SAM Labs

Location: Remote Start Date: March 2025 Compensation: $100k-$150k base + $40k-$60k uncapped variable (OTE $140k-$210k) Reports to: VP of Sales, United States Role Overview As our National Partnerships Director, you will be a key driver of top-of-funnel growth for SAM Labs. Your primary responsibility is to attend conferences and industry events and convert in-person conversations into qualified follow-up meetings for our Account Executives. This role sits at the intersection of business development, field marketing, and sales. You will be the front line representative of SAM Labs at high-impact events, with a singular focus on booking meetings, generating pipeline, and creating momentum that fuels district-level partnerships. Key Responsibilities - Attend and represent SAM Labs at national, state, and regional education conferences and events. - Proactively engage district leaders and decision-makers including Superintendents, Assistant Superintendents, Curriculum Directors, and STEM or CTE leaders. - Secure high-quality follow-up meetings for Account Executives, ensuring clear context and warm handoffs. - Consistently generate qualified pipeline sourced directly from events and conferences. - Partner closely with Account Executives to align on target accounts, territories, and follow-up strategy. - Maintain accurate lead tracking, meeting attribution, and reporting in HubSpot. - Provide feedback to sales and marketing teams on event quality, messaging resonance, and district priorities. Ideal Candidate - 4+ years of experience in business development, SDR, or sales roles, preferably in EdTech, K–12, or B2B SaaS. - Proven ability to confidently initiate conversations and convert interest into committed next steps. - Comfortable with frequent travel (~50%) and multi-day conferences. - Strong communication skills with the ability to quickly build rapport and establish credibility. - Highly organized, self-directed, and motivated by measurable outcomes. - Excited by a mission-driven environment focused on expanding access to high-quality STEAM education. Why You’ll Love Working Here - A highly visible role with direct impact on company growth. - Clear ownership of event-sourced pipeline and success metrics. - Mission-driven culture focused on expanding opportunity for students and educators. - Close collaboration with experienced Account Executives and sales leadership. - Opportunity to grow into senior business development or closing roles as the team scales.

Location: Mid-Atlantic (NYC preferred) Start Date: March 2026 Compensation: $150,000 OTE with uncapped commission Reports to: VP of Sales, United States Role Overview As our Account Executive for the Mid-Atlantic territory, you’ll be responsible for driving new district-level partnerships. You’ll identify and engage key decision-makers, including superintendents, curriculum directors, and technology leaders, to bring SAM Labs’ STEAM and coding solutions into K–8 classrooms. This role blends consultative sales, education strategy, and creative problem-solving. You’ll have a large, well-funded territory with strong momentum and district relationships already in place, supported by marketing campaigns, events, and an active Customer Success team. Key Responsibilities - Manage and grow a defined territory across the Mid-Atlantic region, with a focus on new district partnerships. - Build relationships with district leaders (Superintendents, Directors of Curriculum, STEM/CTE Coordinators, etc.) through a consultative, solution-oriented approach. - Conduct product demonstrations, presentations, and workshops both virtually and in person. - Drive pipeline growth from lead generation through close, maintaining accurate forecasting and reporting in HubSpot. - Collaborate with our customer success and product teams to support pilots, expansions, and large-scale rollouts. - Represent SAM Labs at education conferences, district events, and local showcases. - Consistently meet and exceed quarterly bookings targets. Ideal Candidate - 3+ years of K–12 or EdTech sales experience, preferably selling into districts or schools. - Strong understanding of education funding and decision-making cycles in Texas. - Excellent communication and presentation skills, with the ability to connect authentically with educators and administrators. - A self-starter who thrives in a fast-paced, mission-driven environment. - Comfort working remotely with travel (~25%) across the state for meetings, expos, and conferences. Why You’ll Love Working Here - Competitive compensation structure with uncapped commission. - Mission-driven culture that values creativity, curiosity, and teamwork. - Opportunities for growth within a rapidly scaling company. - A supportive team environment with regular coaching, collaboration, and celebration of wins.

