Inside Sales Sr Manager at K12 Services in Herndon, Virginia

Job Description:

• About us


• K12 Produces Results


• thinkTANK12

K12 believes in Education for ANY ONE.  We provide families an online option for a high-quality, personalized education experience. Students can thrive, find their passion, and learn in an environment that encourages discovery at their own pace. In support of this, we are committed to creating and maintaining a culture of inclusion and diversity where our employees are passionate about serving students and families, treat one another and customers with respect, challenge each other to innovate and always strive to do better.

The Senior Manager, Inside Sales has overall responsibility for building, developing, and maintaining the Inside Sales function within K12 Software & Services/Institutional Sales. This includes, hiring, coaching, and managing the daily activities of the Inside Sales organization as well as working cross-functionally with other departments to build the Company’s institutional line of business.  In addition to helping drive the team’s achievement of sales goals, the Inside Sales Senior Manager is a hands-on sales professional responsible for his or her own revenue and service goals.   

Essential Functions:   Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

• Develops and implements inside sales strategies to renew and drive expansion of existing business assigned to the Inside Team, develop non-target territories, and coordinate with the National Account Managers to build smaller business in the target states that will build and become more sizeable over time, all to meet/exceed the revenue goals of the Inside Sales team in the Institutional Business;


• Coach the Inside Sales team members in effective methods of pre-qualification, discovery, shaping the solution, proposing the best fit, and ultimately closing business;


• Works closely with Sales & Service Leadership and other departments (Operations, Product Marketing, Finance/Accounting and Customer Support) to support the team in solving customer challenges, incorporate new systems/processes, develop new business, and grow current customer business;


• Serves as a point of escalation for questions/issues that the client may encounter during product utilization; proactively communicates with all stakeholders as needed to successfully close sales and provide excellent service;


• Establishes appropriate performance measures for the sales force to track effectiveness and ensure consistency across territories;


• Oversee the sales metrics for the Inside Sales team to analyze, drive, and report pipeline performance, lead follow up, and sales performance;


• Builds and maintains extensive K12 product knowledge as well as knowledge of the education industry, trends, competitors and their products and proactively shares that information.

Supervisory Responsibilities: Directly supervises 1 - 10 Full-time Equivalent (FTE) regular employees and/or contractors.  Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Minimum Required Qualifications:   

• Bachelor’s degree AND


• Three (3) years of direct sales management experience with in-depth knowledge of consultative, solutions-oriented sales techniques AND


• Five (5) years of experience in an inside sales office environment with strong phone selling skills OR


• Equivalent combination of education and experience

Certificates and Licenses: List OR None required.

Other Required Qualifications: 

• Sales experience in exceeding sales growth performance goals


• Solid track record of quickly building a team of high quality inside sales reps


• Experience collaborating across the organization to achieve goals


• Experience in both transactional and high value sales


• Experience working with Marketing to build and drive value proposition


• Strategic, analytical thinker and problem solver with strong follow-up


• Strong leadership skills


• Excellent verbal and written communication skills – including presentation skills


• Strong positive attitude and work ethic in an entrepreneurial work environment


• Demonstrates adaptability/flexibility: Adapts to change, is open to new ideas, takes on new responsibilities, handles pressure, and adjusts plans to meet changing needs.


• Strong integrity/ethics: Deals with others in a straightforward and honest manner, is accountable for actions, maintains confidentiality, supports company values, and conveys good news and bad.


• Strong teamwork skills, meets all team deadlines and responsibilities, listens to others and values opinions, helps team leader to meet goals, welcomes newcomers and promotes a team atmosphere.


• Microsoft Office (Outlook, Word, Excel, PowerPoint, Project, Visio, etc.); Web proficiency.


• Ability to travel 30% of the time


• Ability to pass required background check

Desired Qualifications:  

• Strong interest or experience in the education technology industry; preferably K-12

Work Environment:  The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• This is an office-based position. The noise level in the office is usually moderate (computers, printers, light foot traffic).  

The above job is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.  All employment is “at-will” as governed by the law of the state where the employee works.  It is further understood that the “at-will” nature of employment is one aspect of employment that cannot be changed except in writing and signed by an authorized officer. 

K12 is a Federal Contractor, an Equal Opportunity/Affirmative Action Employer and a Drug-Free Workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected Veteran status age,, or genetics, or any other characteristic protected by law.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

See job description