Vice President of Account Management

📌 Core Information

🔹 Job Title: Vice President of Account Management

🔹 Company: Renaissance

🔹 Location: Remote, Atlanta, Georgia, United States

🔹 Job Type: Full-time

🔹 Category: Education, Sales

🔹 Date Posted: 2025-04-25

🔹 Experience Level: 10+ years

🔹 Remote Status: Remote

🚀 Job Overview

Key aspects of this role include:

• Leading a high-performing sales team responsible for driving growth and customer retention in the East region
• Managing Regional Vice Presidents (RVPs) and coaching them to achieve performance targets
• Developing and implementing sales strategies aligned with area goals and corporate priorities
• Collaborating cross-functionally with Customer Success and other sales verticals to ensure a cohesive go-to-market approach
• Modeling effective use of CRM and other sales technologies to support data-driven decision making and pipeline hygiene

ASSUMPTION: This role requires significant in-field presence to support team development and strategic deal execution, with travel up to 30%.

📋 Key Responsibilities

✅ Lead a high-performing team of Regional Vice Presidents (RVPs), providing regular coaching, setting clear performance expectations, and delivering actionable feedback to drive team growth and accountability.

✅ Drive pipeline management across the territory with a focus on both net-new business and renewal revenue; ensure accurate forecasting of opportunity value, win probability, and renewal likelihood through coaching of RVPs to deliver rigorous opportunity inspection and coaching to sellers.

✅ Partner with Customer Success leadership to develop and implement a cohesive renewal strategy that maximizes retention and expansion opportunities; align sales motions with account health indicators and customer lifecycle insights.

✅ Hold responsibility for the consistent, proactive management of team opportunity pipelines, identifying risk and acceleration points, and equipping RVPs with strategies to increase deal value and reduce cycle time.

✅ Serve as a connector and strategic partner to VPs of other sales verticals, ensuring a unified and organized go-to-market approach across the Area; share best practices and coordinate cross-functional efforts to eliminate silos and optimize outcomes.

✅ Develop and execute sales strategies aligned to Area goals and corporate priorities, ensuring alignment between field execution and strategic direction.

✅ Model effective use of CRM and other sales technologies, reinforcing the adoption of sales processes that support data-driven decision making, pipeline hygiene, and forecast accuracy.

✅ Maintain deep expertise in education industry trends, policy shifts, funding dynamics, and competitive landscape to inform strategy and support RVPs in navigating complex sales environments.

✅ Invest time in the field, observing leader and team performance, building customer relationships, and supporting key deals to ensure market alignment and real-time coaching.

ASSUMPTION: This role involves a significant amount of travel (up to 30%) to support team development and strategic deal execution.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)

Experience: 10+ years of progressive success in a field sales role, with consistent achievement of revenue targets and strategic growth objectives in a complex B2B environment. 5+ years of proven leadership managing high-performing sales teams with preferred experience leading leaders (e.g., RVPs), with demonstrated success in coaching for performance, setting high expectations, and managing accountability in a distributed team environment.

Required Skills:

• Proven track record of strategic pipeline management, including forecasting accuracy, deal inspection, opportunity progression, and risk mitigation, especially in enterprise-level or renewal-driven sales models.
• Experience leading or partnering on renewal and retention strategies in collaboration with Customer Success, with a strong understanding of how customer health, usage data, and lifecycle management impact revenue predictability.
• Cross-functional leadership experience, effectively collaborating with peers across sales verticals, product, marketing, and customer success to drive organizational alignment and cohesive regional strategies.
• Exceptional CRM and sales tool fluency, with the ability to leverage data and systems for opportunity management, performance insights, and pipeline transparency.
• Demonstrated success navigating change, leading teams through ambiguity, and applying change management practices to maintain morale and drive adoption.
• Deep knowledge of K–12 education markets, buyer personas, instructional practices, assessment software, and funding sources relevant to enterprise-scale deals.
• Strong command of education policy and the ability to anticipate and respond to market shifts based on emerging legislation, trends, or stakeholder needs.
• Executive presence and superior communication skills, with the ability to influence, inspire, and communicate clearly across all levels of an organization, both internally and externally.
• Creative problem-solver with a bias for action, capable of operating without a playbook and generating innovative approaches in a dynamic market.

Preferred Skills:

• Experience with Salesforce or similar CRM platforms.
• Familiarity with education assessment software and tools.

ASSUMPTION: While not explicitly stated, proficiency in English is required for this role due to the nature of the industry and the job responsibilities.

💰 Compensation & Benefits

Salary Range: The base range for this position is $160,300 - $205,000 may vary by experience and location. This is not inclusive of a variable component.

Benefits:

• World Class Health Benefits: Medical, Prescription, Dental, Vision, Telehealth
• Health Savings and Flexible Spending Accounts
• 401(k) and Roth 401(k) with company match
• Paid Vacation and Sick Time Off
• 12 Paid Holidays
• Parental Leave (20 total weeks with 14 weeks paid) & Milk Stork program
• Tuition Reimbursement
• Life & Disability Insurance
• Well-being and Employee Assistance Programs

Working Hours: Full-time, typically 40 hours per week, with flexibility for remote work.

