Relationship Manager / Fields Sales Representative (California-based)

Vernier Science Education

42d•Remote

About The Position

Vernier Science Education is seeking a California-based Relationship Manager / Field Sales Representative to develop new business and grow customer relationships within an assigned geographic territory. The role serves K-12 schools, districts, education organizations, and other customers by understanding their instructional priorities, recommending appropriate Vernier solutions, and guiding opportunities through a consultative sales process from initial contact through purchase. The position combines territory and account planning, prospecting, pipeline management, frequent in-person customer engagement, and achievement of revenue and other performance goals. Customer engagement includes discovery conversations, presentations, product demonstrations, and consultations with educators and education decision-makers. The representative develops recommendations, quotes, and proposals; explains product value; addresses questions and objections; and sets expectations for implementation and service handoff. The representative works closely with Inside Sales, Marketing, Customer Success, Services, Support, Product, Curriculum, and other internal teams to coordinate customer engagement, support implementation, share market insights, and provide a responsive customer experience. The role also represents Vernier at conferences, trade shows, webinars, customer meetings, and regional events, and maintains knowledge of Vernier products, science education priorities, standards, funding, procurement, and the territory's competitive landscape. This is an individual contributor role with no direct supervisory responsibility. It is remote and California-based, with frequent travel throughout the assigned territory and additional domestic travel for conferences, training, and company events, including overnight travel. The work includes regular computer and communication-tool use, transporting and demonstrating product samples and event materials, and extended periods of computer-based work. Background checks are required; a valid driver's license and satisfactory driving record may be required when driving for company business.

Requirements

Bachelor's degree or equivalent combination of education and relevant experience.
Three or more years of successful field sales, territory management, account management, business development, or comparable customer-facing experience.
Demonstrated ability to develop a territory, prospect and qualify opportunities, conduct discovery, deliver presentations and demonstrations, and advance a consultative sales process.
Strong written, verbal, presentation, and relationship-building skills, including the ability to communicate effectively with educators and school or district leaders.
Ability to manage a high volume of customer activity, organize competing priorities, meet deadlines, and follow through consistently.
Experience using Salesforce or a comparable CRM to manage accounts, activities, opportunities, pipeline, and forecasts.
Proficiency with Google Workspace, Microsoft Office, video conferencing, and digital sales tools.
Ability to use data and sound judgment to prioritize accounts, solve problems, and make customer-centered decisions.
Commitment to inclusion, collaboration, and Vernier's mission to advance science education.
Ability to work a schedule aligned with customers and business needs throughout the assigned territory.
Ability to travel frequently throughout the assigned territory and domestically for conferences, training, and company events; overnight travel is required.
Ability to transport, set up, demonstrate, and repack product samples and event materials, with reasonable accommodations available as required by law.
Ability to remain in a stationary position and perform computer-based work for extended periods, with reasonable accommodations available as required by law.
Successful completion of criminal, education, and work history background checks.
A valid driver's license and satisfactory driving record may be required when operating a vehicle for company business.

Nice To Haves

Experience in education technology, K-12 education, or science education.
Knowledge of K-12 schools, districts, science standards, education funding, and procurement practices within the assigned territory.

Responsibilities

Develop and execute a territory plan that prioritizes high-potential accounts, strategic opportunities, customer retention, and sustainable revenue growth.
Generate new opportunities through prospecting, referrals, campaigns, conferences, regional events, partner relationships, and coordinated outreach with Inside Sales.
Research and map customer stakeholders, initiatives, funding sources, purchasing processes, and decision timelines.
Build and maintain a balanced pipeline aligned with revenue targets, accurately recording opportunity stages and next steps.
Conduct in-person and virtual discovery conversations, presentations, demonstrations, and product consultations with education stakeholders.
Recommend Vernier products, software, professional learning, and related solutions based on customer needs and intended outcomes.
Develop account-specific recommendations, quotes, and proposals; communicate product value; address questions and objections; and guide customers through purchasing requirements.
Manage opportunities from initial contact through acceptance and purchase, setting expectations for implementation and service handoff.
Build long-term customer relationships that support retention, expansion, referrals, and future opportunities.
Meet or exceed goals for revenue, pipeline creation, customer engagement, opportunity progression, forecast accuracy, and other performance measures.
Maintain complete, timely, and accurate account, contact, activity, and opportunity information in Salesforce.
Use data and account insights to prioritize travel and engagement, identify whitespace, and expand adoption within existing accounts.
Follow established pricing, discounting, contracting, and order-management processes.
Provide forecasts and communicate risks, changes, and customer needs to sales leadership.
Partner with Inside Sales on prospecting, lead qualification, account coverage, follow-up, and coordinated engagement.
Collaborate with Marketing on campaigns, events, lead follow-up, and market feedback.
Coordinate with Customer Success, Services, and Support on transitions from sale to implementation and ongoing customer success.
Share customer and competitive insights with Product, Curriculum, and other teams.
Develop and maintain knowledge of Vernier products, services, sales programs, customer use cases, science education priorities, relevant standards, funding considerations, procurement practices, and the competitive landscape.
Participate in ongoing product, sales, and professional learning.
Represent Vernier at conferences, trade shows, webinars, customer meetings, and regional events.
Support sales campaigns, special projects, and team initiatives; participate in employee committees, recognition efforts, and organizational meetings; perform other duties as assigned.