Vice President of Sales, GoGuardian
Salary not provided
Expert level
Remote in US
Ed-Tech software for K-12 schools
Open for applications
Ed-Tech software for K-12 schools
201-500 employees
B2BEducationChildcareSaaS
Open for applications
Salary not provided
Expert level
Remote in US
201-500 employees
B2BEducationChildcareSaaS
Company mission
To transform education by helping schools implement, manage and understand technology.
Role
Who you are
- You are a proven and experienced Sales leader, managing large teams, preferably in K-12 and Higher Education, with experience selling into Education / Government organizations
- You have experience developing a sales-driven strategic operating plan that captures territory-driven, key state and key account initiatives to drive business growth
- You have experience managing routes to market into small, midsize, and large accounts and understand the necessary trade-offs and support efforts to help the team in each
- You have strong analytical skills with the ability to interpret data, analyze trends, and implement strategic solutions across the needs of the business; both big and small
- You have experience balancing the needs of driving significant new business growth while continuing to develop existing customer success to drive long-term relationship value
- You are an expert in sales process optimization, sales forecasting, and sales performance management in partnership with peers to ensure motions are highly accurate and effective
- You have experience building and managing sales, bonus, and variable compensation models
- You have a proven track record of building operational rigor with clear pipeline visibility and structure that eliminates surprises and drives accountability to achieve business objectives
- You have experience building strong teams, developing from within, while maintaining an outcome, performance-driven mindset and a customer-first approach across all interactions
- You’re a great communicator with audiences at all levels of the organization
- You’ve been highly successful in leading and developing high-output teams
- You actively build meaningful relationships with customers and throughout the organization
- You collaborate and work cross-functionally to solve complex problems
- Prior P&L or cost center responsibility is a must
- Edtech experience is advantageous
What the job involves
- We are looking for a VP, Sales leader reporting into the Chief Growth Officer
- In this role, you own all aspects of our go-to-market sales team functions and revenue responsibility
- This is a large sales organization responsible for driving significant revenue growth expectations across our territory-driven and route to market efforts
- You will own the strategic operating plan for our sales organization
- You will own the development of strategic plans to drive significant market share growth across key regions and key accounts
- You will drive these efforts across new sales, cross-sell, expansion and renewal initiatives
- This person will play a prominent role in how we work with key strategic and channel partners to execute against these initiatives
- The person in this role must balance the importance of driving new business while ensuring the continued success of our existing customers and developing our relationships with them further
- You also play a pivotal role in providing insights to the Chief Growth Officer and the broader senior leadership team on how to grow the business and optimize opportunities
- The role requires a strong leader capable of aligning sales goals with overall company goals by leveraging data-driven insights to drive critical business outcomes for our organization and our customers
- It will also be critical for this person to see the broader strategic and operational landscape and work across Sales, Marketing, Operations, Finance and Product to ensure our products and services are delivering a best-in-class experience for our customers
- All of this is driven by a “player coach” mentality where this person can operate at the most strategic levels of any conversation while also grinding in the day-to-day responsibilities to help our business and our customers thrive
- Partner with key customer decision makers across our different customer routes to market to develop new business and deeper, renewable long-term relationships
- Be a key business and customer advocate through near and long-term market insights to drive both near and long-term business growth; be a strong leader internally and externally (thought leadership) for this team and the brand
- Bring a level of market knowledge (K12 + Higher Education) to the business to elevate customer conversations and our own business direction and growth efforts
- Provide team strategic and operational leadership to drive business objectives
- Manage the day-to-day of a large, diverse sales organization across new business, cross-sell, expansion, and renewal opportunities
- Provide strategic and operational rigor through our territory-organized teams for each territory leader to exceed their business objectives
- Possess a strong understanding of salary with variable compensation models and partner with Finance and Revenue Forecasting and Operations to manage budgets appropriately
- Provide day-to-day support to help the new business and customer success teams manage their daily responsibilities to achieve financial objectives
- Partner closely with Finance and Revenue Forecasting and Operations to develop our quarterly and annual revenue objectives across our territory and routes to markets
- Be responsible for “hitting the number” by knowing the details within the forecast and pipeline to manage trade-offs across the teams
- Work daily with teams to ensure pipeline is healthy and close rates are aligned to the forecast expectations of the business while making adjustments as necessary
- Provide strategic oversight and sign-off on territory-driven operating plans and support daily efforts to exceed territory business expectations