ASSUMPTION: The salary range provided is inclusive of a base salary component and may include additional variable compensation based on performance.

📌 Applicant Insights

🔍 Company Context

Industry: Renaissance is a global leader in assessment, reading, and math solutions for pre-K–12 schools and districts, committed to providing educators with insights and resources to accelerate growth and help all students build a strong foundation for success.

Company Size: Renaissance has 1,001-5,000 employees, providing a mid-sized company environment with opportunities for growth and collaboration.

Founded: Renaissance was founded in 1986 and has since grown to serve over one-third of US schools and more than 100 countries worldwide.

Company Description:

• Renaissance offers a comprehensive portfolio of solutions, including Star Assessments, myIGDIs, myON, Accelerated Reader, Freckle, and Schoolzilla, to support educators and students in various aspects of learning and assessment.
• The company is committed to creating an inclusive company culture and has been recognized as a Great Place to Work® and a Best Workplace for Innovators by Fast Company, as well as a Best Workplace for Women by Fortune magazine.
• Renaissance is dedicated to empowering K-12 educators to See Every Student, with a focus on personalized learning and data-driven instruction.

Company Specialties:

• Science of Reading
• Early literacy
• Early learning
• Preschool phonics
• English learners
• Biliteracy
• Dyslexia
• Data-driven instruction
• Personalized learning
• Universal Screening
• Progress monitoring
• Curriculum-based measures
• Assessment
• Reading assessment
• Math assessment
• Math skills
• Student intervention
• Whole child education
• Social Emotional Learning
• MTSS
• Dyslexia
• and Test scores

Company Website: https://www.renaissance.com/

ASSUMPTION: Renaissance's focus on education and assessment software makes it an ideal fit for candidates with a passion for education and a strong background in sales, particularly in the K-12 sector.

📊 Role Analysis

Career Level: This role is at the senior leadership level, reporting directly to an Area Vice President of Sales and overseeing a team of Regional Vice Presidents (RVPs).

Reporting Structure: The Vice President of Account Management (East) will have a team of RVPs reporting directly to them, with each RVP managing a team of individual quota-carrying Account Managers.

Work Arrangement: This role is remote-friendly, with a significant amount of travel required (up to 30%) to support team development and strategic deal execution.

Growth Opportunities:

• Proven success in this role may lead to advancement opportunities within Renaissance's sales organization or other areas of the business.
• The dynamic nature of the education industry and Renaissance's commitment to innovation provide ample opportunities for professional development and growth.
• Collaborating with cross-functional teams and stakeholders offers the chance to expand skills and gain exposure to various aspects of the business.

ASSUMPTION: Given Renaissance's size and growth trajectory, there are ample opportunities for career progression within the company.

🌍 Location & Work Environment

Office Type: Remote-friendly, with a significant amount of travel required (up to 30%) to support team development and strategic deal execution.

Office Location(s): While the role is remote-friendly, Renaissance has offices in Wisconsin Rapids, WI; Bloomington, MN; Minneapolis, MN; Vancouver, WA; London, England; and Wollongong, NSW, Australia. The successful candidate may be expected to travel to these locations as needed.

Geographic Context:

• Atlanta, Georgia, where the role is based, is the most populous city in the state and the ninth-most populous city in the United States, with a diverse economy and a thriving job market.
• The Southeast region, where Atlanta is located, is home to a significant number of K-12 schools and districts, providing ample opportunities for growth and expansion in the education market.
• Georgia is a right-to-work state, offering flexibility and opportunities for both employers and employees in the labor market.

Work Schedule: Full-time, typically 40 hours per week, with flexibility for remote work and potential adjustments based on team needs and business priorities.

ASSUMPTION: The remote-friendly nature of this role allows for greater flexibility in work-life balance, while the travel requirements ensure that the successful candidate is comfortable with frequent travel.

💼 Interview & Application Insights

Typical Process:

• Online application and resume submission
• Phone or video screening with the Talent Acquisition team
• Behavioral and situational interviews with the hiring manager and other stakeholders
• Final round interviews, potentially including a presentation or case study component
• Background check and offer extension

Key Assessment Areas:

• Sales experience and track record
• Leadership and coaching skills
• Strategic thinking and planning
• CRM and sales tool proficiency
• Industry knowledge and market trends
• Communication and presentation skills
• Problem-solving and adaptability

Application Tips:

• Tailor your resume and cover letter to highlight relevant sales experience, leadership achievements, and industry-specific knowledge.
• Prepare for behavioral and situational interview questions by reflecting on your past experiences and accomplishments, focusing on the impact you made and the lessons you learned.
• Research Renaissance's company culture and values to ensure a strong fit and demonstrate your enthusiasm for the role during the interview process.
• Be prepared to discuss your approach to pipeline management, sales strategy development, and team leadership in the context of the role's responsibilities.
• Follow up with the hiring manager or Talent Acquisition team after each interview round to express your continued interest in the position.

ATS Keywords: Sales leadership, pipeline management, sales forecasting, renewal strategy, coaching, CRM, education industry, K-12, assessment software, market trends, strategic planning

ASSUMPTION: Renaissance's use of an Applicant Tracking System (ATS) to manage the recruitment process requires applicants to include relevant keywords in their resume and application materials to ensure proper matching and consideration for the role.

