Director, Sales (Midwest Region)

About the role

Reporting to the Managing Director, Sales, the Director, Sales will expand ANet’s impact across the Midwest Region by cultivating a strong, diverse community of school partners and education champions. In close collaboration with the Senior Vice President, Sales, you’ll drive ambitious growth goals by identifying and pursuing high-leverage opportunities through thoughtful research, strategic outreach, and a deep understanding of local instructional priorities and leadership dynamics. You will exercise strong judgment and influence across the region by tailoring communication to diverse audiences, framing decisions, and guiding districts toward high-impact, equity-centered assessment practices. Precision and discipline will be key: tracking outreach efforts, prioritizing prospects, and maintaining clean, actionable data to ensure no opportunity is missed. Ultimately, you’ll play a critical role in securing new partnerships that deepen ANet’s impact across the region.

Responsibilities

• Meet pre-set revenue targets through strategic planning, pipeline development, and partnership engagement within the designated region.
• Research district and system priorities, leadership structures, and instructional needs to identify high-potential partnership opportunities, with a focus on mid-sized districts.
• Build and manage a steady pipeline of qualified leads via outbound outreach, referrals, networking, and event follow-up.
• Ensure timely response to all sales-qualified leads (SQLs), coordinating with relevant team members (e.g., Specialists, MDs).
• Track regional market trends, competitor activity, and policy shifts to inform targeting and positioning strategies.
• Use regional policy, instructional, and market data to identify implications for ANet’s strategy, elevating trends and risks that require organizational attention.
• Initiate and nurture relationships with senior district and charter network leaders, school-based decision-makers, and mid-level instructional leaders.
• Secure and lead discovery conversations that uncover surface-level needs and deeper instructional challenges.
• Serve as a trusted advisor to prospective partners by tailoring solutions to their unique goals, constraints, and priorities.
• Engage internal team members as needed to support cultivation and deepen trust.
• Create inclusive engagement spaces that draw out district leaders’ diverse perspectives, enabling collaborative problem-solving and trust building.
• Design and deliver customized, persuasive sales presentations and materials that communicate ANet’s offerings and differentiated value.
• Recommend scope, pricing, and partnership structures using sound judgment, balancing impact, district context, and financial sustainability.
• Create proposals that reflect partner needs and priorities, collaborating with delivery and finance teams to ensure aligned scope and pricing.
• Navigate procurement processes and lead negotiations with professionalism and clarity around value, constraints, and timing.
• Close well-scoped, high-quality deals that set the stage for long-term success and renewals.
• Maintain accurate, up-to-date records in the CRM to track outreach