THE ROLE

We are seeking a mission-driven Director of Growth to lead and grow our K12 go-to-market efforts. In this role, you will drive revenue by building relationships with district administrators, school counselors, and state-level decision-makers who are actively investing in student mental health infrastructure. You will own the full sales cycle from prospecting to close, and help shape the sales strategy for a product that genuinely improves student wellbeing.

This is a high-impact, high-visibility position for someone who deeply understands the rhythms of K12 procurement, is passionate about mental health in schools, and knows how to build a repeatable, scalable sales motion in a mission-oriented environment.

THE RESPONSIBILITIES

Revenue & Pipeline Ownership (40%)

• Own and exceed annual new and annual recurring revenue and renewal targets for the K12 segment
• Build and manage a healthy, forecastable pipeline using a consultative sales approach
• Lead complex, multi-stakeholder deals involving curriculum directors, principals, school psychologists, IT, and district finance
• Navigate RFP, procurement, and approval processes common to public school districts

Market Development (30%)

• Cultivate relationships with state education agencies, mental health coalitions, and intermediary organizations
• Identify and pursue grant-funded opportunities (e.g., ESSER, Title IV, state mental health grants) where districts use public funding for our product
• Represent the organization at key K12 and mental health conferences

Strategy & Cross-functional Collaboration (20%)

• Partner on K12 campaign strategy, event presence (e.g., NASN, ASCA, SXSWedu), and inbound lead quality
• Work closely with Customer Success teammates to ensure smooth handoffs and strong retention in your accounts
• Provide structured feedback to Product on school-specific needs, objections, and competitive dynamics
• Develop and refine sales playbooks, messaging, and objection-handling frameworks tailored to district buyers

Team responsibilities(10%)

• Attend all staff meetings and retreats, workgroups and other relevant TRAILS meetings as necessary
• Support TRAILS team with all hands on deck events as needed and other team initiatives

THE PERSON

Our experience suggests that the following types of professional experiences lend themselves to this work:

• 58+ years of B2B sales experience, with at least 3 years focused on selling into K12 school districts
• Demonstrated track record of meeting or exceeding quota in K12 EdTech or adjacent markets (e.g., SEL, school counseling tools, student wellness platforms)
• 2+ years in a sales leadership or management role
• Experience managing complex, multi-stakeholder sales cycles of 39 months
• Familiarity with grant-funded procurement processes in public education is a strong plus

Our experience suggests that the following types of skills lend themselves well to this work:

• Genuine belief in the mission: that every student deserves access to mental health support
• Deep understanding of the K12 buyer landscape who influences, who decides, and how budgets are allocated
• Ability to speak credibly to school counselors, mental health coordinators, and district administrators about student wellbeing outcomes
• Strong pipeline management discipline using CRM tools (Salesforce or HubSpot preferred)
• Excellent communicator with both internal teams and external partners
• Comfortable navigating ambiguity in a growing startup or scale-up environment
• Data-informed decision maker who can zoom out strategically and zoom in on individual deals
• Resilient and adaptable K12 sales cycles are long and procurement can be unpredictable
• Collaborative leader who believes in building and actively participating in a strong team culture