Vice President of Sales

Job Overview

The Vice President of Sales is a strategic, executive-level leadership role responsible for scaling, optimizing, and enabling The Media Source’s revenue engines across its portfolio of respected publishing and library services brands: Junior Library Guild, Library & School Library Journals and The Horn Book.

Junior Library Guild is a premier book review and collection development service for K–12 and public libraries nationwide. More than 20,000 librarians trust JLG to deliver award‑winning, expertly curated books that inspire young readers. Library Journal, School Library Journal and The Horn Book are trusted publications for the library market providing exception journalism, market information and book reviews for library professionals.

This role owns sales operations strategy and provides the infrastructure, insights, and processes that allow sales teams to succeed. The VP of Sales focuses on driving growth, retention, and expansion through operational excellence, analytics, forecasting, systems leadership, and cross‑functional collaboration.

The Vice President of Sales will provide direct oversight to the MSI Sales Management Team and will assume indirect leadership responsibility for approximately 40 members of the JLG Inside Sales Team, encompassing both on‑site and remote employees, as well as four external sales representatives from The Media Group. This role is responsible for the strategic direction, performance management, and operational leadership of all sales functions within these groups.

Key Responsibilities

Sales Operations Strategy & Execution

• Design and lead a comprehensive sales operations strategy that supports revenue growth across K–12 and public library markets.
• Optimize sales processes across the full customer lifecycle: acquisition, renewal, upselling, and expansion.
• Establish scalable frameworks that improve efficiency, consistency, and predictability of sales performance.

Revenue Analytics & Forecasting

• Own forecasting, pipeline management, and performance reporting across all revenue streams
• Build and maintain dashboards and KPIs that provide actionable insights to sales leadership and executive stakeholders.
• Guide data-driven decision‑making related to market coverage, territory design, capacity planning, and growth opportunities.

Systems & Tools Ownership

• Lead CRM (Microsoft Dynamics) and sales technology strategy, adoption, and optimization. Other platforms such as Hubspot & Power BI.
• Partner with Marketing, Finance, Product, and IT to ensure systems align with go‑to‑market needs.
• Identify and implement tools that streamline workflows and enable sales productivity.

Sales Enablement & Team Support

• Empower sales leaders and teams with clear processes, training, documentation, and insights.
• Support onboarding, ongoing enablement, and performance coaching efforts.
• Act as a trusted partner to frontline sales leadership, removing friction and barriers to success.

Cross‑Functional Leadership

• Collaborate closely with Marketing, Editorial, Customer Success, Finance, and Operations to align revenue strategy.
• Translate company strategy into operational plans that sales teams can execute effectively.
• Champion a culture of accountability, transparency, and continuous improvement

Ideal Candidate Profile

• 8 -10 years of experience in B2B sales operations, revenue operations, or sales leadership roles
• Proven success building and scaling sales operations in complex, relationship‑driven markets.
• Strong analytical and strategic thinking skills with the ability to translate data into action.
• Experience supporting subscription or recurring‑revenue business models preferred.
• Collaborative leadership style that emphasizes enablement, trust, and partnership
• Comfortable influencing without authority and working across highly cross‑functional environments.
• Passion for education, libraries, publishing, or mission‑driven organizations is a strong plus.

Why Join Media Source

• Lead sales strategy for trusted, iconic brands in education and library services.
• Make a meaningful impact on literacy, learning, and access to quality content nationwide.
• Partner with experienced, mission‑driven teams in a respected organization
• Opportunity to shape how sales operates across a growing and evolving portfolio.

Who You Are

• Highly organized and detail‑oriented, with the ability to manage multiple priorities.
• A proactive problem solver who takes ownership and follows through.
• Comfortable operating in a fast‑paced, evolving environment.
• Able to clearly communicate complex data and operational concepts.
• A servant‑leader mindset: you enable others to succeed while rolling up your sleeves when needed.

Equal Opportunity Employer

MSI is an Equal Opportunity and Affirmative Action Employer committed to building a diverse and inclusive workplace.