Director of Growth
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Job Description
Director of Growth managing K–12 sales and relationships to improve student mental health. Leading revenue efforts and strategy at TRAILS, a school-based mental health organization.
Responsibilities:
- Own and exceed annual new annual recurring revenue and renewal targets for the K–12 segment
- Build and manage a healthy, forecastable pipeline using a consultative sales approach
- Lead complex, multi-stakeholder deals involving curriculum directors, principals, school psychologists, IT, and district finance
- Navigate RFP, procurement, and approval processes common to public school districts
- Cultivate relationships with state education agencies, mental health coalitions, and intermediary organizations
- Identify and pursue grant-funded opportunities (e.g., ESSER, Title IV, state mental health grants) where districts use public funding for our product
- Represent the organization at key K–12 and mental health conferences
- Partner on K–12 campaign strategy, event presence (e.g., NASN, ASCA, SXSWedu), and inbound lead quality
- Work closely with Customer Success teammates to ensure smooth handoffs and strong retention in your accounts
- Provide structured feedback to Product on school-specific needs, objections, and competitive dynamics
- Develop and refine sales playbooks, messaging, and objection-handling frameworks tailored to district buyers
- Support TRAILS team with all hands on deck events as needed and other team initiatives
Requirements:
- 5–8+ years of B2B sales experience, with at least 3 years focused on selling into K–12 school districts
- Demonstrated track record of meeting or exceeding quota in K–12 EdTech or adjacent markets (e.g., SEL, school counseling tools, student wellness platforms)
- 2+ years in a sales leadership or management role
- Experience managing complex, multi-stakeholder sales cycles of 3–9 months
- Familiarity with grant-funded procurement processes in public education is a strong plus
Benefits:
- Health insurance
- Dental insurance
- Vision insurance
- 403B with a safe harbor match
- Short and long term disability
- Generous holiday and paid time off package
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