Vice President of Up-Market Sales

Company Description

When you join Renaissance®, you join a global leader in pre-K-12 education technology! Renaissance's solutions help educators analyze, customize, and plan personalized learning paths for students, allowing time for what matters-creating energizing learning experiences in the classroom.

Our fiercely passionate employees and educational partners have helped drive phenomenal student growth, with Renaissance solutions being used in over one-third of US schools and in more than 100 countries worldwide! Every day, we are connected to our mission by exemplifying our values: trust each other, win together, strive for the best, own our actions, and grow and evolve.

Job Description

The Vice President of Account Management (East) is a senior sales leadership role responsible for driving growth and customer retention through the leadership of a high-performing sales organization. Reporting to an Area Vice President of Sales, this leader will directly manage a team of Regional Vice Presidents (RVPs), each overseeing teams of individual quota-carrying Account Managers.

• Leads a high-performing team of Regional Vice Presidents (RVPs), providing regular coaching, setting clear performance expectations, and delivering actionable feedback to drive team growth and accountability.

• Drives pipeline management across the territory with a focus on both net-new business and renewal revenue; ensures accurate forecasting of opportunity value, win probability, and renewal likelihood through coaching of RVPS to deliver rigorous opportunity inspection and coaching to sellers.

• Partners with Customer Success leadership to develop and implement a cohesive renewal strategy that maximizes retention and expansion opportunities; aligns sales motions with account health indicators and customer lifecycle insights.

• Holds responsibility for the consistent, proactive management of team opportunity pipelines, identifying risk and acceleration points, and equipping RVPs with strategies to increase deal value and reduce cycle time.

• Serves as a connector and strategic partner to VPs of other sales verticals, ensuring a unified and organized go-to-market approach across the Area; shares best practices and coordinates cross-functional efforts to eliminate silos and optimize outcomes.

• Develops and executes sales strategies aligned to Area goals and corporate priorities, ensuring alignment between field execution and strategic direction.

• Models effective use of CRM and other sales technologies, reinforcing the adoption of sales processes that support data-driven decision making, pipeline hygiene, and forecast accuracy.

• Maintains deep expertise in education industry trends, policy shifts, funding dynamics, and competitive landscape to inform strategy and support RVPs in navigating complex sales environments.

• Invests time in the field, observing leader and team performance, building customer relationships, and supporting key deals to ensure market alignment and real-time coaching.

• 10+ years of progressive success in a field sales role, with consistent achievement of revenue targets and strategic growth objectives in a complex B2B environment.
• 5+ years of proven leadership managing high-performing sales teams with preferred experience leading leaders (e.g., RVPs), with demonstrated success in coaching for performance, setting high expectations, and managing accountability in a distributed team environment.
• Proven track record of strategic pipeline management, including forecasting accuracy, deal inspection, opportunity progression, and risk mitigation-especially in enterprise-level or renewal-driven sales models.
• Experience leading or partnering on renewal and retention strategies in collaboration with Customer Success, with a strong understanding of how customer health, usage data, and lifecycle management impact revenue predictability.
• Cross-functional leadership experience, effectively collaborating with peers across sales verticals, product, marketing, and customer success to drive organizational alignment and cohesive regional strategies.
• Exceptional CRM and sales tool fluency, with the ability to leverage data and systems for opportunity management, performance insights, and pipeline transparency.
• Demonstrated success navigating change, leading teams through ambiguity, and applying change management practices to maintain morale and drive adoption.
• Deep knowledge of K-12 education markets, buyer personas, instructional practices, assessment software, and funding sources relevant to enterprise-scale deals.
• Strong command of education policy and the ability to anticipate and respond to market shifts based on emerging legislation, trends, or stakeholder needs.
• Executive presence and superior communication skills, with the ability to influence, inspire, and communicate clearly across all levels of an organization, both internally and externally.
• Creative problem-solver with a bias for action, capable of operating without a playbook and generating innovative approaches in a dynamic market.

• World Class Health Benefits: Medical, Prescription, Dental, Vision, Telehealth
• Health Savings and Flexible Spending Accounts
• 401(k) and Roth 401(k) with company match
• Paid Vacation and Sick Time Off
• 12 Paid Holidays
• Parental Leave (20 total weeks with 14 weeks paid) & Milk Stork program
• Tuition Reimbursement
• Life & Disability Insurance
• Well-being and Employee Assistance Programs