Regional Sales Manager - West Coast

Regional Sales Manager – West Coast

Location: California, Oregon, or Washington (Remote)
About Otus

At Otus , our mission is simple: empower educators with the insights they need to make a meaningful difference in students' lives.

Otus is one of the fastest-growing K-12 student assessment, data, and learning platforms in the country. We help school districts bring assessment, grading, progress monitoring, and student performance together in one unified platform, allowing educators to spend less time managing disconnected systems and more time improving student outcomes.

We believe technology should simplify education—not complicate it. Every member of our team shares a passion for serving educators, solving meaningful problems, and building lasting partnerships with school districts.

As we continue to grow, we're looking for experienced, consultative sales professionals who are passionate about education and thrive on helping school districts achieve transformational results.
The Opportunity

The Regional Sales Manager is responsible for driving new customer acquisition throughout an assigned West Coast territory. This is a strategic enterprise sales role focused on developing relationships with district leadership, understanding complex instructional and operational challenges, and demonstrating how Otus can become a long-term partner in improving educational outcomes.

This position owns the complete sales process—from prospecting and discovery through solution development, executive presentations, contract negotiations, and successful handoff to implementation.

Successful Regional Sales Managers are trusted advisors to district leaders, consistently build strong sales pipelines, maintain accurate forecasts, and exceed annual sales goals through disciplined execution and outstanding customer relationships.
What You'll Do
Develop New Business

- Build and execute a strategic territory plan designed to consistently exceed annual sales objectives.

- Identify, qualify, and develop new opportunities across assigned school districts.

- Generate pipeline through strategic prospecting, networking, referrals, conferences, and outbound outreach.

- Develop long-term relationships with district decision makers and influencers.

Lead Complex Consultative Sales

- Conduct thoughtful discovery conversations to understand district priorities, initiatives, and challenges.

- Navigate complex purchasing processes involving multiple stakeholders.

- Deliver compelling virtual and onsite presentations tailored to each district's strategic goals.

- Position Otus as a trusted long-term partner rather than simply another software vendor.

- Guide opportunities through the complete enterprise sales cycle from initial engagement through contract execution.

Build Executive Relationships
Develop trusted relationships with:

- Superintendents

- Assistant Superintendents

- Curriculum & Instruction Leaders

- Assessment Directors

- Technology Leaders

- Principals

- Instructional Coaches

- Classroom Educators

Manage Your Business

- Maintain an accurate sales forecast and healthy opportunity pipeline within Salesforce.

- Utilize a disciplined consultative sales process to manage complex opportunities.

- Continuously evaluate competitive solutions and market trends.

- Meet or exceed monthly, quarterly, and annual sales objectives.

Collaborate Across the Organization

Work closely with Marketing, Customer Success, Product, Implementation, and Executive Leadership to ensure exceptional customer experiences from first conversation through long-term partnership.

Represent Otus professionally at regional and national conferences while serving as an ambassador for our mission and culture.
What Success Looks Like

Successful Regional Sales Managers at Otus :

- Consistently exceed annual sales goals.

- Build trusted relationships with district leadership.

- Maintain an accurate and predictable sales forecast.

- Generate a hea