Senior Director, Sales (HELP)

Acelero Learning

12d • $100,000 - $110,000 • Remote

About The Position

As the Senior Director of Sales, HELP at Shine Early Learning, you will own both the management and growth of our existing customer base and new business development across our standalone product portfolio. Our products include the Hawaii Early Learning Profile (HELP) — a comprehensive birth-to-3 developmental assessment suite encompassing print materials, HELP Connect (our digital assessment platform), and associated training and certification offerings. In the near term, this role will be responsible for account management: deepening relationships with our established HELP customer base, migrating print customers to HELP Connect, and expanding accounts to include training, certification, and Shine Insight. Over time, as the product portfolio scales and our SaaS model matures, new business development will grow as a proportionally larger part of the role. This role reports to the Chief Growth Officer and operates as an individual contributor, with the potential to build and lead a larger team as the business scales.

Requirements

• Bachelor's degree in Business, Sales, or related field required
• 8+ years of sales experience, with at least 3 years in a senior sales role
• Demonstrated experience managing an existing customer base with a focus on retention, expansion, and upsell — not solely new logo acquisition
• Proven track record of meeting or exceeding revenue targets across both transactional and subscription-based sales motions
• Experience selling to education, early childhood, or government-funded programs (Head Start, Early Intervention, Title I, etc.)
• Strong understanding of SaaS sales motions — including demo, trial, and subscription conversion — alongside consultative and transactional sales approaches
• Proficiency with CRM systems (HubSpot or equivalent)
• Physical exam and background checks are required for this position.
• Travel required locally or long-distance up to 40% of the time for work-related meetings and functions.
• Must have a valid driver’s license and/or reliable transportation.
• Ability to sit most of the time with some bending and reaching.
• Ability to stand, walk, and bend periodically.
• Ability to engage in repetitive movement of wrists, hands, and fingers – typing and/or writing.
• Ability to work frequently at close visual range (i.e. preparing and analyzing data and figures, accounting, transcription, computer terminal, extensive reading).
• Ability to receive and respond to oral communication.
• Ability to exert up to 10 pounds of force to lift, carry, push, pull, or otherwise move objects.

Nice To Haves

• Experience driving digital transformation / print-to-digital migration with an existing customer base
• Familiarity with HELP, ASQ, or other developmental screening and assessment tools
• Knowledge of the early childhood regulatory and funding landscape
• Background in early childhood education, intervention, or related field

Responsibilities

• Serve as the primary commercial owner of Shine Early Learning's existing HELP customer base, managing relationships with Early Intervention programs, Early Head Start, and other customer segments
• Develop and execute account plans to drive retention, expansion, and upsell across the HELP suite
• Lead conversion of print-based HELP customers to HELP Connect, with structured migration and onboarding support
• Identify and pursue upsell opportunities to HELP training, certification, and professional development offerings
• Track and report on account health metrics, renewal rates, and expansion pipeline
• Serve as a trusted partner and resource to existing customers navigating the transition from print to digital
• Develop and execute annual sales plans to grow the HELP customer base with new logos
• Own the new business sales funnel — from lead generation and pipeline development through close
• Drive adoption of HELP Connect as a standalone digital/SaaS offering in new markets
• Identify new market segments, distribution channels, and partnership opportunities to expand reach
• Represent Shine Early Learning at key sector conferences, coalitions, and stakeholder convenings
• Partner with Product to provide market and customer feedback that informs the HELP Connect, print, and training roadmaps
• Collaborate with Marketing on go-to-market strategies, sales enablement materials, and demand generation
• Work with the Learning & Impact Team to bundle and position professional development offerings alongside HELP
• Partner with Shine Early Learning's broader sales and marketing teams to create coordinated go-to-market strategies where services and products intersect
• As the product business scales, define and build the sales team structure to support growth
• Maintain accurate pipeline reporting and revenue forecasting in CRM
• Analyze sales data to identify trends, risks, and opportunities; report to CGO on a regular cadence
• Demonstrate leadership in alignment of work and approach to company vision, mission, core values and the advancement of diversity, equity, inclusion and belonging
• Serve as an active member of the Acelero Shine Senior Director Leadership Team (SDLT)
• Communicate department goals and progress frequently and effectively with Acelero, Inc. executive leadership, business unit leaders, and other appropriate internal and external stakeholders
• Partner in cross-network communications and development activities to advance Acelero's strategic priorities
• Ensure that sales strategies align with Acelero's organizational culture, values, and commitment to diversity, equity, and inclusion
• Promote a culture of shared purpose and collaboration

Benefits

• Medical, Dental, and Vision Insurance with multiple plan options to fit your needs
• Health Savings Account (HSA) with company contributions up to $800 annually
• Flexible Spending Accounts (FSA) for health and dependent care expenses
• 401(k) Retirement Plan with up to 4% company match and immediate vesting
• Company-paid Short-Term and Long-Term Disability and Basic Life Insurance
• Up to $500 per year in Professional Development Reimbursements
• Employee Assistance Program (EAP) with counseling and mental wellness support
• Wellness Programs, including virtual fitness, nutrition, and mindfulness classes
• Pet Insurance, Legal Assistance, ID Theft Protection, and Employee Discount Perks

What This Job Offers

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