Sales Representative, Institutional Test Prep

About the Position

The Sales Representative for Institutional Test Prep is a driven, consultative seller responsible for acquiring new district partners, expanding existing relationships, and supporting revenue growth across K–12 markets.

This role leads the full sales cycle—including prospecting, discovery, solution design, pricing, demonstrations, proposal development, and closing. The ideal candidate understands how test preparation and academic intervention drive student success and district outcomes.

The Sales Representative works closely with the Sales Director and partners across Marketing, Client Success, and Sales Operations to help districts implement test preparation programs at scale.

What You'll Do 

Sales Execution & Pipeline Management

• Achieve assigned annual sales and activity targets for K12 test preparation programs.
• Build and maintain a healthy, accurate pipeline in Salesforce with disciplined data hygiene (stages, close dates, notes, meetings, tasks).
• Prospect and generate new demand through outreach, campaigns, LinkedIn engagement, and conference activity.
• Conduct district- and state-level discovery focused on college readiness benchmarks, post-secondary success, and funding strategies.
• Deliver compelling presentations and product demonstrations highlighting outcomes, evidence of impact, program design, and reporting features.
• Prepare pricing proposals, SOWs, and procurement documentation for district evaluation processes.
• Lead the response process for RFPs, RFQs, and state-level bid opportunities.

Test Preparation Expertise

• Clearly articulate the value and research behind test preparation as it applies to college admissions and other academic requirements in the K12 market.
• Understand district test prep needs such as post-secondary success, college readiness, and state benchmarking requirements.
• Explain operational logistics including staffing, session scheduling, SSO integrations, reporting insights, and fidelity monitoring.

Market Development & Prospecting

• Identify high-growth markets, district opportunities, and state-funded test prep initiatives.
• Build relationships with district leaders, including superintendents, CAOs, and directors of advanced academics, assessment, curriculum, CTE, college readiness, and other appropriate disciplines.
• Represent The Princeton Review at conferences, regional events, and college readiness-specific convenings.

Cross-Functional Collaboration

• Partner with Marketing to drive lead generation through webinars, thought leadership, district case studies, and targeted outreach.
• Coordinate with Customer Success for onboarding, implementation, and expansion opportunities, ensuring district satisfaction and strong outcomes.
• Share customer insights, product feedback, and competitive intelligence to help refine strategy.

Forecasting & Sales Reporting

• Maintain accurate weekly, monthly, and quarterly forecasts in Salesforce.
• Communicate pipeline health, risks, and opportunities to the Sales Director.
• Participate in pipeline reviews and business reviews with leadership.

 Who You Are

• Minimum qualifications and experience: 4-year degree or equivalent experience. 7+ years successful sales experience in education market. 
• Experience and proven success with selling both in-person and online solutions
• 2–5+ years of successful B2B or institutional sales experience; K–12 or EdTech experience strongly preferred.
• Experience working with school districts, charters, state agencies, or academic intervention programs
• Proven history of reaching sales quotas and targets
• Working knowledge of sales concepts, methods and techniques
• Excellent oral communication skills, writing skills, and closing skills
• Able to work from home office and frequently travel to customer and prospect locations
• Proficient with Excel, PPT and Salesforce.

Salary Range $82,000-$103,000 + Commission