Relationship Manager / Fields Sales Representative (California-based)

Are you a relationship-driven sales professional who enjoys understanding what customers need and helping them find solutions that make a real difference? Are you energized by the opportunity to support science educators and expand access to hands-on STEM learning?

Vernier Science Education is looking for a Relationship Manager / Field Sales Representative to develop new business and grow customer relationships within an assigned geographic territory.

In this role, you'll work directly with K-12 schools, districts, education organizations, and other customers to understand their instructional priorities and connect them with Vernier solutions. You'll build and manage your territory, develop new opportunities, strengthen existing relationships, and guide customers through a consultative sales process from initial conversation through purchase.

You'll spend meaningful time in the field meeting with educators and decision-makers, demonstrating Vernier products and solutions, attending regional events and conferences, and building relationships across your territory. You'll also partner closely with our Inside Sales, Marketing, Customer Success, Services, and other teams to create a great customer experience.

What you bring

• A bachelor's degree or an equivalent combination of education and relevant experience.
• Three or more years of successful field sales with a strong focus on growth and business development along with general territory management, account management, and customer-facing experience.
  
• Experience developing a territory, prospecting and qualifying opportunities, conducting discovery, and moving opportunities through a consultative sales process.
• Strong presentation, communication, and relationship-building skills.
• The ability to manage a busy pipeline, prioritize effectively, and follow through consistently.
• Experience using Salesforce or a comparable CRM.
• Comfort using data and customer insights to focus your time and identify opportunities.
• A collaborative approach and genuine interest in Vernier's mission to advance science education.
• Experience in education technology, K-12 education, or science education is a plus.
  

Where you will work

This is a remote, California-based position with frequent travel throughout the assigned territory. Additional domestic travel is required for conferences, training, and company events, including overnight travel. Because this is a field-based role, you'll need to be comfortable traveling regularly, meeting customers in person, and transporting and demonstrating Vernier products and materials. 

What we offer

As a mission-based, Perpetual Purpose Trust owned organization, Vernier is committed to creating a workplace where people can do meaningful work while maintaining a sustainable life-work balance.

We offer competitive pay, profit sharing, employer 401(k) contributions, comprehensive health benefits, training and professional development opportunities, tuition assistance, paid volunteer time, generous paid time off, and paid sabbaticals.

For more than 40 years, we've been committed to using our experience, knowledge, and passion to create reliable solutions for STEM education. Our mission is to advance science education by empowering educators and inspiring learners, while caring for our communities and planet. 

Vernier Science Education is an Equal Opportunity/Affirmative Action Employer.

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Full Job Description Details

Summary

The Field Sales Representative develops new business and expands customer relationships for Vernier Science Education within an assigned geographic territory. This role works directly with K-12 schools, districts, education organizations, and other customers to understand instructional priorities, recommend appropriate Vernier solutions, and advance opportunities through a consultative sales process.

The Field Sales Representative combines strategic account planning, regular in-person customer engagement, and disciplined pipeline management to achieve revenue goals. This role works closely with Inside Sales, Marketing, Customer Success, Services, and other internal teams to deliver a responsive customer experience and support successful implementation of Vernier solutions.

Essential Functions

Territory Strategy and Pipeline Development

• Develop and execute a territory plan that prioritizes high-potential accounts, strategic opportunities, customer retention, and sustainable revenue growth.
• Generate new opportunities through targeted prospecting, referrals, campaigns, conferences, regional events, partner relationships, and coordinated outreach with Inside Sales.
• Research and map school, district, and organization stakeholders, initiatives, funding sources, purchasing processes, and decision timelines.
• Build and maintain a balanced pipeline that supports monthly, quarterly, and annual revenue targets and accurately reflects opportunity stage and next steps.