- Each territory will have key state and account operating plans; provide strategic oversight and alignment on those efforts and provide support as needed
- Make necessary trade-offs between the territories to hit broader business objectives
- Provide a strong balance between driving new business - market share growth - while also supporting our existing customers with deep, relationship-driven management
- Understand how to manage each team and how they can collaborate and support each other to drive business objectives within their lines of responsibility
- Manage trade-offs between new business and existing customer growth to exceed ongoing financial objectives across the broader business
- Deepen our relationship and success with key channel partners including CDW while understanding the balance between our direct sales motions and partner initiatives
- Enhance our business objectives by developing new channel partner relationships
- Work closely with key strategic partners including Google, Microsoft, and others to further develop initiatives with them that enhance our presence in the market
- Be accountable for “hitting the number” while simultaneously being a proactive, collaborative and influential partner to other key leaders to drive the business
- Partner with Product and Engineering to drive prioritization in the roadmaps to support customer needs; partner with Marketing to create a healthy pipeline; and partner with Finance to have a consistent pulse on the health and performance of the business
- Partner with peers in the Growth Organization to drive efforts across the customer journey, from acquisition to engagement to renewal, to achieve business targets
- Build a talented, engaged, and performance-minded team both through new hires while also supporting career development for strong existing talent
- Drive accountability for “hitting the number” while also driving accountability to build strong engagement, trust and loyalty with our customer base
- Establish metrics, KPIs, and dashboards to monitor sales pipeline to close performance and provide regular reporting to executive leadership while working day to day in the field to help teams exceed business objectives
- Bring an experienced, winning mentality to our teams and partners; build trust and confidence each in the team and across the thousands of customers we work with
- Build high-performing teams through development from within and new hires as necessary
- Achieve/beat quarterly and annual revenue objectives managing day-to-day sales efforts
- Build and execute annual sales strategic operating plans (territory, state, key accounts)
- Make decisions based on data and data-driven insights with experienced instincts
- Be a culture-enhancing, vocal, collaborative, and influential leader across the org
- Relentlessly focus on the customer and their needs (today and tomorrow)
- Be in the market as a partner and thought leader to customers/industry
Our take
GoGuardian provides filtering, classroom engagement and mental health tools for educators. This supports better classroom management, student engagement and online safety - without users having to rely on multiple platforms.
Among GoGuardian's product capabilities, users will find real-time monitoring for students' device screens, a feature to identify at-risk students and the 2024-launched single click tutoring support. The major questioning of the suite surrounds how student safety and privacy remain balanced, which is a challenge the company must continue to face.
Millions of students across over thousands of US school districts are served by GoGuardian's software. With schools increasingly turning towards digital education systems, the company is well-positioned to expand its services.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
-6% employee growth in 12 months
Company
Funding (2 rounds)
Aug 2021
$200m
GROWTH EQUITY VC
Apr 2014
$0.2m
ANGEL
Total funding: $200.2m
Company benefits
- Health insurance: 90% for you (100% HMO) and 50% for your dependents
- 401(k) retirement savings plan with company match
- Comprehensive time-off package, including flexible time off, sick time, 13 company holidays, quarterly wellness days, and a paid year-end holiday break
- 24 hours and 7 days a week, free confidential services include personal coaching, counseling, self-care apps, and much more!
- Employee stock option
- Company-supported growth
- Paid parental leave for up to 14 weeks
- Company paid short and long-term disability
- A fertility and adoption program to help you support your family needs
- Relax, recharge, and refresh with weekly yoga classes and guided meditation
Company values
- Engage with courage - Move the business forward by being fearless, speaking up, and challenging convention
- Think Customers First - Put customers at the center of every decision and continuously seek ways to positively impact their experience—whether serving them directly or indirectly
- Seek Solutions Together - Collaborate as a unified team working toward common goals, combining diverse viewpoints and relevant data to make informed decisions that solve business challenges
- Commit with accountability - Hold ourselves to the highest possible standards, own our words and actions, and fulfill our promises
- Experiment and learn - Embrace a growth mindset by taking chances, testing new ideas, and failing fast to innovate
- Advocate for All - Seek to understand our colleagues’ experiences, serve as an ally, strive to work with others who share our principles, and aim to achieve equitable outcomes that support all learners
Company HQ
El Segundo, CA
Articles
Leadership
Advait Shinde
(Co-Founder & Chair)Worked at Google as an engineer, helping to launch key products such as Google Pay (formerly Google Wallet). Co-founded GoGuardian as CTO in 2014, becoming CEO in 2017 and Chair in 2024.
Rich Preece
(CEO)Previously COO at LegalZoom, SVP and US GM of QuickBooks by Intuit, and Senior Marketing Manager for the Chicago Association of Direct Marketing.
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