Sales Manager

About the Role

We are seeking a results-driven Sales Manager (Products and Services) who can generate 

revenue immediately while building the systems that enable long-term scale. This role 

leads day-to-day sales execution across credentials, certifications, courses, preparation 

materials, and professional services—owning outbound prospecting, pipeline 

management, deal closure, and account growth.

The Sales Manager is accountable for delivering revenue, strengthening client 

relationships, and establishing a predictable, well-managed sales pipeline aligned with the 

Director of Revenue and Growth’s strategy.

This is a builder role. We are strengthening and formalizing our sales infrastructure while 

actively expanding revenue. Success requires initiative, strategic thinking, and intellectual 

curiosity—not just sales execution.

You will:

• Personally generate revenue through outbound and relationship-based selling

• Build repeatable sales systems and automation

• Identify white space in our market

• Expand into private-sector audiences

• Discover new product and sponsorship opportunities

• Turn conversations into entirely new revenue streams

Responsibilities

1. Direct Revenue Generation

• Prospect and close individuals, mid-market, enterprise, and institutional buyers

• Lead full sales cycle: outreach → discovery → proposal → negotiation → close

• Sell credentials, certifications, online courses, live courses, associated bulk study 

materials, and related professional services

• Engage employers, associations, agencies, and private-sector partners

• Convert both inbound and self-generated leads

2. Market Discovery & White Space Identification

• Create and conduct structured market conversations to uncover unmet needs

• Identify segments we are not currently serving

• Engage private-sector employers to understand workforce gaps

• Translate field insights into product, pricing, and packaging recommendations

• Surface “unknown unknowns” that shape strategy

• Identify new products, services, and partnerships that drive toward revenue.

3. New Revenue Creation

• Identify cross-sell and upsell opportunities

• Identify and sell new partnership and sponsorship openings

• Recommend new products based on real market demand

• Pilot new revenue concepts in collaboration with leadership

4. Sales Systems & Automation

• Build pipeline stages, dashboards, and forecasting models

• Create standardized outreach cadences and workflows

• Implement automation for easy / repeatable sales

• Improve lead routing and follow-up processes

• Document sales playbooks for future team expansion

5. Private Sector Expansion

• Identify and build relationships with corporate buyers

• Develop employer bulk-purchase models

• Create enterprise pricing strategies

• Position our credentials and training as workforce solutions

• Represent the organization at industry events and conferences

Qualifications

• 5–10 years in sales, business development, or growth roles

• Experience building sales processes

• Demonstrated success closing B2B and B2C deals

• Experience selling education, certification, workforce development, or professional 

services preferred

• Comfort working in ambiguity and early-stage environments

• Strong CRM and sales technology fluency

• Strategic thinker with entrepreneurial instincts

• Ability to see opportunity beyond the initial ask

• Excellent communicator, relationship-builder, and negotiator

Who Will Thrive Here

• Builders who enjoy starting from scratch

• Sellers who are energized by creating structure

• Curious professionals who ask better questions

• Strategic operators who connect dots others miss

• Leaders comfortable with iteration and experimentation

Success in the First 12 Months

• Clear, forecastable pipeline established

• CRM and automation systems implemented

• At least 2–3 new revenue pathways identified and piloted

• Measurable expansion into private-sector accounts

• Documented sales playbook for future team scaling

Physical Requirements

• Ability to sit and stand for extended periods

• Manual dexterity for operating office equipment

• Ability to read reports and computer screens

• Hearing required for meetings and communications

• Ability to travel up to 25% of time for conferences, meetings, and business 

development

• • Ability to occasionally lift 25 lbs. or les