Consultative Sales and Customer Engagement

• Conduct in-person and virtual discovery conversations, presentations, demonstrations, and product consultations with teachers, department leaders, school administrators, district leaders, and other education stakeholders.
• Recommend Vernier sensors, probeware, software, Vernier Connections, professional learning, and related solutions based on customer needs and intended outcomes.
• Develop account-specific recommendations, quotes, and proposals; communicate product value; address questions and objections; and guide customers through purchasing requirements.
• Manage opportunities from initial contact through acceptance and purchase while setting clear expectations for implementation and service handoff.
• Develop trusted, long-term customer relationships that support retention, expansion, referrals, and future opportunities.

Sales Execution and Account Management

• Meet or exceed established goals for revenue, pipeline creation, customer engagement, opportunity progression, forecast accuracy, and other performance measures.
• Maintain complete, timely, and accurate account, contact, activity, and opportunity information in Salesforce.
• Use data and account insights to prioritize travel and engagement, identify whitespace, and expand adoption within existing schools and districts.
• Follow established pricing, discounting, contracting, and order-management processes.
• Provide reliable forecasts and communicate risks, changes, and customer needs to sales leadership.

Cross-Functional Collaboration

• Partner with Inside Sales on prospecting, lead qualification, account coverage, follow-up, and coordinated engagement for complex or strategic opportunities.
• Collaborate with Marketing on campaigns, events, lead follow-up, and market feedback.
• Coordinate with Customer Success, Services, and Support to ensure an effective transition from sale to implementation and ongoing customer success.
• Share customer and competitive insights with Product, Curriculum, and other teams to improve solutions and the customer experience.

Market and Product Knowledge

• Develop and maintain strong knowledge of Vernier products, services, sales programs, and customer use cases.
• Maintain working knowledge of science education priorities, relevant state standards, funding considerations, procurement practices, and the competitive landscape within the assigned territory.
• Participate in ongoing product, sales, and professional learning to strengthen consultative selling skills and customer impact.

Secondary Functions

• Represent Vernier at conferences, trade shows, webinars, customer meetings, and regional events throughout the assigned territory.
• Support sales campaigns, special projects, and team initiatives as assigned.
• Participate in employee committees, recognition efforts, and organizational meetings to support and strengthen our culture.
• All other duties as assigned.

Supervisory Responsibility

This is an individual contributor role with no direct supervisory responsibility.

Education / Skills / Experience

• Bachelor's degree or equivalent combination of education and relevant experience.
• Three or more years of successful field sales, territory management, account management, business development, or comparable customer-facing experience; education technology, K-12 education, or science education experience preferred.
• Demonstrated ability to develop a territory, prospect and qualify opportunities, conduct discovery, deliver effective presentations and demonstrations, and advance a consultative sales process.
• Strong written, verbal, presentation, and relationship-building skills with the ability to communicate effectively with educators and school or district leaders.
• Ability to manage a high volume of customer activity, organize competing priorities, meet deadlines, and follow through consistently.
• Experience using Salesforce or a comparable CRM to manage accounts, activities, opportunities, pipeline, and forecasts.
• Proficiency with Google Workspace, Microsoft Office, video conferencing, and digital sales tools.
• Ability to use data and sound judgment to prioritize accounts, solve problems, and make customer-centered decisions.
• Commitment to inclusion, collaboration, and Vernier's mission to advance science education.
• Knowledge of K-12 schools, districts, science standards, education funding, and procurement practices within the assigned territory preferred.

Other Position Conditions and/or Physical Demands

• Remote office environment with regular use of computers, phones, video conferencing, and other communication tools.
• Ability to work a schedule aligned with customers and business needs throughout the assigned territory.
• Frequent travel throughout the assigned territory, with additional domestic travel for conferences, training, and company events; overnight travel is required.
• Ability to transport, set up, demonstrate, and repack product samples and event materials, with reasonable accommodations available as required by law.
• Ability to remain in a stationary position and perform computer-based work for extended periods, with reasonable accommodations available as required by law.
• Successful completion of criminal, education, and work history background checks required.
• A valid driver's license and satisfactory driving record may be required when operating a vehicle for company business.