Compensation: $220k OTE ($150k base + $70k variable) + Equity Location: Remote (U.S.) | Travel: Up to 50% during busy periods, typically 33% Reports to: CEO About the Team Our Customer Success department of 7 people sits at the heart of our $2.6M ARR business and our path to reach a liquidity event by 2029. The department consists of former educators who deeply understand the classroom; professional development specialists and customer success managers who span implementation, renewals, and expansion. They care intensely about student impact and bring authentic education expertise to every client interaction. The department is positioned for its next evolution: transitioning from a teacher-focused support function into a commercially-oriented retention and expansion engine. This means building the infrastructure, processes, and commercial discipline that will enable the organization to achieve 95%+ Gross Revenue Retention and systematic district-wide expansion. The foundation is strong; deep education expertise and genuine commitment to student outcomes—but the commercial operating system needs to be built. About the Role As VP of Customer Success, you'll own the single most important driver of SAM Labs' enterprise value: achieving 95%+ Gross Revenue Retention and 100%+ Net Revenue Retention. This isn't a 'maintain the status quo' role. You're walking into a department that needs strategic direction, a commercial playbook that doesn't exist, and superintendent-level relationships that haven't historically been owned by the Customer Success function. Your mission over the next 12-18 months: - Deliver the numbers: Hit 85%+ Gross Revenue Retention and 100%+ NRR within 6-12 months, scaling toward 95%+ GRR by Q4 2027 to position us for premium fundraising multiples - Build the expansion engine: Create the district-level expansion playbook from scratch. We're in 15% schools per district on average - you'll design the systematic approach to expand to the other 85%. Own the expansion pipeline and drive 30-40% ARR growth from existing customers - Transform the organizational structure: Within your first 45 days, assess the department's strengths and capability gaps, deliver your vision for the CS function, and implement an organizational structure that separates Customer Success Managers (teacher-facing, implementation) from Account Managers (commercially-oriented, expansion-focused). This structural change doesn't currently exist and will require you to determine role assignments, identify professional development needs, and establish clear performance expectations that align with our commercial objectives. - Get in market, aggressively: Complete 50 in-person district visits within 6 months - split between top 30 renewal-risk accounts and top 20 expansion opportunities. You'll cluster trips geographically (3-4 districts per trip) and build the superintendent relationships that currently don't exist - Install revenue operations infrastructure: Implement tiered engagement models, account health scoring, renewal forecasting, expansion pipeline visibility, and quantifiable success metrics that the team has never had. Stop the "every client treated equal" approach and ruthlessly prioritize by revenue potential Here's what's hard about this role: The current department structure has individuals managing both implementation (teacher relationships) and expansion (decision-maker relationships) without clear role segmentation, which creates competing priorities and makes it difficult to develop specialized commercial capabilities at scale. The K-12 budget cycle creates brutal seasonality: districts finalize budgets in July, but the influence window is NOW (Feb-June), so you need to move immediately. Travel is non-negotiable: 25+ trips per year including conferences that start on Sunday, evening drinks with superintendents, and being away from home when it matters for the business. Superintendent-level relationships currently sit with the sales organization and need to transition to Customer Success ownership as accounts mature. And you'll be working with a CEO who's intellectually rigorous, expects data-backed decision-making, and will challenge your thinking; you need conviction backed by evidence, not just passion. Who You Are - You're a builder and change agent, not a caretaker. You've walked into departments before and fundamentally transformed them: structure, culture, operating model. You have concrete before/after stories of organizational transformation. You're willing to make difficult organizational decisions quickly because you understand that your allegiance is to delivering client value and business outcomes, which sometimes requires hard calls about structure, roles, and resource allocation. - You think and speak in numbers. When you talk about your work, you naturally reference "book of business worth $X" and "improved metric by Y%." You know how to interrogate analyses, distinguish correlation from causation, and push back when the data doesn't support the conclusion. When challenged, you get more specific, not defensive. - You're a proactive relationship builder who doesn't wait for permission. At conferences, you have a clear vision: "I need to speak to these people. They're my customers." You sit at every table, book meetings aggressively, and stay up late networking because you understand that's where deals happen. You're as comfortable building rapport with a superintendent over dinner as you are troubleshooting with a classroom teacher. - You're scrappy and opportunistic in the best way. You thrive in startup chaos. You spot opportunities outside your normal scope and go after them entrepreneurially. You view field time as an investment in relationship capital, not a burden. Sunday conferences and last-minute trips energize you because that's where the business gets built. - You maintain direction when others create chaos. You shield your team from "initiative fatigue" by saying "no" to organizational opportunism that would distract from priorities. You don't need constant validation or celebration to stay motivated. You team forward with clarity by linking actions to clarity. - You're comfortable at the executive level. Whether it's a superintendent, curriculum director, or CAO, you know how to build and maintain executive relationships. You understand committee-based decision-making and the difference between the person who influences, the person who decides, and the person who signs - You combine commercial instincts with genuine impact orientation. You care about student outcomes and want