Director of Sales - Eastern US

About the role

SmartLab is seeking a Director of Sales (East) to lead regional growth across the Eastern United States. This player‑coach position combines personal quota responsibility with direct coaching, development, and empowerment of a team of Growth Partners. The role focuses on driving revenue and expanding SmartLab’s reach in the K‑12 education market, working closely with school and district leaders shaping STEM education. The ideal candidate lives in the southeastern United States, works well independently, and brings fresh, strategic thinking to sales and partnerships.

Duties and Responsibilities

• Sales Leadership & Team Management
  • Direct, coach, and mentor a team of Regional Sales Managers and Growth Partners to achieve and exceed regional revenue targets.
  • Conduct regular performance reviews, pipeline inspections, and targeted training on closing techniques, product knowledge, and value‑based selling.
  • Build a culture of accountability, urgency, and continuous professional development.
• Strategic Execution & Quota Ownership
  • Develop and execute data‑driven territory plans to win new K‑12 accounts and expand existing relationships across the region.
  • Maintain direct quota ownership by prospecting, negotiating, and closing high‑value deals with key district decision makers and educational partners.
  • Manage pipeline health and forecast accuracy using Salesforce, HubSpot, and related CRM/sales enablement tools.
• Cross‑Functional Collaboration & Market Intelligence
  • Partner with Marketing, Product, Academics, and Customer Care teams to align messaging, optimize campaign effectiveness, and streamline customer onboarding.
  • Analyze competitive activity, K‑12 market trends, and district funding cycles to refine go‑to‑market strategies and support new product launches.
  • Serve as an internal advocate for customer needs to influence product roadmap and service delivery improvements.

Education and Experience

• Bachelor’s degree in Business, Education, or a related field (required).
• 5+ years of demonstrated success leading, coaching, and scaling high‑performing sales teams in K‑12 education products, education technology, curriculum, or similar.
• Proven ability to manage a complex sales cycle while simultaneously carrying and achieving an individual‑contributor sales quota with consistent net‑new business closures.
• High proficiency with CRM and sales enablement platforms (Salesforce, HubSpot, or similar).
• Willingness and ability to travel up to 50% for district visits, conferences, and team events.

Benefits

• Health Care Plan (Medical, Dental, Vision & Ancillaries)
• Retirement Plan (401k, Roth)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off and a generous holiday schedule (14 days per year)
• Parental Leave
• Short‑Term & Long‑Term Disability

Compensation

Base salary range: $135,000‑$150,000 annually plus uncapped commission and bonuses on team achievements.