Regional Vice President (K-12 Sales)

Overview of Position

Nerdy is seeking a Regional Vice President of Institutional Sales to join our Varsity Tutors for Schools team. This leader will oversee our West Region and a team of K-12 Educational Field Representatives and Strategic Account Executives. The Regional Vice President will be a critical part of driving the growth of our K-12 institutional business and maximizing the performance of the team. This person will be responsible for managing a field sales team that is tasked with building relationships with key decision-makers at the school district level and selling our suite of products that bring live learning solutions to students district-wide. The individual in this role should be well-versed in the K-12 education landscape, including funding, state initiatives, demographics, and the procurement process for K-12 schools and districts. The person in this key leadership role will help inform our overall go-to-market strategy and will focus on maximizing the sales efficiency of the team and revenue growth for the company. This is a remote role with national territory coverage, allowing this leader and team to drive business across the K-12 institutional market. 

The individual in this role needs to exhibit a high level of professionalism and have the ability to build strong relationships with key stakeholders, as well as drive sales execution of the team. The Regional Vice President will be an advocate for Varsity Tutors, its brand, and its suite of learning products and programs.

About Nerdy:

Nerdy (NYSE: NRDY) is a leading platform for live online learning, with a mission to transform the way people learn through technology. The Company’s purpose-built proprietary platform leverages technology, including AI, to connect learners of all ages to experts, delivering superior value on both sides of the network. Nerdy’s comprehensive learning destination provides learning experiences across 3,000+ subjects and multiple formats—including one-on-one instruction, small group classes, large format group classes, and adaptive self-study. Their proprietary platform leverages AI to personalize the experience for Learners of all ages —from kindergarten to professional—in academic, test prep, enrichment, and certification subjects. Nerdy’s flagship business, Varsity Tutors, is one of the nation’s largest platforms for live online tutoring and classes. Its solutions are available directly to students and consumers, as well as through schools and other institutions. Learn more about Nerdy at https://www.nerdy.com/.

Nerdy’s shareholder letters below explain the product and strategy and are the most effective way to learn about what the company is building. 

• Q1-2024 Shareholder Letter
• Q4-2023 Shareholder Letter
• Q3-2023 Shareholder Letter

Qualifications

• Bachelor-level degree required
• 10+ years of successful K-12 sales and management experience 
• Strong leadership qualities with the ability to drive accountability and develop/motivate a team of K-12 account executives
• Intermediate/advanced proficiency demonstrating technology-based learning solutions
• Proficiency in google suite, web-based presentation tools & video conference tools
• Excellent verbal and written communication skills
• Strong analytical and problem-solving skills
• Strong customer relations skills and high emotional intelligence
• Ability to travel as needed to visit with key stakeholders, school officials, and district leaders

Responsibilities

• Manage, develop, and drive accountability with a team of highly functioning account executives   
• Build and manage a sales pipeline with school districts to drive organic growth of the K-12 business
• Develop and execute a prospecting strategy that sources new business opportunities through cold calling, client referrals, emails, and networking
• Maintain expertise in product knowledge of Varsity Tutors’ product suite, the educational industry, and factors influencing the market environment
• Engage key stakeholders using effective consultative techniques including pre-call planning and productive questioning strategies that lead to winning business
• Conduct consultative sales conversations to understand customer needs, highlight Varsity Tutors differentiators, and provide product recommendations that meet the needs of school clients
• Drive sales quickly to a close within the education system using a process-driven procurement process 
• Understand the K-12 procurement process and accurately forecast upcoming customer activity to sales leadership and executive team
• Use the CRM to accurately track customer-related activities, communication, market data, and critical issues 
• Achieve key success metrics and goals consistently
• Collaborate with colleagues from other departments to improve efficiency and facilitate a successful customer experience 
• Gather customer feedback to understand the customer experience deeply and share learnings to inform the field sales team, go to market strategy, and product enhancements

Leadership Principles & Culture:

• Builds Teams: Leads the work of hiring and promoting bar-raising talent. Responsible for employee development, even when it means moving people to other areas to help them grow.  
• Thinks Big: Sets ambitious and audacious goals and is willing to consider boldly different solutions to achieve them. 
• Insists on High Standards: Recognizes that yesterday’s extraordinary is today’s ordinary.  Identifies and articulates high standards and pushes themselves and the teams to reach them. 
• Bias for Action: Recognizes that most decisions are not one-way doors and demonstrates strong bias for speed, but makes decisions and acts with the speed that is appropriate to the circumstances. 
• Builds Trust: Establishes trust, even with those who think differently. Actively listens, seeks to understand, and is kindly candid in conversation. Humbly owns mistakes, even when it’s uncomfortable. 
• Goes Deep: Understands the details and audits frequently. When inconsistencies exist between expected results and anecdotes, tenaciously digs into why. Rolls up their sleeves and do what’s needed. 
• Has Conviction: Insists on having the conversation “in the room” and actively participates, even when it’s exhausting. Does not capitulate for the sake of consensus, nor “pocket vetos” decisions.  Fully committed once a decision has been made. 
• Delivers Results: Leaders identify what needs to be accomplished and deliver quality, timely results. When setbacks occur, leaders persevere and overcome. 
• Is Right, A Lot: Most decisions and suggestions prove to be correct, given a situation’s context,  when judged over time. 
• Apolitical: Embraces and supports Nerdy as an apolitical company and recognizes that we can have the largest impact if we are united in our focus on helping people learn and not divided or distracted by advancing unrelated causes.

Benefits

• Total Compensation Package including Competitive Salary, Variable Compensation, and Equity (Restricted Stock Units) in the company
• Healthcare Plans (Medical, Dental, Vision, Life)
• 401k Company Matching Plan (no vesting period)
• Maternity, Paternal, and Adoption Leave
• Remote Position
• Flexible PTO
• Free Learning Membership for you and your household (1-1 tutoring hours, unlimited use of on-demand services, and access to our online classes)
• Unique opportunity to help transform how the world learns!
• Fun, collaborative, and team-oriented work environment with plenty of training and a feedback-rich culture

Nerdy is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.