to see those pictures of kids learning. But you also know that protecting revenue and expanding accounts is how we scale that impact. You're bilingual: you speak impact-language externally (student outcomes, teacher satisfaction) while managing commercial metrics internally (NRR, GRR, expansion pipeline) Challenges You Should Know About - Travel is table stakes. This role requires 25 trips per year, including weekend conferences where superintendents network over evening drinks. If you have rigid work-life boundaries or travel constraints, this isn't the right fit. - You're building a new organizational structure that doesn't exist today. As you design the CS vs. AM role split, you'll need to assess individual strengths, determine optimal role assignments, identify capability development needs, and make recommendations about organizational design that serve the business. This structural transformation will require thoughtful change management: some individuals will naturally fit the new AM role, others will excel in the CSM role, and you'll need to determine whether the current organizational chart has the right composition or if adjustments are needed. - The K-12 sales cycle is uniquely challenging. Decision-making happens by committee. Budget windows are narrow. Information asymmetry inside districts means you need to relay messages between parties who should be talking to each other but aren't. - You're building from scratch. There's no expansion playbook. There's no health scoring model. There's no tiered engagement framework. We have data chaos: Airtable, HubSpot, Google Spreadsheets, Excel, all mixed together. If you need established systems to walk into, this isn't it. You're the person who builds those systems. - The CEO will challenge you. Expect to defend your thinking with data and logic. Expect skepticism when you propose strategies that contradict past failures. Expect limited celebration when you succeed. If you need a unilateral cheerleader, you won't find one here. But if you thrive on intellectual rigor and respect earned through results, you'll love it. Qualifications - Managed a Customer Success, Account Management, or Revenue Operations team of 4+ people with responsibility for retention and expansion metrics - Owned a book of business worth $2M+ ARR with measurable retention and expansion outcomes you can quantify - Experience in complex B2B or B2G sales environments with multi-stakeholder decision-making (K-12 EdTech strongly preferred; government, public sector, or healthcare SaaS also relevant) - Track record of transforming underperforming teams; you have before/after stories with concrete evidence of structural and cultural change - Demonstrated ability to build executive-level relationships and navigate political, committee-based buying processes - Comfort with data; can build analyses, interrogate metrics, and push others to think critically about what the numbers actually mean - Proven ability to travel extensively (25 trips/year) and work flexibly around customer schedules including weekends when necessary - Self-sufficient operator who maintains strategic direction without constant reinforcement from leadership - History of making difficult people decisions (performance exits, restructuring) for the right business reasons - Bonus points for: - - Experience with district-wide expansion strategies in K-12 (currently in 5 schools, expanding to 95+) - Understanding of K-12 budget cycles, procurement processes, and nomenclature (superintendent, CAO, director of elementary, etc.) - Background in having, as clients, impact-driven or mission-based organizations where ROI is measured in outcomes, not revenue What We Offer Compensation: $150K base + $70K variable (structured as slider, not binary) = $220K+ OTE, with flexibility to $250K for exceptional talent Equity: Meaningful stake in a company with clear liquidity trajectory by 2029 Impact: You'll receive pictures from teachers showing students having "aha moments" because of the work your team did — not many CS roles can say that Greenfield build: You're not inheriting bureaucracy. You're defining the future CS function from the ground up at a company positioned for exit Autonomy: You'll have the space to build, the budget to execute, and the CEO who will challenge you intellectually but give you room to lead Our Culture We're scrappy, teacher-centric, and entrepreneurial. We buy TVs at Best Buy for conferences and return them when we're done. We white-label our solution for strategic accounts. We pursue oil and gas curriculum grants when we spot the opportunity. We're not polished corporate; we're hustle and heart in equal measure. We don't wait for permission. At conferences, we sit at every table and book meetings aggressively. We stay up late networking with superintendents because that's where relationships are built. We're opportunistic — we spot chances outside our normal scope and go after them. We value thoughtfulness about pedagogy and genuine care for student outcomes. But we're also building a business. We make trade-offs. We prioritize ruthlessly. We say no to distractions. And we hold ourselves accountable to commercial metrics because that's how we scale impact. If you need constant celebration, polished processes, and clear role boundaries, we're not the right fit. But if you want to build something meaningful from scratch, work with smart people who will challenge your thinking, and create customer success infrastructure that becomes a benchmark for EdTech, let's talk. Who This Role Is NOT For Don't apply if: - You need work-life balance with predictable hours and no weekend travel - You're still developing sales instincts or uncomfortable with commercial conversations - You prefer maintaining existing systems over building from scratch - You become defensive when your thinking is challenged with data - You need constant validation or celebration to stay motivated - You want clear boundaries between CS and AM responsibilities (we're building that structure — it doesn't exist yet) This role demands: Change agency. Commercial courage. Travel flexibility. Data-backed conviction. Executive presence. Thick skin. And genuine belief that protecting revenue is how we scale impact for kids. If that's you; if you're the person who's been waiting to build a CS organization the right way, in an industry where the work genuinely matters, we want to meet you. SAM Labs is an equal opportunity employer. We're building a diverse team because diverse perspectives make us better at serving diverse classrooms across the world.