🛠️ Tools & Technologies

• Salesforce or similar CRM platforms
• Microsoft Office Suite (Word, Excel, PowerPoint)
• Google Workspace (Gmail, Google Docs, Google Sheets, Google Slides)
• Video conferencing tools (Zoom, Microsoft Teams)
• Project management tools (Asana, Trello, Jira)
• Sales enablement platforms (Seismic, Showpad, Highspot)
• Education assessment software and tools (Renaissance's proprietary solutions)

ASSUMPTION: Proficiency in the listed tools and technologies is preferred, but not required, as Renaissance provides training and support to help employees develop the necessary skills for success.

👔 Cultural Fit Considerations

Company Values:

• Empower every student
• See every student
• Collaborate and learn together
• Act with integrity
• Pursue excellence
• Embrace change

Work Style:

• Data-driven and results-oriented
• Collaborative and team-focused
• Adaptable and resilient
• Innovative and creative
• Customer-centric and focused on customer success
• Diverse and inclusive

Self-Assessment Questions:

• How do your personal values align with Renaissance's company values, particularly 'Empower every student' and 'See every student'?
• Describe a time when you had to navigate a significant change in your work environment. How did you adapt, and what was the outcome?
• How do you approach collaboration and learning with your team members, and how have you fostered a culture of growth and development in past roles?

ASSUMPTION: Renaissance places a strong emphasis on cultural fit and seeks candidates who align with their core values and work style preferences.

⚠️ Potential Challenges

• Managing a remote team and ensuring consistent performance and accountability may present unique challenges, requiring strong leadership and communication skills.
• Navigating the complex and dynamic education market may require continuous learning and adaptation to emerging trends, legislation, and stakeholder needs.
• The travel requirements (up to 30%) may present challenges for work-life balance and personal commitments.
• Balancing the need for strategic planning and execution with the demands of day-to-day sales management may require exceptional time management and prioritization skills.
• Ensuring a cohesive and organized go-to-market approach across the Area may necessitate strong cross-functional collaboration and stakeholder management skills.

ASSUMPTION: The successful candidate will be able to identify and mitigate these challenges proactively, leveraging their skills, experience, and Renaissance's resources to drive success in the role.

📈 Similar Roles Comparison

• Compared to other Vice President of Sales roles, this position places a stronger emphasis on pipeline management, renewal strategy, and cross-functional collaboration, particularly with Customer Success.
• In the education industry, this role requires a deeper understanding of K–12 education markets, buyer personas, instructional practices, assessment software, and funding sources relevant to enterprise-scale deals.
• Career progression in this role may lead to opportunities in other senior sales leadership positions within Renaissance or related industries, rather than moving into a more specialized or technical role.

ASSUMPTION: The unique aspects of this role, particularly its focus on pipeline management, renewal strategy, and cross-functional collaboration, set it apart from similar sales leadership positions in other industries or organizations.

📝 Sample Projects

• Developing and implementing a comprehensive pipeline management strategy for the East region, including opportunity inspection, risk mitigation, and acceleration points.
• Collaborating with Customer Success leadership to create a cohesive renewal strategy that maximizes retention and expansion opportunities, aligning sales motions with account health indicators and customer lifecycle insights.
• Partnering with other sales verticals to ensure a unified and organized go-to-market approach across the Area, sharing best practices and coordinating cross-functional efforts to eliminate silos and optimize outcomes.

ASSUMPTION: These sample projects illustrate the strategic and collaborative nature of the Vice President of Account Management role, requiring strong leadership, communication, and problem-solving skills to drive success.

❓ Key Questions to Ask During Interview

• Can you describe the most significant sales strategy you've developed and executed, and what was the outcome?
• How have you approached managing a remote team, and what steps have you taken to ensure consistent performance and accountability?
• Can you provide an example of a time when you had to navigate a complex sales environment, and how did you adapt your approach to achieve success?
• How do you balance the need for strategic planning and execution with the demands of day-to-day sales management?
• Can you discuss your experience with CRM and sales tool adoption, and how you've reinforced the use of sales processes to support data-driven decision making and pipeline hygiene?
• How have you ensured a cohesive and organized go-to-market approach across multiple sales verticals, and what steps have you taken to eliminate silos and optimize outcomes?

ASSUMPTION: Asking these key questions during the interview process will help the candidate better understand the role's requirements and expectations, as well as assess their fit for the position.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight relevant sales experience, leadership achievements, and industry-specific knowledge, emphasizing your fit for the role and enthusiasm for Renaissance's mission.
• Prepare for behavioral and situational interview questions by reflecting on your past experiences and accomplishments, focusing on the impact you made and the lessons you learned.
• Research Renaissance's company culture and values to ensure a strong fit and demonstrate your enthusiasm for the role during the interview process.
• Be prepared to discuss your approach to pipeline management, sales strategy development, and team leadership in the context of the role's responsibilities.
• Follow up with the hiring manager or Talent Acquisition team after each interview round to express your continued interest in the position.

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.