Vice President of Up-Market Sales

When you join Renaissance®, you join a global leader in pre-K–12 education technology! Renaissance’s solutions help educators analyze, customize, and plan personalized learning paths for students, allowing time for what matters—creating energizing learning experiences in the classroom.  

Our fiercely passionate employees and educational partners have helped drive phenomenal student growth, with Renaissance solutions being used in over one-third of US schools and in more than 100 countries worldwide! Every day, we are connected to our mission by exemplifying our values: trust each other, win together, strive for the best, own our actions, and grow and evolve.  

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. 

For this role as an Vice President of Up-Market Sales, you must have:

• 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. 

• 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. 

All your information will be kept confidential according to EEO guidelines.

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 for eligible employees include:

• 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

Frequently cited statistics show that some women, underrepresented individuals, protected veterans and individuals with disabilities may only apply to roles if they meet 100% of the qualifications. At Renaissance, we encourage all applications! Roles evolve over time, especially with innovation, and you may be just the person we need for the future!

EQUAL OPPORTUNITY EMPLOYER

Renaissance is an equal opportunity employer and does not discriminate with respect to any term, condition or privilege of employment based on race, color, religion, sex, sexual orientation, gender identity or expression, age, disability, military or veteran status, marital status, or status of an individual in any group or class protected by applicable federal, state, or local law.

REASONABLE ACCOMMODATIONS

Renaissance also provides reasonable accommodations for qualified individuals with disabilities in accordance with the Americans with Disabilities Act and applicable state and local laws. If accommodation is needed to participate in the job application or interview process, please contact Talent Acquisition.

EMPLOYMENT AUTHORIZATION

Applicants must be authorized to work for any employer in the United States. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

For information about Renaissance, visit: https://www.renaissance.com/