Strategic Territory Manager

Xello; Canada (KS); Remote; USD 95,000 - 140,000; Full time

Job summary

A leading educational technology company is seeking a Strategic Territory Manager responsible for overseeing growth in key regions. You will build and maintain vital relationships, develop strategic plans, and serve as an expert in client needs. With a focus on client satisfaction and results-driven strategies, the role requires a proven background in SaaS or education. Compensation includes an OTE of up to $140,000 CAD, reflecting your experience and expertise.

Qualifications

• Minimum 4 years of experience in leadership and managing accounts in SaaS or education.
• Proven success in establishing new relationships and client orientations.
• Strong presentation and communication skills.

Responsibilities

• Build and maintain relationships with key administrators.
• Develop and oversee territory strategic plans.
• Act as expert on competitors and market.

Skills

Relationship building

Strategic thinking

Problem-solving

Analytical skills

Client service orientation

Tools

Salesforce

Google Suite

Microsoft Office

Job description

Xello is looking for a Strategic Territory Manager. This role is based remotely in Canada and the USA.

Who are you?

You are a natural relationship builder. You’re a leader with a proven track record of results, preferably in SaaS and/or Education. You are a strategic thinker who sees the bigger picture and can use this vision to reduce churn, build relationships, and identify growth opportunities. Your empathy and service‑oriented mindset help make clients feel like they’ve found a trusted advisor – someone who values their success as much as they do. Above all, you identify with our mission of empowering educators with the tools they need to help students plan their successful futures.

Leading a cross‑functional team, as a Strategic Territory Manager, you’re responsible for overseeing the growth and success of high‑priority states. You establish the territory strategy and plan that will win new clients, retain existing accounts, and grow business. With an intimate understanding of territorial needs, you deliver value to clients with each interaction. Your enthusiasm and eagerness to help uncover creative approaches to move the business forward and develop strategies needed to increase Xello’s foothold. As an expert relationship builder and big‑picture thinker, you identify the key relationships we need to create in the states we operate in, and lead the way in developing those. You know how to marry client needs to the product or identify the gaps needed to make Xello successful in a market. You effectively disseminate information from a number of sources, see the opportunities to succeed in the market, and help chart that course for the business, communicating effectively to other departments around the path to success. Never satisfied with the status quo, you’re passionate about finding new ways to support Xello in our own quest for continual improvement by analysing our processes, finding efficiencies, and shaping consistently high‑quality interactions for every client.

Responsibilities

• Build and maintain relationships with state, provincial and strategic district administrators to deepen Xello’s presence in key territories and solidify its position as a strategic partner.
• Understand how Xello supports education policy and share this information with staff and clients to help them improve the quality of territory specific interactions.
• Identify barriers to the achievement of business goals in assigned territories and help inform sales and success action plans to overcome these barriers.
• Develop, maintain and oversee the implementation of territory strategic plans.
• Provide the in‑depth knowledge as the expert on the states within your territory, enabling your team members to execute on their functional duties in the most effective way – helping to hone those skills into a precise strategy.
• Nurture key relationships within the Territory, including Xello champion or lighthouse districts, as well as strategic partnerships with external organizations beyond simply a school district or state administrator.
• Clearly and compellingly articulate the Xello value proposition through update sessions, phone calls, webinars, and other client communication venues.
• Continually assess Xello’s product‑market fit & relay that information to key internal stakeholders.
• Act as the expert regarding competitors within the industry as well as within your market segment specifically, and enable Xello to out‑perform and win against the competition.
• Bring forward opportunities for territory specific campaigns, and collaborate with key stakeholders on execution.
• Identify product and service improvement opportunities that solve technical and/or business issues of varying complexity.
• Document all client interactions in Salesforce (CRM).
• Attend client and industry‑related events, such as conferences, throughout the year.
• Share insights, experiences, and lessons learned with your team.
• Lead RFP & RFI responses within your territory.
• Where needed, support the efforts of our success and sales team members in key states to ensure the achievement of business goals.
• Ensure a positive working environment and team culture within the Territory team.

Qualifications

• Minimum 4 years of demonstrated experience in leadership and/or managing accounts with high levels of satisfaction, retention and growth, preferably in a SaaS environment or education leadership experience.
• Proven track record of success establishing new relationships in addition to having a strong client service orientation.
• Demonstrable comprehension of strategic thinking, understanding how market insights factor into business‑making decisions.
• Strong problem‑solving, decision‑making, and analytical skills, with the ability to think creatively and be resourceful when assisting clients.
• Demonstrated experience managing client expectations and having difficult conversations, with a focus on reaching positive outcomes.
• Persuasive presentation skills with excellent written and verbal communication skills.
• A keen attention to detail, passion for user insights and customer value, and astute business judgment.
• Comfortable speaking to groups of people and to those in positions of top‑level authority.
• Proven ability to develop materials and presentations that drive client engagement, adoption, and success.
• Working understanding of product development and product roadmaps, and/or experience working with Product Owners/Product Managers.
• Experience using Salesforce or a similar customer‑relationship‑management (CRM) system.
• Proficiency with Google & Microsoft Office suites.
• Willingness to travel (10‑15% of the time).

Compensation

The compensation for this role offers an OTE ranging from $120,000 CAD to $140,000 CAD or $95,000 USD to $125,000 USD, which includes base salary and incentive. The final offer will be determined based on the candidate’s experience and expertise, as assessed during the interview process.