Sales Representative, West

About the role

You will own the end-to-end sales cycle for inbound and outbound leads within designated West Coast and Midwest territories, focusing on small to medium sized school networks and districts. You will act as a trusted Khan Academy product expert, articulating the value of our district partnerships to administrators and teachers. This hybrid role requires collaboration with internal teams to refine messaging, manage objections, and optimize the sales funnel for high conversion and renewal rates. You will leverage data and feedback to continuously improve outreach strategies and ensure partner satisfaction. The position demands disciplined time management to balance incoming inquiries with proactive prospecting across your region. You will serve as a critical bridge between our mission of free, world-class education and the schools that bring that vision to life.

Key facts

What you'll do

• Own the full sales cycle for small to medium sized inbound leads across the West and Midwest, from initial contact to signed partnership agreement.
• Conduct discovery calls with district decision makers to understand instructional priorities and identify how Khan Academy solutions can address specific needs.
• Build and manage a robust pipeline of target school networks and districts, maintaining accurate records in our CRM system.
• Coordinate with the Director of School Partnerships and regional sales leads to refine target account lists and prioritize high opportunity prospects.
• Deliver compelling virtual and in-person presentations that demonstrate product features, partnership models, and expected impact on student outcomes.
• Collaborate with the Partnerships Operations team to design and implement process improvements that enhance lead response times and engagement quality.
• Work cross functionally with Success, Professional Learning, Marketing, and Product teams to gather feedback and ensure alignment with district goals.
• Track and report on key performance metrics including conversion rates, cycle length, and churn to inform strategic adjustments.
• Develop deep expertise in Khan Academy content and tools so you can confidently answer questions about implementation and instructional support.
• Maintain consistent communication with regional sales leads to ensure seamless handoffs and coordinated efforts across time zones.
• Manage administrative tasks related to proposals, quotes, and agreements in collaboration with Legal and Operations.
• Support ad hoc projects that strengthen partner relationships and contribute to team level objectives.

Requirements

• Bachelor's degree or equivalent practical experience.
• Valid driver's license and proof of insurance if travel is required.
• Eligibility to work in the United States without sponsorship now or at any time during the duration of employment.
• Must reside in the Mountain Time Zone, Pacific Time Zone, or be willing to cover Pacific and Mountain hours if located in the Central Time Zone.
• Proven experience in SaaS, education, or enterprise sales roles, with a track record of exceeding quotas.
• Demonstrated ability to manage complex sales cycles involving multiple stakeholders and decision makers.
• Strong written and verbal communication skills with the ability to tailor messaging for diverse audiences.
• Comfort using CRM tools, spreadsheets, and productivity software to manage pipelines and report results.
• Willingness to travel approximately 10-15% of the time within assigned territory for customer meetings and industry events.

Nice to have

• Experience working with K-12 school districts or educational institutions.
• Familiarity with education technology products and data informed instructional practices.
• Background in managing partnership programs or channel sales.
• Prior experience coordinating with cross functional teams in a fast paced environment.
• Demonstrated success in consultative selling and solution based negotiations.

Practical notes

This role requires roughly 10-15% travel. The ideal candidate will reside in the Mountain or Pacific time zone. Candidates in the Central time zone must be willing to cover Pacific and Mountain hours.