Vice President of Account Management

📌 Core Information

🔹 Job Title: Vice President of Account Management

🔹 Company: Renaissance

🔹 Location: Remote, Philadelphia, Pennsylvania, United States & Remote, Atlanta, Georgia, United States

🔹 Job Type: Full-time

🔹 Category: Primary and Secondary Education

🔹 Date Posted: 2025-04-25

🔹 Experience Level: 10+ years

🔹 Remote Status: Hybrid (Remote & On-site)

🚀 Job Overview

Key aspects of this role include:

• Leading a high-performing sales organization to drive growth and customer retention
• Managing Regional Vice Presidents (RVPs) and ensuring effective pipeline management
• Strategic deal execution and cross-functional collaboration with Customer Success and other sales verticals
• Proven expertise in pipeline management, sales forecasting, renewal strategy, and coaching high-level sales leaders
• Significant in-field presence to support team development and strategic deal execution (travel of up to 30%)

ASSUMPTION: This role requires a strategic and hands-on leader with a proven track record in sales management and a deep understanding of the K–12 education market.

📋 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 requires a balance of strategic planning and hands-on management to drive sales success and customer retention.

🎯 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 Renaissance products and services

ASSUMPTION: Candidates should have a strong background in sales management, with a proven track record in driving growth and customer retention in the K–12 education market.

💰 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
• 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 (40 hours per week) with up to 30% travel required

ASSUMPTION: The salary range provided is inclusive of the base salary and excludes any variable components. Benefits are comprehensive and competitive, focusing on employee well-being and work-life balance.

📌 Applicant Insights

🔍 Company Context

Industry: Primary and Secondary Education. 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: 1,001-5,000 employees. As a mid-sized company, Renaissance offers a blend of established processes and growth opportunities, allowing employees to make a significant impact while benefiting from the resources and support of a larger organization.

Founded: 1986. With over three decades of experience, Renaissance has a rich history and a strong reputation in the education technology industry.

Company Description:

• Renaissance offers a portfolio of solutions, including Star Assessments, myIGDIs, myON, Accelerated Reader, Freckle, and Schoolzilla, to support educators in accelerating student growth and improving learning outcomes.
• The company is committed to providing educators with insights and resources to help all students build a strong foundation for success, with a focus on data-driven instruction, personalized learning, and whole child education.
• Renaissance is an award-winning company, recognized for its inclusive company culture and top-notch product offerings. In 2024, Renaissance earned a consecutive Great Place to Work® certification and was named to Fast Company's list of 100 Best Workplaces for Innovators! In 2023, we were also recognized as a Best Workplace for Women by Fortune magazine.

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 is a well-established company with a strong focus on innovation and a commitment to improving learning outcomes for students worldwide.

📊 Role Analysis

Career Level: Executive. This role is a senior leadership position, requiring strategic decision-making, team management, and cross-functional collaboration.

Reporting Structure: The Vice President of Account Management reports directly to an Area Vice President of Sales and manages a team of Regional Vice Presidents (RVPs), each overseeing teams of individual quota-carrying Account Managers.

Work Arrangement: Hybrid (Remote & On-site). This role requires significant in-field presence to support team development and strategic deal execution (travel of up to 30%).

Growth Opportunities:

• Proven track record of internal promotions and career growth within Renaissance
• Opportunities to expand leadership responsibilities and impact as the company continues to grow
• Access to professional development and training resources to support career advancement

ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to expand leadership responsibilities and impact as the company continues to grow.

🌍 Location & Work Environment

Office Type: Hybrid (Remote & On-site). This role requires significant in-field presence to support team development and strategic deal execution (travel of up to 30%).

Office Location(s): Remote, Philadelphia, Pennsylvania, United States & Remote, Atlanta, Georgia, United States

Geographic Context:

• Philadelphia, Pennsylvania, United States: A major city on the East Coast, Philadelphia offers a rich cultural scene, historical significance, and a diverse range of neighborhoods. It is home to numerous educational institutions and is an ideal location for professionals in the education technology industry.
• Atlanta, Georgia, United States: A major city in the Southeast, Atlanta is known for its vibrant arts scene, diverse neighborhoods, and a thriving business community. It is an ideal location for professionals seeking a balance between urban living and southern charm.

Work Schedule: Full-time (40 hours per week) with up to 30% travel required

ASSUMPTION: The hybrid work arrangement allows for flexibility and work-life balance, while the travel requirement ensures that the successful candidate is comfortable with frequent in-field presence.

