Senior Director Sales

About Finalsite

Finalsite is a leading partner for K–12 schools, helping them foster trust, build strong communities, and expand enrollment. Recognized as one of America's top EdTech companies, Finalsite partners with over 7,000 school districts globally, offering an integrated platform for websites, communication, mobile applications, enrollment, and marketing services. Headquartered in Glastonbury, Connecticut, the company employs people remotely across almost every U.S. state, Europe, South America, and Asia.

At Finalsite, the focus is on supporting employees with competitive benefits, opportunities for professional development, and a culture of collaboration, partnership, and purpose. The company values empowering team members to grow their skills, embrace new challenges, and make a meaningful contribution to education and school success worldwide.

Role Overview

The Senior Director of Sales will be a proactive, hands-on leader responsible for managing and growing a team of Education Sales Consultants targeting Tier 1, 2, and 3 public school districts. This role requires ownership of the entire sales cycle, including outbound prospecting, acquiring new clients, cross-selling, and expanding existing accounts. Reporting directly to the Chief Sales Officer, this leader combines strategic leadership with direct coaching, actively engaging in deal planning, pipeline generation, and team development. Strong collaboration with Marketing, Business Development, and Customer Success teams is critical to driving pipeline growth, securing new district clients, and expanding current business to consistently surpass growth objectives.

Key Responsibilities

• Lead, mentor, and develop a team of individual-contributor Education Sales Consultants selling Finalsite’s full product suite to various public school district tiers.
• Manage the end-to-end sales process including outbound prospecting, new client acquisition, and maximizing revenue via cross-selling and upselling within existing accounts.
• Achieve and exceed new-business and account expansion targets on a consistent quarterly basis.
• Provide frontline, practical coaching such as live call reviews, deal strategy discussions, and pipeline evaluations to enhance team sales effectiveness.
• Recruit, onboard, and accelerate ramp-up of new Education Sales Consultants to scale team capabilities ahead of growth requirements.
• Collaborate closely with Marketing and Business Development to build robust pipelines and ensure alignment between demand generation, outbound efforts, and field sales execution.
• Work with Customer Success teams to identify and capitalize on cross-sell and expansion possibilities, ensuring smooth client experiences while Customer Success manages renewals.
• Develop and refine sales methodologies, playbooks, and qualification criteria aligned with public school district purchasing behaviors and budget cycles.
• Provide accurate sales and pipeline forecasts, reporting regularly on performance metrics, pipeline conversion, and team results to senior leadership.
• Conduct regular business reviews to sync team goals, address obstacles, and adapt strategic direction.
• Ensure consistent communication of Finalsite’s product vision, value proposition, competitive advantages, and pricing throughout all stages of sales.
• Instill a high-performance culture centered on accountability, urgency, and exceeding targets individually and collectively.
• Maintain strict discipline in sales processes including qualification validation, CRM data hygiene, activity logging, and deal documentation to safeguard forecast reliability.
• Serve as the voice of the public school district market in cross-departmental strategic planning by providing insights on market trends, competitor activities, and customer feedback.
• Travel as necessary to support team training, customer engagements, and expand market presence.

Qualifications and Skills

• Bachelor’s degree or comparable professional experience.
• Over 10 years in SaaS or technology sales, including at least 5 years in frontline sales leadership roles.
• Proven success leading teams through full sales lifecycles from prospecting to new account acquisition and account growth.
• Experience selling to K-12 education sectors, public school districts, or education technology markets is highly desirable.
• Track record of collaboration with Marketing, Business Development, and Customer Success teams to grow new business and expand existing accounts.
• Strong knowledge of modern sales methodologies and the ability to coach teams effectively on these techniques.
• Expertise in Salesforce or equivalent CRM platforms, plus sales engagement and forecasting software.
• Demonstrated ability to recruit, nurture, and retain high-performing sales talent in a competitive environment.
• Sharp analytical acumen to convert pipeline and sales data into strategic insights.
• Outstanding negotiation and executive communication capabilities, able to engage confidently with senior stakeholders internally and externally.
• Flexibility and willingness to travel as required.

Residency and Employment Conditions

Employment opportunities at Finalsite are 100% remote but are restricted to individuals who are permanent residents of the United States. Continuous residency within the country is required for employment eligibility and retention.

Diversity and Inclusion

Finalsite is committed to equal employment opportunity and affirmative action, valuing diversity in its workforce. All qualified applicants will be considered regardless of race, gender, age, religion, sexual orientation, disability, or veteran status. The company provides reasonable accommodations for candidates with disabilities.

Additional Notes

To guard against fraudulent job offers, applicants should verify recruiter communications originate from the company domain and request verbal confirmation when needed.