• Manage the sales team and all associated elements of sales execution for the SMB market segment. • Own and manage overall pipeline creation and stage management, achieving or exceeding quarterly and annual revenue targets. • Ensure your team is adequately onboarded and trained to become effective Newsela sellers. • Develop national and regional strategies to support securing new and upsell business. • Develop relationships with key schools and districts. • Partner with our Learning & Enablement team to hire, mentor, coach, develop, and retain top talent to achieve individual quotas. • Understand the funding, state initiatives, demographics, standards of adoption, and K-12 education landscape in your territory, and develop and manage an overall action plan to achieve quota for that territory. • Support sales leadership in defining, planning, and executing initiatives that drive operational scalability, including implementing value-based controls, sales processes designed to compress sales cycles, and accelerating / maximizing trial conversion.