Strategic Government Sales Director

Nerdy is searching for a full-time Strategic Government Sales Director to join our sales team! This role will be a critical part of expanding Varsity Tutors’ government business and will be responsible for building relationships with key decision-makers and selling Varsity Tutors’ suite of products to bring live-learning solutions to students district-wide.

The Strategic Government Sales Director needs to be well-versed in the K-12 education landscape, including funding, federal and state initiatives, demographics, and the procurement process, which will help inform their overall sales strategy. The person in this role will use a process-driven approach to drive organic growth of the government business and be adaptive to developing new procurement strategies. The individual in this role needs to exhibit a high level of professionalism and have the ability to build strong relationships with key stakeholders in local, state and federal governments. The Strategic Government Sales Director  will be an advocate for Varsity Tutors, its brand, and its suite of learning products and programs.

This role is remote but will require some travel (60%).

About Nerdy:

Nerdy (NYSE: NRDY), the parent company of Varsity Tutors, is a leading platform for live online learning, with a mission to transform the way people learn through technology. The Company’s purpose-built proprietary platform leverages technology, including AI, to connect learners of all ages to experts, delivering superior value on both sides of the network. Nerdy’s comprehensive learning destination provides learning experiences across 3,000+ subjects and multiple formats, including one-on-one instruction, small group classes, large format group classes, and adaptive self-study. Nerdy’s flagship business, Varsity Tutors, is one of the nation’s largest platforms for live online tutoring and classes. Its solutions are available directly to students and consumers, as well as through schools and other institutions. Learn more about Nerdy at https://www.nerdy.com/. 

• Q1-2024 Shareholder Letter
• Q4-2023 Shareholder Letter
• Q3-2023 Shareholder Letter

Qualifications:

• 4+ years of successful K-12 sales experience, specifically focused on government sales.
• Advanced proficiency selling and demonstrating learning solutions.
• Bachelor-level degree in Business Administration, Sales, Political Science, Public Relations, or a related field required; Master’s degree preferred.
• Proficiency in Google Workspace, web-based presentation tools, CRM, and video-conference tools.
• Excellent verbal and written communication skills.
• Strong analytical and problem-solving skills.
• Strong customer-relations skills and high emotional intelligence.
• Understand and appreciate that Nerdy is an apolitical company and that we can have the largest impact if we are united in our focus on helping people learn and not divided or distracted by advancing unrelated causes.

Responsibilities:

• Builds and manages a sales pipeline with local, state and federal governments to drive organic growth of the K-12 business.
• Develops and executes a prospecting strategy that sources new business opportunities through cold calling, client referrals, emails, and networking.
• Maintains expertise in product knowledge of Varsity Tutors’ product suite, the educational industry, and factors influencing the market environment.
• Research and monitor government activities that could affect the company’s business and clients.
• Engage federal and state policy advocacy partners to support business objectives.
• Engages key stakeholders using effective consultative techniques including pre-call planning and productive questioning strategies that lead to winning business.
• Conducts consultative sales conversations to understand customer needs, highlight Varsity Tutors differentiators and provide product recommendations that meet the needs of school clients.
• Drives sales quickly to a close  using a systematic  procurement process.
• Understands government  procurement processes and accurately forecasts upcoming customer activity to sales leadership and executive team.
• Uses Hubspot to accurately track customer-related activities, communication, market data, and critical issues.
• Achieves key success metrics and goals.
• Collaborates with colleagues from other departments to improve efficiency and facilitate a successful customer experience.
• Gather customer feedback to understand the customer experience deeply and shares learnings to inform the field sales team, go-to-market strategy, and product enhancements.

Leadership & Culture:

• Builds Teams: Leads the work of hiring and promoting bar-raising talent. Responsible for employee development, even when it means moving people to other areas to help them grow.  

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• Thinks Big: Sets ambitious and audacious goals and is willing to consider boldly different solutions to achieve them.

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• Insists on High Standards: Recognizes that yesterday’s extraordinary is today’s ordinary.  Identifies and articulates high standards and pushes themselves and the teams to reach them.

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• Bias for Action: Recognizes that most decisions are not one-way doors and demonstrates strong bias for speed, but makes decisions and acts with the speed that is appropriate to the circumstances.

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• Builds Trust: Establishes trust, even with those who think differently. Actively listens, seeks to understand, and is kindly candid in conversation. Humbly owns mistakes, even when it’s uncomfortable.

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• Goes Deep: Understands the details and audits frequently. When inconsistencies exist between expected results and anecdotes, tenaciously digs into why. Rolls up their sleeves and do what’s needed.

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• Has Conviction: Insists on having the conversation “in the room” and actively participates, even when it’s exhausting. Does not capitulate for the sake of consensus, nor “pocket vetos” decisions.  Fully committed once a decision has been made.

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• Delivers Results: Leaders identify what needs to be accomplished and deliver quality, timely results. When setbacks occur, leaders persevere and overcome.

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• Is Right, A Lot: Most decisions and suggestions prove to be correct, given a situation’s context,  when judged over time.

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• Apolitical: Embraces and supports Nerdy as an apolitical company and recognizes that we can have the largest impact if we are united in our focus on helping people learn and not divided or distracted by advancing unrelated causes.

Benefits/Culture:

• 100% remote company. 60% travel in assigned territory required.
• Competitive Base Salary, Variable Compensation, and Equity in the company
• Healthcare Plans (Medical, Dental, Vision, Life)
• 401k Company Matching Plan
• Maternity, Paternal, and Adoption Leave
• Remote Position
• Flexible PTO
• Free Learning Membership for you and your household (1-1 tutoring hours, unlimited use of on-demand services, and access to our online classes)
• Unique opportunity to help transform how the world learns!

Varsity Tutors 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. (INDHP)