Sales Representative, SMB (Remote, US)

Newsela

3d•$135,000 - $140,000•Remote

About The Position

As a Sales Representative, SMB, you will be an individual contributor on a regional sales team and represent Newsela in the small- to medium-sized business market. You will build relationships with key decision makers at the school-district level and sell Newsela’s suite of products to bring engaging reading content to districts. The role includes managing pipeline and forecasts, designing lead-generation campaigns, and managing sales throughout the full lifecycle. You will develop knowledge of your territory’s funding, state initiatives, demographics, and K–12 education landscape to inform your sales strategy. You will own your territory, develop business plans, manage sales from prospecting through close, and build new business relationships. The role requires significant autonomy and independent judgment in evaluating customer needs, tailoring solutions, negotiating within established guidelines, and making recommendations that affect strategy and business results. You will work with a cross-functional regional team to meet revenue targets and support Newsela’s growth. Meetings with school and district leaders are virtual, with customer-facing travel estimated at around 10%, depending on business and customer needs. The role is fully remote in the US, with flexible hours to serve customer and business needs; most accounts are in Eastern and Central time zones. This is an exempt salaried position and is not eligible for overtime. Offers are contingent on successful completion of a background check. Compensation includes a base salary of $70,000–$75,000, on-target commission of $65,000, and on-target earnings of $135,000–$140,000. Total compensation also includes incentive stock options and benefits; the role is eligible for variable compensation.

Requirements

At least 2 years of full-cycle K–12 EdTech sales experience, from prospecting through closing, with a record of meeting or exceeding large sales quotas.
Experience as a strategic territory manager, with executive presence to lead consultative district conversations, navigate multiple stakeholders, and develop appropriate customer solutions.
Experience with high-volume district sales and a proven ability to build a book of business from scratch.
Ability to drive sales quickly to a close and thrive in a fast-paced environment.
Strong organization and adaptability, ability to learn quickly, maintain high service standards, and meet established sales goals in an agile environment.
Willingness to meet face-to-face with customers and prospects; travel is estimated at around 10%, depending on business and customer needs.
Willingness to work flexible hours to meet customer and business needs; most accounts are in Eastern and Central time zones.
Experience using AI tools to improve efficiency and productivity.
Legally authorized to work in the United States.

Nice To Haves

Prior experience as an ELA or Social Studies teacher or instructional coach, or a strong grasp of K–12 pedagogy.

Responsibilities

Develop territory business plans, evaluate funding landscapes, and tailor sales strategies to district initiatives.
Manage the full sales lifecycle, including prospecting, pipeline management, forecasting, and closing.
Design lead-generation campaigns and build new business relationships with school districts.
Meet with school and district leaders, present solutions, negotiate terms, and secure agreements.
Achieve individual revenue targets and contribute to the growth of Newsela’s national sales organization.
Represent Newsela in the market and independently manage priorities and recommendations affecting strategy and results.
Evaluate customer needs, structure tailored solutions, and negotiate within established guidelines.
Build knowledge of territory funding, state initiatives, demographics, and the K–12 education landscape.
Travel to meet customers and prospects as business and customer needs require.

Benefits

Comprehensive medical benefits, with employer contributions to premiums and HSA accounts.
Gym reimbursement.
Pet insurance.
Free access to the Calm app and Rocket Lawyer.
Monthly technology stipend for work-from-home needs.
Inclusive family benefits, including parental leave, fertility support, and adoption support.
401(k) plan with employer match.
Flexible paid time off, paid sick time, company holidays, and winter break from December 24 through January 1.
Annual learning and development allowance for external training, classes, workshops, conferences, and educational materials.
Incentive stock options and variable compensation.