VP, Regional Client Services

Bright Horizons Family Solutions•Newton, MA

3d•Remote

About The Position

The VP, Regional Client Services leads regional sales and business development teams driving market coverage and velocity. This role drives new logos and cross‑sells across Bright Horizons’ portfolio of employer solutions, ensures effective deployment of regional territory coverage models and CSD productivity, and leads Employer Sponsored Center transitions where regional profiles fit. Market Focus & Operating Model Targets: Mid‑market and large regional employers (250+ onsite); opportunities vary by state/metro demand, employer size, and underserved segments. Characteristics: Broadest total addressable market; demand highly variable by region; focus on market coverage, velocity, and relationship density. This is a Remote position available in the United States. Bright Horizons is a leading education and care company that helps employees thrive at work and at home by partnering with employers to offer high‑quality child care, elder care, and educational support. Our workplace reflects this commitment—with collaborative environments, meaningful benefits, and a culture that supports both career growth and personal well‑being. Whether you’re caring for children or powering the systems and partnerships that make it all possible, at Bright Horizons, you’re the difference.

Requirements

Bachelor's Degree, 3 years of additional relevant experience will be considered in lieu of applicable degree
10 years sales experience with a proven track record, including $100K to multi‑million‑dollar deals
Frequent in‑region travel to employer sites and centers (estimate 50–70%); additional travel for cross‑regional collaboration and transitions.

Nice To Haves

Master's Degree - MBA or other graduate degree preferred.
5 years senior sales leadership preferred
Experience selling to senior HR executives strongly preferred.
Strong analytical and sales skills; consultative and collaborative aptitude; excellent interpersonal, written, and presentation skills; ability to plan multi‑year regional growth; strategic and financial planning; coaching and development;
Commitment to mission and HEART principles, diversity & inclusion.
Core Competencies: Territory strategy and coverage modeling; pipeline velocity management; relationship‑based selling; local market analysis; operational transition planning; change leadership; cross‑functional coordination.
Success Metrics (Regional)
Annual new logos per region; pipeline health and velocity.
CSD productivity: meetings, qualified opportunities, conversion rates, and adoption of sales/service training and systems.
BDR productivity: Achieves targeted weekly/monthly volumes of inbound lead handling, outbound outreach, timely handling of broker-sourced opportunities, and qualified opportunity creation, BDR conversion rate to qualified opportunities.
Coverage health: CSD‑to‑demand ratio, territory saturation, underserved employer penetration.
Multi-solution adoption rate and revenue per client; renewal & expansion outcomes.
Employer Sponsored Center transitions: number won, conversion time, ramp‑to‑stability, and NPS post‑transition.
Local relationship density: repeat engagement with regional employer networks

Responsibilities

Provide strategic leadership and manage a group of seasoned sales people and oversee CSD prospecting and outreach across assigned territories.
Manage a team of territory-aligned Business Development Representatives responsible for inbound lead handling, outbound outreach, and broker‑sourced opportunities, ensuring healthy early‑stage pipeline coverage across all territories.
Achieve outcomes by setting expectations, monitoring ongoing performance, and holding direct reports accountable; optimize team deployment to align with market demand.
Execute the regional sales strategy by operationalizing territory designs created by the Growth Analytics team, ensuring strong market coverage and focus on high‑potential employers.
Drive new logo growth and cross‑sell for existing clients within assigned regions; build deeper employer relationships through regional councils, chambers, and HR associations.
Guide financial deal strategy and work closely with the pricing desk on approving financial models, pro formas, and proposals; ensure deals meet enterprise margin and risk guardrails.
Collaborate with Operations, Finance, Legal, Marketing, and Product and contribute to program enhancement based on local market trends and employee needs; adapt quickly to changing economic or regulatory conditions.
Participate in onsite meetings and center site assessments.
Regularly influence senior leadership with regional forecasts, TAM coverage, and investment asks