Sales Manager

Fullglass Education, Inc. is an EdTech startup transforming traditional course materials into modern, digital-first learning experiences.  We help publishers and institutions turn textbooks and syllabi into ready-to-use courseware for seamless digital adoption at scale. 

With a focus on accessibility and impact, we combine smart technology with hands-on support to simplify content delivery so our partners can focus on growth.  If you’re excited to build in a fast-paced startup environment, we’d love to hear from you. 

Job Summary

The Sales Manager serves as the primary point of contact for professor outreach and sales development across Fullglass’s publishing partners. This role focuses on expanding adoption of partner titles, developing new and existing accounts, and creating qualified sales opportunities. Reporting to the Chief Commercial Officer, the role leads pipeline development, prospect research, and campaign strategy. We measure success by opportunity quality, pipeline volume, partner satisfaction, and contribution to growth. The ideal candidate is an organized, proactive communicator capable of managing multiple partner relationships, executing continual sales & outreach to professors, and supporting high-impact course launches. 

Key Responsibilities and Time Allocation

Sales, Pipeline & Lead Management (50%)

• Lead cold outreach to professors to set up demos and close accounts. You own the full cycle, from initial engagement to conversion, to expand our footprint.
• Promptly qualify warm marketing-generated leads based on customer need, timing, and enrollment potential.
• Manage professor nurturing for both outbound and inbound prospects until opportunities are ready for handoff, ensuring every lead is primed for success.

Publisher Relations and Pipeline Development (30%)

• Main point of contact for assigned publisher partners for day to day sales strategy, campaign creation, demos and collaboration. 
• Identify and engage professors via multi-channel outreach (email, phone, LinkedIn, conferences) to schedule discovery meetings and demos.
• Build targeted outreach campaigns for deans, department heads, instructional design groups, affordability groups, professors, and bookstores tailored to their specific needs including collateral creation & refinement.

Existing Customer Expansion (10%)

• Collaborate with Account Managers to identify and research expansion opportunities within existing departments and campuses.
• Develop re-engagement strategies for inactive accounts and current customers based on new course or semester needs.

Sales Operations, Reporting, and Optimization (10%)

• Maintain CRM accuracy for all activities and use performance data to optimize messaging and campaign effectiveness along with reporting.
• Supporting and launching courses during peak seasons.
• Reporting and communication to executive team, publisher partners, and other stakeholders.  

Qualifications

• 10+ years in sales/business development or inside sales with a focus on outbound prospecting.
• Prior experience working in HigherEd Bookstores, EdTech, or HigherEd Publishing working directly with the professors, bookstores, and department level administration.
• Proven track record in overseeing channel partnerships and partner-facing engagements.
• Expertise in CRM/sales technology and multi-channel communication (written and verbal).
• Demonstrated ability to generate meetings or sales opportunities through outbound prospecting.
• Ability to research prospects and create relevant, personalized outreach.
• Strong organizational skills and the ability to manage multiple accounts, campaigns, and follow-up activities.
• Comfort initiating conversations with professors, administrators, business leaders, publishers, and institutional stakeholders.
• Willingness to receive coaching, test new approaches, and continuously improve.
• Ability to support a flexible schedule during peak academic seasons, including occasional weekend availability to ensure support during critical course launch periods.

Preferred Qualifications

• Background in account-based sales models and expansion identification.
• Experience building out GTM technology stacks for efficiency.

Measures of Success

• Volume and conversion rates of qualified meetings, new-professor opportunities, and inbound leads.
• Total pipeline value sourced or influenced, including existing-campus expansion and contribution to revenue goals.
• Number of new professor accounts, departments, or program adoptions for Fullglass titles.
• Total number of new Full-Time Equivalent (FTE) enrollments per professor.
• CRM accuracy, follow-up completion, and the acceptance rate of Account Manager handoffs.

Why Work at Fullglass?

Fullglass is a fast-growing EdTech startup that’s already making an impact across the U.S. and Canada after a strong Fall 2025 launch. We’re rethinking how course materials are built and used, allowing educators to focus on teaching, not tech. 

Our team is collaborative, fast-moving, and mission-driven.  You’ll take on meaningful challenges, growth with experienced leaders, and help shape the future of digital learning.  We offer competitive pay and benefits, and the chance to make a real difference. 

Fullglass is an Equal Opportunity Employer. We celebrate diversity and are committed to building an inclusive environment where all team members can thrive and bring their best selves to work.