💼 Interview & Application Insights

Typical Process:

• Phone or video screening to assess cultural fit and basic qualifications
• In-depth behavioral interviews to evaluate leadership skills, sales acumen, and problem-solving abilities
• Final round interviews with key stakeholders, including the Area Vice President of Sales and other senior leaders
• Background and reference checks

Key Assessment Areas:

• Leadership and management skills, including coaching, team development, and performance management
• Sales expertise, including pipeline management, forecasting, and strategic deal execution
• Industry knowledge, with a deep understanding of the K–12 education market and education policy trends
• Communication and interpersonal skills, with the ability to influence, inspire, and collaborate effectively
• Problem-solving and adaptability, with a creative approach to navigating complex sales environments

Application Tips:

• Tailor your resume and cover letter to highlight your sales management experience, leadership achievements, and relevant industry knowledge
• Prepare for behavioral interviews by reflecting on your past experiences and developing concise, structured responses to common sales leadership questions
• Research Renaissance and the K–12 education market to demonstrate your understanding of the company's mission and the industry landscape
• Be prepared to discuss your approach to pipeline management, sales forecasting, and strategic deal execution in detail

ATS Keywords: Sales Management, Pipeline Management, Sales Forecasting, Renewal Strategy, Customer Success, Cross-Functional Leadership, CRM, Education Industry, K–12 Education, Sales Leadership, Strategic Deal Execution, Team Development, Change Management

ASSUMPTION: The interview process will focus on evaluating the candidate's leadership skills, sales acumen, and industry knowledge, with a strong emphasis on behavioral-based questions and real-life scenarios.

🛠️ 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, Google Meet)
• Project management tools (Asana, Trello, Jira)
• Data visualization tools (Tableau, Power BI)

ASSUMPTION: The successful candidate will be comfortable using a range of sales, productivity, and collaboration tools to manage their team and drive sales success.

👔 Cultural Fit Considerations

Company Values:

• Trust each other
• Win together
• Strive for the best
• Own our actions
• Grow and evolve

Work Style:

• Collaborative and team-oriented, with a strong emphasis on cross-functional collaboration and knowledge sharing
• Data-driven and results-focused, with a commitment to continuous improvement and innovation
• Adaptable and resilient, with a willingness to embrace change and navigate ambiguity
• Customer-centric, with a deep commitment to improving learning outcomes for students worldwide

Self-Assessment Questions:

• How do you align with Renaissance's company values, and how have you demonstrated these values in your past experiences?
• How comfortable are you with working in a hybrid environment, and how do you balance remote work with in-field presence?
• How do you approach navigating change and ambiguity, and how have you applied change management practices in your past roles?

ASSUMPTION: Renaissance values a strong cultural fit, with a focus on collaboration, data-driven decision making, and a commitment to continuous improvement and innovation.

⚠️ Potential Challenges

• Managing a remote team and balancing in-field presence with virtual collaboration
• Navigating a complex sales environment with multiple stakeholders, including customers, partners, and internal teams
• Adapting to change and maintaining team morale in a dynamic market
• Balancing strategic planning and hands-on management to drive sales success and customer retention
• Meeting or exceeding revenue targets and growth objectives in a competitive market

ASSUMPTION: The successful candidate will be comfortable navigating these challenges and will leverage their leadership skills, sales acumen, and industry knowledge to drive success in this role.

📈 Similar Roles Comparison

• This role differs from other sales leadership positions in its focus on driving growth and customer retention through strategic pipeline management, cross-functional collaboration, and strategic deal execution.
• In the education technology industry, this role is unique in its emphasis on K–12 education market expertise, education policy trends, and a deep understanding of customer lifecycle management.
• Career path comparison: This role is a senior leadership position with significant growth potential, offering opportunities to expand leadership responsibilities and impact as the company continues to grow.

ASSUMPTION: This role offers a unique blend of strategic planning, cross-functional collaboration, and hands-on management, making it an attractive opportunity for experienced sales leaders in the education technology industry.

📝 Sample Projects

• Developing and implementing a comprehensive renewal strategy to maximize retention and expansion opportunities, in collaboration with Customer Success leadership
• Leading a team of Regional Vice Presidents (RVPs) to achieve or exceed revenue targets and growth objectives in a competitive market
• Strategic deal execution, including opportunity inspection, deal progression, and risk mitigation to increase deal value and reduce cycle time

ASSUMPTION: These sample projects highlight the strategic, collaborative, and hands-on nature of this role, requiring a strong blend of leadership, sales, and industry-specific skills.

❓ Key Questions to Ask During Interview

• How does Renaissance support the professional development and career growth of its sales leaders?
• What are the key priorities for this role in the first 90 days, and how can I contribute to driving success in these areas?
• How does Renaissance approach cross-functional collaboration, and what are the key stakeholders for this role?
• What are the most significant challenges facing the K–12 education market, and how can this role contribute to addressing these challenges?
• How does Renaissance measure the success of its sales leaders, and what are the key performance indicators (KPIs) for this role?

ASSUMPTION: Asking these questions will help you better understand the role, the company culture, and the expectations for success in this position.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your sales management experience, leadership achievements, and relevant industry knowledge
• Prepare for behavioral interviews by reflecting on your past experiences and developing concise, structured responses to common sales leadership questions
• Research Renaissance and the K–12 education market to demonstrate your understanding of the company's mission and the industry landscape
• Be prepared to discuss your approach to pipeline management, sales forecasting, and strategic deal execution in detail
• Follow up with the hiring manager one week after your final interview to express your continued interest in the role and to ask any remaining questions

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