• Manage and grow a defined territory across the Mid-Atlantic region, with a focus on new district partnerships • Build relationships with district leaders (Superintendents, Directors of Curriculum, STEM/CTE Coordinators, etc.) through a consultative, solution-oriented approach • Conduct product demonstrations, presentations, and workshops both virtually and in person • Drive pipeline growth from lead generation through close, maintaining accurate forecasting and reporting in HubSpot • Collaborate with our customer success and product teams to support pilots, expansions, and large-scale rollouts • Represent SAM Labs at education conferences, district events, and local showcases • Consistently meet and exceed quarterly bookings targets

• Attend and represent SAM Labs at national, state, and regional education conferences and events. • Proactively engage district leaders and decision-makers including Superintendents, Assistant Superintendents, Curriculum Directors, and STEM or CTE leaders. • Secure high-quality follow-up meetings for Account Executives, ensuring clear context and warm handoffs. • Consistently generate qualified pipeline sourced directly from events and conferences. • Partner closely with Account Executives to align on target accounts, territories, and follow-up strategy. • Maintain accurate lead tracking, meeting attribution, and reporting in HubSpot. • Provide feedback to sales and marketing teams on event quality, messaging resonance, and district priorities.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description As VP of Customer Success, you'll own the single most important driver of SAM Labs' enterprise value: achieving 95%+ Gross Revenue Retention and 100%+ Net Revenue Retention. - Hit 85%+ Gross Revenue Retention and 100%+ NRR within 6-12 months, scaling toward 95%+ GRR by Q4 2027. - Create the district-level expansion playbook from scratch to expand to the other 85% of schools. - Assess the department's strengths and capability gaps within your first 45 days. - Implement an organizational structure that separates Customer Success Managers from Account Managers. - Complete 50 in-person district visits within 6 months to build superintendent relationships. - Implement tiered engagement models, account health scoring, renewal forecasting, and expansion pipeline visibility. Qualifications - Managed a Customer Success, Account Management, or Revenue Operations team of 4+ people. - Owned a book of business worth $2M+ ARR with measurable retention and expansion outcomes. - Experience in complex B2B or B2G sales environments, preferably K-12 EdTech. - Track record of transforming underperforming teams with concrete evidence of change. - Demonstrated ability to build executive-level relationships and navigate committee-based buying processes. - Comfort with data; can build analyses and interrogate metrics. - Proven ability to travel extensively (25 trips/year) and work flexibly around customer schedules. - Self-sufficient operator who maintains strategic direction without constant reinforcement. - History of making difficult people decisions for the right business reasons. Requirements - Experience with district-wide expansion strategies in K-12. - Understanding of K-12 budget cycles and procurement processes. - Background in having impact-driven or mission-based organizations as clients. Benefits - Compensation: $150K base + $70K variable (structured as slider, not binary) = $220K+ OTE. - Equity: Meaningful stake in a company with clear liquidity trajectory by 2029. - Impact: Receive pictures from teachers showing students having "aha moments." - Greenfield build: Define the future CS function from the ground up. - Autonomy: Space to build, budget to execute, and intellectual challenge from the CEO. Company Description SAM Labs is an equal opportunity employer. We're building a diverse team because diverse perspectives make us better at serving diverse classrooms across the world.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description As our National Partnerships Director, you will be a key driver of top-of-funnel growth for SAM Labs. Your primary responsibility is to attend conferences and industry events and convert in-person conversations into qualified follow-up meetings for our Account Executives. - Attend and represent SAM Labs at national, state, and regional education conferences and events. - Proactively engage district leaders and decision-makers including Superintendents, Assistant Superintendents, Curriculum Directors, and STEM or CTE leaders. - Secure high-quality follow-up meetings for Account Executives, ensuring clear context and warm handoffs. - Consistently generate qualified pipeline sourced directly from events and conferences. - Partner closely with Account Executives to align on target accounts, territories, and follow-up strategy. - Maintain accurate lead tracking, meeting attribution, and reporting in HubSpot. - Provide feedback to sales and marketing teams on event quality, messaging resonance, and district priorities. Qualifications - 4+ years of experience in business development, SDR, or sales roles, preferably in EdTech, K–12, or B2B SaaS. - Proven ability to confidently initiate conversations and convert interest into committed next steps. - Comfortable with frequent travel (~50%) and multi-day conferences. - Strong communication skills with the ability to quickly build rapport and establish credibility. - Highly organized, self-directed, and motivated by measurable outcomes. - Excited by a mission-driven environment focused on expanding access to high-quality STEAM education. Benefits - A highly visible role with direct impact on company growth. - Clear ownership of event-sourced pipeline and success metrics. - Mission-driven culture focused on expanding opportunity for students and educators. - Close collaboration with experienced Account Executives and sales leadership. - Opportunity to grow into senior business development or closing roles as the team scales. Company Description