Vice President of Up-Market Sales

The Vice President of Account Management (East) is a senior sales leadership role responsible for driving growth and customer retention through the leadership of a high-performing sales organization. Reporting to an Area Vice President of Sales, this leader will directly manage a team of Regional Vice Presidents (RVPs), each overseeing teams of individual quota-carrying Account Managers. The ideal candidate will bring deep expertise in pipeline management, sales forecasting, renewal strategy, and coaching high-level sales leaders. They will partner cross-functionally with Customer Success and other sales verticals to ensure a cohesive and organized approach across the East region.This role requires significant in-field presence to support team development and strategic deal execution (travel of up to 30%).Crucial Functions & Responsibilities Leads 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. Drives pipeline management across the territory with a focus on both net-new business and renewal revenue; ensures accurate forecasting of opportunity value, win probability, and renewal likelihood through coaching of RVPS to deliver rigorous opportunity inspection and coaching to sellers. Partners with Customer Success leadership to develop and implement a cohesive renewal strategy that maximizes retention and expansion opportunities; aligns sales motions with account health indicators and customer lifecycle insights. Holds 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. Serves as a connector and strategic partner to VPs of other sales verticals, ensuring a unified and organized go-to-market approach across the Area; shares best practices and coordinates cross-functional efforts to eliminate silos and optimize outcomes. Develops and executes sales strategies aligned to Area goals and corporate priorities, ensuring alignment between field execution and strategic direction. Models 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. Maintains deep expertise in education industry trends, policy shifts, funding dynamics, and competitive landscape to inform strategy and support RVPs in navigating complex sales environments. Invests time in the field, observing leader and team performance, building customer relationships, and supporting key deals to ensure market alignment and real-time coaching.