District Sales Lead (Tutor)

ClassDojo • San Francisco, CA

8d • $145,000 - $210,000 • Remote

About The Position

ClassDojo's mission is to provide every child with an education they love. The company's flagship app is the leading communication tool for K-12 teachers, children, and families globally, used in over 95% of US schools and reaching over 45 million children in 180 countries. With a team of around 200 people, ClassDojo is now expanding its network to offer superior learning experiences beyond standard schooling. The company emphasizes hiring for talent density, attracting skilled, entrepreneurial individuals from diverse backgrounds, including education and major consumer internet companies. They aim to be a workplace where top talent can achieve their best work and pioneer the future of education.

This role focuses on ClassDojo's Tutor product, which is beginning pilot testing with school districts. The company is seeking an experienced sales leader to take full ownership of developing this into a significant growth area. This is a unique opportunity to build a new business leveraging ClassDojo's existing reach, network, and relationships within US schools and districts. The District Sales Lead will define the go-to-market strategy, build relationships, secure district business, create a repeatable sales playbook, and provide market insights to shape the Tutor product. Success in this role will drive substantial revenue for ClassDojo, expand Tutor's impact, and establish a new growth engine for a core company priority. Initially, this is a hands-on builder and seller position, with potential to build and lead a sales team as the business scales.

Requirements

• Demonstrated track record of successfully selling tutoring services to U.S. school districts at scale.
• Personally won competitive district business totaling seven figures in annual revenue.
• Meaningful existing relationships with senior decision-makers across U.S. school districts.
• Deep understanding of how districts purchase tutoring services, including stakeholder dynamics, budgeting, RFPs, procurement, competition, and contracting.
• Experience building a sales motion in an ambiguous or early-stage environment rather than only operating within a mature sales organization.
• Energized by being a hands-on builder and seller and don’t need a large team or established infrastructure to create momentum.
• Uses customer insight strategically and knows how to distinguish high-value, repeatable market needs from individual feature requests.
• Communicates clearly, manages complex work reliably, and influences cross-functional partners without relying on formal authority.
• Highly accountable for measurable outcomes and comfortable changing approach when evidence suggests it.
• Willingness to have significant hours overlap with one of the Americas time zones.

Nice To Haves

• Opportunity to build and lead a broader district sales organization if the business scales successfully.

Responsibilities

• Build Tutor’s district sales business from minimal revenue to millions of dollars in annual revenue, and establish the foundation for continued year-over-year growth.
• Own the complete district sales cycle, from identifying and opening opportunities through executive engagement, RFPs, procurement, negotiation, and signed contracts.
• Determine which districts and segments to prioritize and develop the strategy for reaching and winning them.
• Build and continuously improve Tutor’s district sales playbook, including ICP, positioning, qualification, sales stages, and approaches to navigating district buying processes.
• Develop a qualified, measurable pipeline that gives the team increasing confidence in future revenue.
• Build and deepen relationships with district decision-makers.
• Bring high-quality market insight into Tutor, identifying the customer needs and product opportunities most likely to unlock meaningful, scalable district growth.
• Partner closely with Product and the broader Tutor team to turn customer learning into better decisions.
• Establish the systems, processes, and communication rhythms needed to run the business effectively as it grows.

Benefits

• Eligible for an incentive pay component.
• On Target Earnings (OTE) includes both an annual base salary and an uncapped target sales incentive.
• Considerable influence in defining the compensation structure.
• Equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.
• Consideration for employment of qualified applicants with arrest and conviction records in accordance with the San Francisco Fair Chance Ordinance.
• Accommodation for any disabilities or special needs.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed