For over two decades, BrainPOP has been trusted by educators and parents worldwide as a source of engaging and impactful learning experiences for all kids. With a presence in over two-thirds of U.S. districts through school and district subscriptions and an estimated annual reach of 25 million students, BrainPOP is empowering kids to take agency over their learning and excel in and out of the classroom.
The company was acquired in 2022 by KIRKBI, the family-owned holding and investment company of the LEGO brand, marking a significant milestone as their first acquisition in the digital learning realm. We are thrilled to continue making learning fun and accessible with the strategic guidance and support of KIRKBI.
About the Role
The Regional Head of Growth and Success reports to the CRO and plays a key role in driving revenue for the North Region, including new business, expansion, renewal, cross sell and upsell.
The Regional Head of Growth and Success will bring market expertise of K-12 supplemental curriculum, deep understanding of their region, sales and success strategy, and leadership to coach and manage customer success and sales teams (both individual contributors and frontline managers).
In this role you will refine and execute on sales and success objectives and go-to-market strategies by leveraging key metrics and analyzing market trends. As a leader you will cultivate a customer focused culture through relationship building, depth of understanding of pedagogy, senior district leader needs, and funding challenges.
This position is based either in BrainPOP’s NYC HQ, or remotely in the US with a strong preference for candidates based in the North region (Northeast, Mid Atlantic, Midwest).
Regional travel (50-70%) to customer sites will be required, as well as occasional travel to NYC HQ and to conferences.
In this role, you will
Strategic Leadership
- Define and execute the end-to-end go-to-market strategy for both Sales and Customer Success, translating high-level business goals into actionable playbooks that align land-and-expand efforts.
- Design and implement a holistic customer journey strategy that bridges the gap between initial acquisition and long-term retention, optimizing upsell/cross-sell playbooks to maximize Net Revenue Retention (NRR).
- Formulate strategic segment and territory plans while remaining close to the field, continuously analyzing market trends and customer feedback to refine positioning and outmaneuver competitors.
- Leverage your strong understanding and expertise of standards and pedagogy trends to elevate your ability to listen to customer needs, and strategically pair BrainPOP products to address them
Team Development and Coaching
- Lead customer success and sales teams (ICs and frontline managers) to successfully achieve their quarterly and annual revenue goals
- Actively monitor, measure and hold team accountable for daily, weekly, monthly, quarterly sales and success activities that align to meeting revenue targets
- Establish a continuous learning culture by providing real-time, actionable feedback on discovery, negotiation, and renewal strategies; Implement and refine a playbook of activities that drive expected team behaviors and outcomes
- Actively coach and mentor Sales and Customer Success representatives through joint customer calls, pipeline reviews, and tailored development plans, directly accelerating deal velocity and increasing team quota attainment
- Leverage conversational intelligence (e.g., Gong) and performance metrics to identify skill gaps across the team, designing targeted coaching frameworks that improve win rates and customer retention.
Revenue and Forecasting
- Own the end-to-end forecasting process across both Sales and Customer Success , collaborating with cross-functional teams to align pipeline data, mitigate churn risks, and ensure consistent attainment of quarterly revenue targets; provide regular updates to the CRO
- Partner across Revenue Operations and Implementation to develop a set of key metrics and dashboards to evaluate and monitor health of accounts; use metrics to drive sales and success decisioning and strategy and mitigate for churn.
Team Operations
- Leverage your Salesforce expertise to ensure healthy opportunity management and pipeline hygiene by your team
- Develop deep knowledge of all BrainPOP products; work in partnership with sales enablement to ensure reps are able to provide compelling BrainPOP presentations and product demos and provide world-class support and service to educators
- Collaborate with peer Regional Heads in the West and South, and other internal BrainPOP teams to work towards operational excellence, share knowledge and communicate observations and feedback from district partners to help inform future product development efforts.
- Coach and upskill team on approved AI tools, enabling them to strategically leverage technology to maximize daily efficiency and productivity.
