Senior Director of Sales, K-12

Senior Director of Sales, K-12

Blackbaud is seeking a proven, growth-oriented sales executive to lead our K12 national sales organization. This role is accountable for revenue growth, customer retention, and market expansion across the K12 education segment, with a strong focus on delivering measurable outcomes for schools, districts, and education networks. 

The Senior Director of Sales, K12 will partner closely with customers to understand their operational, financial, and academic needs, helping them modernize systems, improve efficiency, and better serve students and families. You will work cross functionally with Product Management, Engineering, Marketing, Finance, Legal, Alliances, and Professional Services to ensure strong selling execution, informed product strategy, and exceptional end-to-end customer experiences. 

This role reports directly to the Senior Vice President of North America Sales and serves as a key member of the sales leadership team, helping set strategy, operating cadence, and execution standards for the K12 business. A core expectation of this role is to scale the K12 sales organization through a clear go to market model, disciplined hiring, and productivity improvement. This includes building, coaching, and accelerating the development of early career and entry level sales professionals to create a strong, sustainable talent pipeline.  

What You’ll Do:

• Own national K12 revenue performance, including new customer acquisition, expansion, and retention. 

• Define and execute the K12 sales strategy by assessing the existing customer base, identifying growth opportunities, and driving disciplined operating plans. 

• Establish clear expectations and accountability through accurate forecasting, pipeline management, deal inspection, and performance reporting. 

• Lead, coach, and motivate a team of 30+ sales professionals and leaders across all stages of the sales cycle. 

• Act as an executive level customer sponsor, articulating Blackbaud’s K12 value proposition with credibility, presence, and deep understanding of customer needs, products, and competition. 

• Partner closely with Marketing, Product, and Alliances leaders on annual planning, demand generation, and go to market execution. 

• Build a high-performance sales culture grounded in coaching, development, and consistent execution. 

What You'll Bring:

• 10+ years of software sales experience, including 5+ years leading and managing high performing sales teams; SaaS experience is strongly preferred. 

• Proven experience selling complex software solutions into the K12 education market, with a strong understanding of school and district buying processes. 

• Experience selling Student Information Systems (SIS) or closely related K12 education platforms is highly desired. 

• Demonstrated success scaling high velocity sales organizations with a strong emphasis on coaching, skill development, and pipeline rigor. 

• Strong analytical and financial acumen, including ROI modeling and data driven selling approaches. 

• Excellent organizational and prioritization skills, with experience using Salesforce and conversation intelligence tools such as Gong. 

• Prior experience working with K12 schools, districts, education networks, or education focused nonprofits is strongly preferred. 

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