Regional Sales Manager, California

Ellevation • Remote, California Only, CA

23h • $140,000 - $170,000 • Hybrid

About The Position

The Regional Sales Manager (RSM), California renews, expands, and grows Ellevation's partnerships with California districts and wins new business across the state. The role helps educators use Ellevation ELD solutions to support multilingual learners and improve student outcomes. Revenue results come from deepening district adoption, building trusted relationships with district leaders, and closing new and renewal contracts.
This role has two phases. For at least the first six months, the RSM works as an individual contributor with an Account Manager scope for California, and onboarding is led by the Regional Sales Manager of the West Region. After month 6, once the promotion criteria below are met, the role becomes a people manager position. The RSM then leads a California sales team and reports to the Regional Sales Director.

Requirements

• Bachelor's degree.
• 5+ years of sales experience, including 2+ years coaching or leading a sales team.
• California residency and the ability to travel up to 50%, including overnight stays.
• A track record of meeting quota in a competitive environment while managing a large account portfolio.
• Strong presentation and communication skills with audiences from classroom educators to district executives.
• Comfort using account, pipeline, and usage data to prioritize work and forecast results.
• Experience with Salesforce or a comparable CRM; Gong, Concur, Google, and Microsoft tools a plus.
• K-12 sales experience and familiarity with English learner programs preferred.

Nice To Haves

• Relationship building: You earn the trust of district leaders and turn it into long-term partnerships.
• Ownership: You hold yourself accountable to quota and pipeline goals.
• Strategic thinking: You know your territory's strengths and gaps and plan accordingly.
• Coaching mindset: You use observation and data to help others grow and hit targets.
• Problem solving: You address issues quickly and work with colleagues to find solutions.
• Alignment with Ellevation's mission and values.

Responsibilities

• Renew and expand contracts with existing California district and school partners to meet the assigned sales quota and sustain partner relationships.
• Close new business from first meeting through signature to grow Ellevation's share of the California market.
• Build and manage a sales pipeline in Salesforce and related business systems so that pipeline coverage supports the revenue goal and forecasts are accurate.
• Deliver product demonstrations and presentations of Ellevation products to district leaders and educators so they understand how the products support multilingual learners.
• Develop and carry out a strategic California territory plan with Partner Development, Partner Success, and Marketing colleagues to focus outreach and engagement where it will have the most effect.
• Monitor district and educator engagement and product adoption across assigned accounts, and act on risks and opportunities to protect renewals and identify expansion.
• Travel up to 50% of working time to visit partners in the field, and set up and staff Ellevation at California conferences and events, to build relationships with stakeholders in key districts.
• Research California English learner policy and funding, such as the California English Learner Roadmap, ELPAC, and LCFF/LCAP, along with federal requirements and local district initiatives, and apply it to partner conversations and pricing so recommendations fit each district's needs.
• Share field insights with Product, Marketing, and sales leadership to inform product feedback, competitive intelligence, and sales strategy.
• Upon promotion: hire, coach, and manage California sales team members, set their short-term goals, lead 1:1s, pipeline reviews, and quarterly business reviews, and manage team priorities to meet the team quota.

Benefits

• Annual target compensation from $140,000–$170,000 (base plus commission at up to 100% quota attainment)
• Base salary of 75,000–95,000, based on experience, increasing to $105,000 upon promotion to Regional Sales Manager.
• Annual sales compensation plan provides an additional commission opportunity of approximately $65,000-$85,000 at 100% quota attainment; uncapped, first-year commission will vary with the timing of the promotion.
• Competitive base salary
• Annual performance-based raise
• Commission

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level