You Are
- A strategic leader who is firmly dedicated to your team’s success
- A self-starter with strong leadership instincts and the ability to discern a team’s performance needs and proactively address them with effective coaching
- A motivator/influencer who is an outstanding verbal and written communicator with audiences of all levels
- A strong problem-solver with analytical and closing skills to help districts overcome barriers in evaluating and purchasing BrainPOP solutions
- A strong listener/seller with effective selling skills, can support your team in strategic district meetings and support customer success and sales reps to drive deals to close
- Operationally minded with the ability to work in a fast-paced environment and manage multiple priorities; leverage and optimize systems and tools for efficiency and productivity
On Your Resume
- Bachelor's degree in Business Administration, Education, Sales, Marketing, or a related field preferred
- 8+ years of experience in sales/customer success in K12 education/edtech; experience selling a supplemental curricular product in the K12 market strongly preferred
- 5+ years in a sales/success leadership position (both people and strategy)
- Proven expertise in navigating/supporting large district and/or state level deals in the North region (including NY City, NY State, PA, IL, MD, OH, MI)
- Demonstrated expertise in managing a sales team that is responsible for Top Down & Bottoms Up selling (District and School level); showcase proven examples of team quota attainment in this model of selling
- Proven track record of achieving team revenue targets and driving revenue growth
- Experience with software implementations in K-12
- Demonstrated experience using a data-driven approach to strategy; Strong analytical and problem-solving skills
- Excellent leadership, communication, and interpersonal skills
- Willingness to travel 50-70% of the time
- Proven Experience with Salesforce; Expert in forecasting, budgeting, and cost management
Location:
The BrainPOP team operates in a hybrid work environment: Each role has remote flexibility and an in-person component at our New York headquarters or other meeting locations. Based on the requirements of a specific role, we may prioritize hiring within a commutable distance of our New York headquarters or in another region relevant to that role.
We can employ individuals residing in the following approved hiring states:
- Arizona
- California
- Connecticut
- Florida
- Georgia
- Illinois
- Massachusetts
- Minnesota
- Missouri
- New Jersey
- New York
- North Carolina
- Ohio
- Oregon
- Pennsylvania
- South Carolina
- Tennessee
- Texas
- Washington
#LI-Hybrid
We take a geo-neutral approach to compensation within the US, meaning that we pay based on job function and level, not location. We have competitive pay bands for all other countries based on market standards. Individual compensation decisions are based on a number of factors, including experience level, skill set, and balancing internal equity relative to peers at the company. Based on these factors, we expect most of the candidates offered roles at our company to fall healthily throughout the range. We recognize that the person we hire may be less experienced (or more senior) than this job description, as posted. If so, the updated salary range will be communicated to you as a candidate.USA Pay Scale $120,000—$160,000 USD
Life at BrainPOP
At BrainPOP, our work directly impacts how teachers teach and students learn. They inspire us to build solutions that facilitate joy and meaningful learning outcomes. Our commitment to educators and kids is reflected in our dedication to the BrainPOP team: ensuring their experience is empowering, creative, collaborative, playful, and anchored in learning and growth.
Our team is made up of educators, data scientists, published authors, engineers, artists, bakers, film buffs, cyclists, dual citizens, and so much more. We value diversity and inclusion, collaboration, and learning from multiple perspectives.
We believe that a diverse organization is a more effective organization. BrainPOP is an Equal Opportunity/Affirmative Action Employer.
NOTICE: We have become aware of various fraudulent websites and third parties impersonating our company and offering false job opportunities. These offers are not affiliated with BrainPOP and are considered part of an unlawful recruitment scam. To ensure your safety and protect your personal information we strongly recommend that you only apply for positions through the official BrainPOP website or BrainPOP's official LinkedIn page. If you receive any job offers or communications that do not originate from this page or our official e-mail domain brainpop.com, please treat them as suspicious and do not engage or provide any personal information. For any questions or to report suspicious activity, please contact us directly at legal@brainpop.com. While we have reported this general fraud to the authorities, you can report this fraud on your own behalf to the Federal Trade Commission (https://reportfraud.ftc.gov/) and the Federal Bureau of Investigation’ s Internet Crime Complaint Center (https://www.ic3.gov/).
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