Regional Head of Growth and Success - North

About the role

The Regional Head of Growth and Success reports to the CRO and plays a key role in driving revenue for the North Region, including new business, expansion, renewal, cross sell and upsell. The Regional Head of Growth and Success will bring market expertise of K-12 supplemental curriculum, deep understanding of their region, sales and success strategy, and leadership to coach and manage customer success and sales teams (both individual contributors and frontline managers).

Responsibilities

• Define and execute the end-to-end go-to-market strategy for both Sales and Customer Success, translating high-level business goals into actionable playbooks that align land-and-expand efforts.
• Design and implement a holistic customer journey strategy that bridges the gap between initial acquisition and long-term retention, optimizing upsell/cross-sell playbooks to maximize Net Revenue Retention (NRR).
• Formulate strategic segment and territory plans while remaining close to the field, continuously analyzing market trends and customer feedback to refine positioning and outmaneuver competitors.
• Leverage your strong understanding and expertise of standards and pedagogy trends to elevate your ability to listen to customer needs, and strategically pair BrainPOP products to address them.
• Lead customer success and sales teams (ICs and frontline managers) to successfully achieve their quarterly and annual revenue goals.
• Monitor, measure, and hold team accountable for daily, weekly, monthly, quarterly sales and success activities that align to meeting revenue targets.
• Implement and refine a playbook of activities that drive expected team behaviors and outcomes.
• Coach and mentor Sales and Customer Success representatives through joint customer calls, pipeline reviews, and tailored development plans, directly accelerating deal velocity and increasing team quota attainment.
• Leverage conversational intelligence (e.g., Gong) and performance metrics to identify skill gaps across the team, designing targeted coaching frameworks that improve win rates and customer retention.
• Own the end-to-end forecasting process across both Sales and Customer Success, collaborating with cross-functional teams to align pipeline data, mitigate churn risks, and ensure consistent attainment of quarterly revenue targets; provide regular updates to the CRO.
• Partner across Revenue Operations and Implementation to develop a set of key metrics and dashboards to evaluate and monitor health of accounts; use metrics to drive sales and success decisioning and strategy and mitigate for churn.
• Develop deep knowledge of all BrainPOP products; work in partnership with sales enablement to ensure reps are able to provide compelling BrainPOP presentations and product demos and provide world-class support and service to educators.
• Collaborate with peer Regional Heads in the West and South, and other internal BrainPOP teams to work towards operational excellence, share knowledge and communicate observations and feedback from district partners to help inform future product development efforts.
• Coach and upskill team on approved AI tools, enabling them to strategically leverage technology to maximize daily efficiency and productivity.

Requirements

• Bachelor's degree in Business Administration, Education, Sales, Marketing, or a related field preferred.
• 8+ years of experience in sales/customer success in K12 education/edtech; experience selling a supplemental curricular product in the K12 market strongly preferred.
• 5+ years in a sales/success leadership position (both people and strategy).
• Proven expertise in navigating/supporting large district and/or state level deals in the North region (including NY City, NY State, PA, IL, MD, OH, MI).
• Proven track record of achieving team revenue targets and driving revenue growth.
• Experience with software implementations in K-12.
• Proven expertise in using a data-driven approach to strategy; Strong analytical and problem-solving skills.
• Excellent leadership, communication, and interpersonal skills.
• Willingness to travel 50-70% of the time.
• Proven experience with Salesforce; Expert in forecasting, budgeting, and cost management.