The Opportunity
Vanteo's BDV Cultural Exchange business is building a net-new sales function for its five J-1 teacher-placement brands — TPG, ITES, Global, J1X, and HRC.
Three Regional Sales Leaders will deliver our goal. Each new Sales Leader owns a region, a quota, and a team of four New Sales reps — and each one is responsible for creating the funnel that feeds it. There is no inherited book of business. You'll map the market, open the doors, carry deals of your own, and coach your team to do the same.
It's a fast, demanding environment, and an enjoyable one — we move quickly, hit real obstacles, and look to the people in this seat to find the way through them, bringing in partners across Vanteo when that's the fastest path.
What You'll Own
Create the funnel
- Build your region's pipeline from zero. Map every public district, charter network, and voucher-funded or private school in your territory, prioritize them using the market analysis and opportunity scoring we've already built, and run the outbound, event, and referral motion that fills the top of the funnel. Revenue & Demand Generation supports you with campaigns, lead scoring, and target lists — but the funnel is yours.
- Diversify who your region sells to. Build parallel pipelines into charter networks and private and voucher-funded schools, where budget authority is faster and more durable, alongside public districts.
- Turn partners into pipeline. Develop working relationships in your region with state Departments of Education, local communities, and third-party recruiters, and grow them into a steady source of referrals for the national partner network
- Show up where decisions get made. Build trust with superintendents, HR directors, network CAOs, heads of school, and principals. Be present at the state and regional conferences, job fairs, and association events where hiring gets decided.
Carry a number and close it
- Carry a personal quota. Work a book of your own strategic accounts — large districts, multi-school networks, and multi-brand opportunities — and close them yourself. You lead from the front.
- Sell the right brand to the right buyer. Know all five brands, from ultra-premium, full-service placement to lean, teacher-funded sponsorship, well enough to match each school to the best-fit program instead of pitching one generic J-1 offer.
- Turn a 'yes' into a signed contract. Qualify tightly and move every deal through the deal-desk and contracting process until it's a countersigned agreement — so a verbal commitment can't evaporate.
- Hold the line on quality and compliance. Every school your region brings in has to clear the compliance and school-quality review.
Lead a team that hits its number
- Hire and ramp your team. Recruit, onboard, and develop four New Sales Reps using Sales Operations' playbooks and training to get them productive fast. You will also need to coordinate independent (1099) contractors that will work alongside the team on various assignments.
- Grow and develop your people. Hold regular one-on-ones, set development goals with each rep, build clear career paths, and recognize and promote strong performers. Your success is measured by how your team grows, not only by the number.
- Set and manage quota. Break the regional number into rep-level targets and activity goals, run weekly pipeline reviews, and step in early when a rep or a deal is off track.
- Coach in the field. Join calls and visits, review deals, and sharpen how your team prospects, qualifies, and closes.
- Forecast with discipline. Keep HubSpot accurate for yourself and your team, and deliver a regional commit the Head of Education Growth and Partnerships can take to the President and the Board.
- Feed the engine. Share what you learn in the field, such as competitor pricing, buyer objections, and process gaps, with Sales Operations and Revenue & Demand Generation so the whole function gets sharper.
- Collaborate across Vanteo. Work hand in hand with your fellow Regional Sales Leaders, Enterprise Sales, account management, and the five brand teams to share leads, coordinate on multi-brand accounts, and hand off clients smoothly.
What You Need
- A record of carrying — and beating — a quota. 7+ years in new-business B2B or B2G sales with consistent attainment you can show us.
- Experience leading a quota-carrying team. 2+ years managing or player-coaching sellers, with a track record of hiring and developing reps who hit their numbers.
- Proof you can build a funnel from nothing. You've opened a new territory, launched a new offer, or built a book from scratch — not just managed one someone else built.
- K-12 buyer range. A real understanding of how public districts, charter networks, and private and voucher-funded schools each buy — budget cycles, procurement paths, and decision-makers.
- Comfort with long, relationship-driven cycles. Our sales cycle runs 2–3 years. You know how to multi-thread across stakeholders and keep near-term pipeline healthy while longer deals mature.
- J-1 or education staffing knowledge. Strongly preferred. Familiarity with J-1 exchange-visitor sponsorship, international teacher programs, or education staffing helps you sell credibly on day one.
- Partner-building experience. Experience turning state agencies, community organizations, or recruiters into a source of referrals.
- CRM discipline. Hands-on HubSpot (or comparable CRM) experience, and the expectation that your team lives in it too.
How You Work
- A player-coach. You're as comfortable closing your own deal as coaching a rep through theirs.
- A hunter. You'd rather open a new door than wait for an inbound lead.
- Honest with the numbers. You call risk early, forecast honestly, and never count a verbal yes as a win.
- An obstacle-clearer. You see a blocker and find the workaround and put it in motion, fast, rather than waiting for someone else to fix it.
- Collaborative. You build trust across teams, share credit, and bring colleagues in early.
Why This Role
You're not taking over a territory — you're building one, with your own team, under a real deadline. If you want to own a number, create the funnel that delivers it, and lead the people who help you get there, this is that seat.
