, RFPs, pilots, adoption calendars, and other indicators of future business.
• Communicate market trends, customer needs, competitive intelligence, and product feedback to senior leadership and appropriate internal teams.

Strategic Opportunities & Cross-Functional Leadership
• Lead strategy for major RFPs, pilots, presentations, invitationals, and strategic district opportunities; support proposal development, custom sales, pricing, sampling, and product submissions as needed.
• Partner with Marketing, Editorial/Product, Professional Development, Customer Success, Operations, and other teams to support California sales priorities and strategic opportunities.
• Represent the company at strategic state, regional, and national conferences and education events.
• Develop and present regional business plans, forecasts, market analyses, and performance updates to senior leadership.
• Other projects and responsibilities as assigned.

Required Qualifications:

• California Residency:
Must currently reside in California.
• Established California District Relationships:
Must have established relationships with district leaders and key decision-makers throughout the state.
• California Adoption

Experience:

Preferred experience leading sales strategy and execution on a prior California adoption.
• Field Leadership:
Must be willing and able to spend at working time in the field directly supporting the sales team and customers.
• Bachelor’s degree required; degree in…