District Sales Lead, Tutor

ClassDojo's goal is to give every child on Earth an education they love. We started by building a powerful network for communication. ClassDojo’s flagship app is the #1 communication app connecting K-12 teachers, children, and families globally. Teachers use it to share what’s happening throughout the day through photos, videos, and messages that make parents feel like they’re there. It’s actively used in over 95% of US schools, reaching over 45 million children in 180 countries, with a team of just around 200 people [1]. We are now beginning to use this network to give kids the best learning experiences in the world, far beyond those a standard school can provide. We hire for talent density. Our team comprises the most talented, entrepreneurial, and innovative teammates from around the world, with experience in education and large scale consumer internet companies, including Instagram, Netflix, Dropbox, Stripe, Uber, Y Combinator, and more. We’re building a company where the most talented people want to work. We believe you’ll do the best work of your life here—and you’ll pioneer the future of education, too. ABOUT THE ROLE: We’ve begun testing Tutor with school districts through initial pilots and are laying the foundation for a much larger business. We’re looking for an experienced sales leader to take end-to-end ownership of turning that opportunity into a significant growth engine. This is an unusual opportunity to build a new business without truly starting from zero. You’ll have the ownership and autonomy of an early-stage business while building on ClassDojo’s existing reach, network, and relationships across U.S. schools and districts. As our Tutor Districts Sales Lead, you’ll determine how we go to market, personally build relationships and win district business, develop a repeatable sales playbook, and use what you learn from district leaders to help shape Tutor itself. Your success means significant new revenue for ClassDojo, greater reach and impact for Tutor, and a new growth engine around a core company priority. Initially, this is a hands-on builder and seller role—not a job managing an established sales organization. As the business succeeds and scales, there may be an opportunity to build and lead the team around it.   WHAT YOU’LL DO: - Build Tutor’s district sales business from minimal revenue to millions of dollars in annual revenue, and establish the foundation for continued year-over-year growth. - Own the complete district sales cycle, from identifying and opening opportunities through executive engagement, RFPs, procurement, negotiation, and signed contracts. - Determine which districts and segments to prioritize and develop the strategy for reaching and winning them. - Build and continuously improve Tutor’s district sales playbook, including ICP, positioning, qualification, sales stages, and approaches to navigating district buying processes. - Develop a qualified, measurable pipeline that gives the team increasing confidence in future revenue. - Build and deepen relationships with district decision-makers. - Bring high-quality market insight into Tutor, identifying the customer needs and product opportunities most likely to unlock meaningful, scalable district growth. - Partner closely with Product and the broader Tutor team to turn customer learning into better decisions. - Establish the systems, processes, and communication rhythms needed to run the business effectively as it grows.   YOU WILL BE A MATCH IF: -  You have a demonstrated track record of successfully selling tutoring services to U.S. school districts at scale. - You have personally won competitive district business totaling seven figures in annual revenue. - You have meaningful existing relationships with senior decision-makers across U.S. school districts. - You deeply understand how districts purchase tutoring services, including stakeholder dynamics, budgeting, RFPs, procurement, competition, and contracting. - You have built a sales motion in an ambiguous or early-stage environment rather than only operating within a mature sales organization. - You’re energized by being a hands-on builder and seller and don’t need a large team or established infrastructure to create momentum. - You use customer insight strategically and know how to distinguish high-value, repeatable market needs from individual feature requests. - You communicate clearly, manage complex work reliably, and influence cross-functional partners without relying on formal authority. - You’re highly accountable for measurable outcomes and comfortable changing your approach when the evidence says you should.   GROWTH OPPORTUNITY: This role begins as a highly hands-on builder and individual contributor. If Tutor’s district business scales successfully, there may be an opportunity to build and lead a broader district sales organization.   BONUS:   [1] Some more context: (If you are on LinkedIn, you will not be able to access the hyperlinks below. Once you click apply, you will be directed to our career website (if you are not on there already) and will be able to access the hyperlinks) - How ClassDojo Connects Parents, Students, and Teachers  https://www.youtube.com/watch?v=7XBnlzHpXTQ - “Whats New on ClassDojo 2023 https://youtu.be/O8Tora5T7O4” - TechCrunch Article: Second Act comes with First Profits https://techcrunch.com/2021/01/26/classdojos-second-act-comes-with-first-profits/ Click here https://www.classdojo.com/press/ if you're interested in learning more about what we've been up to. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. In accordance with the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. We are happy to accommodate any disabilities or special needs. We are a distributed company, so we hire regardless of location, as long as you are willing to have significant hours overlap with one of the Americas time zones. COMPENSATION: ClassDojo takes a number of factors into consideration when determining compensation, including geographic location, experience, and skillset. This role is eligible for an incentive pay component. The estimated range below represents On Target Earnings ("OTE"), which includes both an annual base salary and an upcapped target sales incentive. Since this is a new role, you'll have considerable influence in defining the compensation structure, which we'll continue refining together as the business matures - CA, WA, NY, NJ, CT states: $160,000 - $210,000 (USD) - All other states in the US: $145,000 - $190,000 (USD) #LI-Remote