Territory Sales Manager - Mountain West

About Polaris Global Academy

Polaris Global Academy is a WASC- and Cognia-accredited online American high school, part of ABC Education Group in Boston. We provide students with two principal routes.

Full American High School Diploma

Students complete their secondary education with PGA and graduate with an accredited US high school diploma and transcript.

Individual Credit-Bearing Courses

Students take one or more courses with PGA alongside their existing education.

Courses can support:

• Acceleration

• Credit recovery

• Graduation requirements

• Advanced study and AP pathways

• Specialist subjects and greater curriculum choice

• Subjects a student’s existing school, microschool, co-op, or homeschool arrangement cannot provide

This flexibility is particularly relevant in school-choice markets. A family does not have to choose between its existing education arrangement and PGA. PGA can become the accredited academic layer that completes it.

Why the Mountain West

PGA is building its US growth strategy around markets where families have greater agency over where and how their children learn.

Arizona is our anchor market. The state’s school-choice environment, large homeschool community, growing microschool sector, and Empowerment Scholarship Account program have created an ecosystem in which families assemble education around the individual learner. PGA fits naturally into that environment.

A student might:

• Attend a microschool and take AP courses through PGA• Homeschool and complete accredited science courses through PGA

• Remain at a private school and take a subject the school cannot provide

• Move entirely to PGA and complete the full American High School Diploma

Utah is our second immediate priority market. Colorado, New Mexico, and Nevada complete the wider Mountain West development territory.

These markets will not receive equal attention from day one. Your job is to establish a repeatable growth model in Arizona, develop Utah alongside it, and progressively identify where the next significant opportunities lie across the wider territory.

The Role

You will own PGA’s Mountain West sales territory. In year one, that does not mean covering five states equally. Your priorities will be:

• Build Arizona. Establish a durable enrollment and referral engine in our primary US school-choice market.

• Develop Utah. Build relationships, pipeline, and early enrollment while identifying the channels that can scale.

• Test and develop the wider Mountain West. Build early intelligence and selected relationships in Colorado, New Mexico, and Nevada, concentrating resources where evidence shows the strongest opportunity.

We expect the territory to evolve. As individual markets reach sufficient scale, PGA will invest additional resources and headcount rather than expecting one person to cover an unlimited geography.

Three Routes to Market

You will develop three sales motions simultaneously.

1. Direct to Families

Convert families actively looking for full-time online schooling, accredited individual courses, credit recovery, acceleration, additional subject choice, or greater flexibility.

These are consultative enrollment conversations rather than transactional sales calls. Your job is to understand what the student needs before deciding whether PGA — and which PGA pathway — is appropriate.

2. Referral & Channel Partners

Build relationships with organizations already trusted by families, including microschools, homeschool co-ops, learning pods, education consultants, counselors, school-choice organizations, education entrepreneurs, and relevant community networks.The objective is not to collect partnership agreements. It is to create activated referral relationships that repeatedly produce qualified families and enrollments.

3. Schools & Institutions

Develop relationships with private schools, charter organizations, and other education providers where PGA courses can extend an existing academic offer — credit recovery, AP and advanced courses, graduation requirements, specialist subjects, schedule-conflict solutions, and individual courses a school cannot economically provide itself.

Land and Expand

Individual courses are an important part of PGA’s growth model. A family may initially come to us because their child needs one course. If that experience is excellent, the relationship can develop: one course → additional courses → a broader PGA pathway → the full diploma. We therefore care about more than the first transaction. We want to build long-term relationships with students, families, and referral partners. The successful Territory Sales Manager will understand both customer acquisition and lifetime value.

Key Responsibilities

Territory Ownership

• Build and execute a written Mountain West territory plan, with detailed Arizona and Utah market plans beneath it

• Identify priority accounts, communities, events, and referral channels

• Maintain pipeline coverage at a minimum of 3× target

• Own the complete sales cycle from prospecting through enrollment and handover

• Identify which development markets merit increased investment, based on evidence rather than assumption

Family Enrollment

• Convert inbound inquiries from marketing, webinars, events, search, and referral

• Conduct consultative enrollment conversations with parents and students, and recommend the most appropriate PGA pathway

• Guide families through application, transcript evaluation, course selection, and onboarding

• Develop appropriate expertise in state school-choice funding mechanisms where relevant

• Never represent a program, funding mechanism, or eligibility rule inaccurately in order to secure a sale

Partner Development

• Identify, recruit, and activate referral partners• Build relationships with microschools, co-ops, education consultants, and other organizations serving families

• Train partners to position PGA accurately

• Develop co-marketing and family-information opportunities

• Measure partners by qualified referrals and enrollments rather than agreements signed

Market Presence

• Represent PGA at relevant school-choice, homeschool, microschool, and education events

