District Sales Lead – Tutor Services

About the role

ClassDojo is launching Tutor, a new service for school districts, and needs an experienced sales leader to build the district sales engine from the ground up. You will own the end‑to‑end sales process, shape go‑to‑market strategy, and turn early pilots into a multi‑million‑dollar revenue stream.

Key responsibilities

• Build Tutor’s district sales business from minimal revenue to millions of dollars in annual revenue.
• Own the full sales cycle – from opportunity identification, executive engagement, RFPs, procurement, negotiation to signed contracts.
• Define target districts and segments, and develop strategies to win them.
• Create and continuously improve a district sales playbook covering ICP, positioning, qualification, sales stages, and buying‑process navigation.
• Develop a qualified, measurable pipeline and deepen relationships with district decision‑makers.
• Provide market insight to shape product decisions and identify scalable growth opportunities.
• Partner with Product and the broader Tutor team to turn customer learning into better decisions.
• Establish systems, processes, and communication rhythms needed for scalable growth.

Required profile

• Direct experience selling tutoring services to U.S. school districts, with knowledge of district procurement, RFPs, and budget cycles.
• Proven record of closing named district contracts as the primary seller.
• Established relationships with district decision‑makers such as CAOs, curriculum leads, and academic services.
• Ability to build a sales motion in an ambiguous or early‑stage environment.
• Hands‑on builder mindset, comfortable working without a large team or established infrastructure.
• Strong analytical mindset, using customer insight to prioritize high‑value, repeatable market needs.
• Clear communicator who can manage complex work and influence cross‑functional partners without formal authority.
• Highly accountable for measurable outcomes and adaptable based on evidence.