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East Coast Sales Territory Manager - Small Districts - Remote

Formative  is looking for a driven sales professional to manage districts with less than 5000 students. Territories include SW, NE, Mid South and SE.  If that is you and you are passionate about making a big difference in k-12 education, read on: 


Who is Formative?

Our co-founder, Craig Jones, was a middle school science teacher at a struggling public school in South Los Angeles. Thanks to a school grant, he was able to work with a class set of used laptops every day. Initially, Craig patched together some basic software, a student response system and a lot of spreadsheets to help understand his students' strengths and weaknesses to learning standards. The technique of daily formative assessment, more targeted intervention, and faster feedback ultimately led to record-breaking academic outcomes. After four years in the classroom, Craig went to grad school at UCLA where he met Kevin McFarland, his roommate, and soon-to-be co-founder. Together, Kevin and Craig envisioned a world where faster formative teaching practices could replace traditional end-of-year summative assessments. After multiple research initiatives, prototypes, and the help of countless individuals, Formative ( was launched in January 2015.

Are you ready to join our team?

Picture yourself working directly with small districts and school decision makers. Your job is to help them understand how Formative will improve outcomes and to sell subscriptions that align with a successful implementation plan.  

You will be responsible for meeting quarterly sales goals. Expect 50% of sales qualified leads to be through inbound and 50% through your outbound efforts. You will work closely with the sales and success team to build best practices for generating new and upsell opportunities.  You will be responsible for building a territory plan and building daily measurable activities that support quarterly  goal achievement. This is an entirely remote position that requires you to be an expert at virtual meeting tools and CRM tools to build a sustainable pipeline . 


You are good at:


  • Achieving goals and objectives 
  • Pipeline growth and lead management 
  • Prospecting and creating sales qualified opportunities through outbound efforts 
  • Presenting value to key decision makers  
  • Verbal and written communication skills with prospects, customers and internal teams 
  • Holding yourself accountable 
  • Organizing and being detailed with information needed in CRM 


Requirements needed to be successful: 

  • 2+ years sales experience selling  SaaS  solutions (k-12 preferred) . 
  • Self starter and growth mindset
  • Home office with fast internet 
  • Proven track record for achieving quarterly and yearly sales goals 
  • Competence in Slack, G Suite, CRMs (preferable HubSpot) and Virtual presentation tools 
  • Relationship building 
  • Ability to prioritize sales activities and time 
  • Excellent interpersonal, written and oral communication skills. 
  • Proven track record working in remote environments
  • BA/BS degree or equivalent. 



  • Remote position within the US 
  • Group Health Insurance Access
  • Paid vacation/personal time/holidays
  • Paid parental leave/adoption leave
  • Company stock ownership


Formative 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.


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