• Build PGA’s visibility within the communities where families actually discuss education decisions

• Travel strategically across the territory where the commercial opportunity justifies it

• Maintain regular field presence in Arizona; manage other Mountain West markets primarily remotely, supported by targeted in-state travel

Forecasting & Market Intelligence

• Maintain accurate CRM records

• Deliver weekly pipeline reporting and monthly forecasts

• Track competitor positioning and pricing

• Monitor relevant school-choice and funding developments

• Identify emerging market opportunities and feed intelligence directly into PGA’s US growth strategy

Navigating School-Choice Funding

School-choice funding programs can change. Eligibility, allowable expenditure, provider requirements, and payment mechanisms vary by state and evolve over time. You will be expected to understand the rules relevant to the markets you are selling into, and to keep that knowledge current. Accuracy matters more than a fast close. A sale made on a misrepresentation of what public or family-directed education funding can cover damages the family, the program, and PGA — in that order of seriousness.

What Success Looks Like

First 30 Days

• Full product and accreditation fluency

• Complete command of PGA’s course catalog, diploma pathways, transcript process, and pricing

• Arizona market map completed

• Written Mountain West territory plan agreed

• Initial Utah target-account and partner list established

• First priority Arizona relationships activatedFirst 90 Days

• First enrolled students

• Minimum three activated Arizona referral relationships

• Utah pipeline established

• Pipeline at a minimum of 3× target

• Initial partner-generated family opportunities

• Clear evidence identifying which channels are producing the strongest conversion

An activated referral partner means a relationship generating qualified family opportunities — not simply an organization that has agreed to speak to us.

First 12 Months

• Deliver the agreed annual gross-profit target

• Establish a repeatable Arizona acquisition model

• Establish a meaningful Utah enrollment and referral pipeline

• Create a base of referral sources producing repeat enrollments

• Maintain rolling quarterly forecast accuracy within ±15%

• Produce sufficient market evidence to determine where PGA should make its next Mountain West investment

Essential Requirements

• Minimum three years’ direct experience selling online, virtual, or hybrid school enrollment

• Documented history of achieving or exceeding commercial targets

• Established and current relationships within the Arizona education and school-choice market

• Strong knowledge of Arizona’s school-choice environment and ESA ecosystem

• Fluency in the US high school system, including credits, GPA, transcripts, and graduation requirements

• Understanding of AP and US university admissions expectations

• Excellent consultative sales capability, with strong prospecting and business-development skills

• Evidence of successfully developing new markets or channels

• Excellent written and spoken English, and confidence presenting to individual families and to groups

• Strong CRM and forecasting discipline

• Self-managing and effective in a remote environment

• Willingness to travel throughout Arizona and periodically elsewhere in the Mountain West

• Willingness to work occasional evenings and weekends around family and community events

• Authorized to work in the United States; Arizona residency requiredYou are not expected to arrive with an established network across every state in the territory. We are looking for deep Arizona relationships, plus evidence that you know how to build relationships and revenue in markets where you do not yet have them.

Desirable

• Conversational or fluent Spanish

• Existing relationships with Arizona ESA organizations, microschool operators, or homeschool organizations

• Existing relationships in Utah

• Experience selling credit-recovery, advanced-course, or supplemental programs into schools

• Experience operating within state school-choice funding programs

• Experience developing referral or channel partnerships

• Background in teaching, school counseling, or admissions alongside a strong commercial record

What We Offer

• Competitive base salary with uncapped commission on gross profit delivered

• A WASC- and Cognia-accredited product

• Both a full American High School Diploma and an individual-course proposition

• Marketing support including campaigns, webinars, family-facing collateral, and partner materials

• Direct access to PGA’s leadership team

• Significant influence over PGA’s US school-choice strategy

• A territory with substantial room for growth, and a say in where PGA makes its next US

commercial investments

Most importantly, this is not a mature territory where you are being asked to inherit somebody else’s

accounts. We are looking for someone who wants to build something. The person who succeeds in

Arizona and demonstrates that they can replicate the model across the Mountain West will play a

significant role in how PGA builds its wider US school-choice sales organization.

To Apply

Send your resume and a short cover note to paul.montague@abceducationgroup.com. Please

answer these three questions directly.

Which online school programs have you personally sold, and what were your results?

Tell us about your target, pipeline, conversion rates, and enrollment or revenue performance.

Name three organizations or individuals in the Arizona education market you would contact

during your first week.

Tell us why they would take your call and what you would say to them.

Imagine we asked you to build Utah from a standing start. What would you do in your first 90

days?

We are interested in how you think about market entry, not whether you already have a Utah

contact list.

Polaris Global Academy is an equal opportunity employer. We welcome applications from candidates of all backgrounds and are committed to building a team that reflects the communities we serve.