Director, Sales (Midwest Region)

About this role

Director, Sales
Location: Remote (Midwest Region)
(Minnesota, Wisconsin, Michigan, Iowa, Illinois, Indiana, Ohio, Missouri)
ABOUT ANET
Achievement Network (ANet) is a nonprofit organization dedicated to helping all students achieve strong educational outcomes. We partner with school and system leaders to strengthen teaching and learning through the strategic use of assessments, coaching, and tools that drive meaningful results. Individuals who join ANet become part of a dynamic, mission-driven, and collaborative organization focused on making a lasting impact in schools. We are committed to supporting one another and growing together as a team.
THE OPPORTUNITY
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.
TRAVEL
Travel is expected to be 50-75% depending on business needs, and will be primarily in the Midwest region. Some weekend travel and overnight stays expected for conferences.
RESPONSIBILITIES
Opportunity Identification & Lead Generation

• 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.

Stakeholder Engagement & Relationship Building

• 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.

Sales Execution & Deal Management

• 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.

Operational Discipline & Internal Collaboration

• Maintain accurate, up-to-date records in the CRM to track outreach, engagement, and pipeline progression.

• Leverage CRM insights and tools to forecast progress, identify bottlenecks, and refine outreach strategies.

• Collaborate closely with the Growth & Partnerships team and delivery teams to ensure alignment on targeting, messaging, and handoffs.

• Identify systemic bottlenecks in outreach, pipeline progression, and handoffs, proposing solutions that strengthen cross-functional alignment.

• Contribute to team learning by sharing insights, participating in professional development, and continuously improving sales practice.

COMPETENCIES
In order to be successful in this role, candidates must demonstrate the following:

• Expertise in Area of Focus: 5+ years’ professional experience, including 3+ years owning a full sales cycle in a mission-driven or K–12 education-facing organization (preferably in California). Proven consultative selling success with public school systems or charter networks.

• Critical Thinking & Data Orientation: Ability to prioritize high-value information, surface important trends, and make strategic, equity-centered recommendations; uses both qualitative and quantitative data to inform decisions.

• Planning & Prioritization: Plans and prioritizes complex regional work in a way that aligns with organizational strategy, anticipating barriers and coordinating with internal partners to ensure smooth execution.

• Communication: Crafts persuasive, tailored presentations and proposals; communicates with clarity and empathy; actively listens to build trust.

Ideal candidates may also demonstrate the following preferred qualifications:

• Expertise in area of focus:

• Technical proficiency with Salesforce and HubSpot

• Prior experience serving in a K-12 edtech or…