Note: The job is a remote job and is open to candidates in USA. ClassDojo is an education technology company whose communication platform connects K-12 teachers, children, and families globally. The District Sales Lead will own the end-to-end sales strategy for Tutor’s school district business, personally win district contracts, build a repeatable sales playbook, develop pipeline, and use customer insight to shape the product and future sales organization.
Responsibilities
- Build Tutor’s district sales business from minimal revenue to millions of dollars in annual revenue, and establish the foundation for continued year-over-year growth
- Own the complete district sales cycle, from identifying and opening opportunities through executive engagement, RFPs, procurement, negotiation, and signed contracts
- Determine which districts and segments to prioritize and develop the strategy for reaching and winning them
- Build and continuously improve Tutor’s district sales playbook, including ICP, positioning, qualification, sales stages, and approaches to navigating district buying processes
- Develop a qualified, measurable pipeline that gives the team increasing confidence in future revenue
- Build and deepen relationships with district decision-makers
- Bring high-quality market insight into Tutor, identifying the customer needs and product opportunities most likely to unlock meaningful, scalable district growth
- Partner closely with Product and the broader Tutor team to turn customer learning into better decisions
- Establish the systems, processes, and communication rhythms needed to run the business effectively as it grows
Skills
- You have a demonstrated track record of successfully selling tutoring services to U.S. school districts at scale
- You have personally won competitive district business totaling seven figures in annual revenue
- You have meaningful existing relationships with senior decision-makers across U.S. school districts
- You deeply understand how districts purchase tutoring services, including stakeholder dynamics, budgeting, RFPs, procurement, competition, and contracting
- You have built a sales motion in an ambiguous or early-stage environment rather than only operating within a mature sales organization
- You're energized by being a hands-on builder and seller and don't need a large team or established infrastructure to create momentum
- You use customer insight strategically and know how to distinguish high-value, repeatable market needs from individual feature requests
- You communicate clearly, manage complex work reliably, and influence cross-functional partners without relying on formal authority
- You're highly accountable for measurable outcomes and comfortable changing your approach when the evidence says you should
- We are a distributed company, so we hire regardless of location, as long as you are willing to have significant hours overlap with one of the Americas time zones
Benefits
- This role is eligible for an incentive pay component, including an upcapped target sales incentive.
- As Tutor’s district business scales successfully, there may be an opportunity to build and lead a broader district sales organization.
- Remote work at a distributed company, with significant hours overlap with one of the Americas time zones.
Company Overview