Market Development Manager – K-12

Office Depot

. Develop and maintain go-to-market frameworks for the K-12 education market .

Posted 11/12/2026full-timeLos Angeles • California • United StatesSeniorLead💰 $87,500 - $147,900 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in K-12 vertical sales and go-to-market strategy, with a strong focus on pricing, deal structuring, and sales incentive design. Proven ability to influence outcomes in a matrixed organization while driving measurable revenue impact.

Highest-signal resume keywords

K-12 Vertical Sales ExperienceGo-To-Market Strategy DevelopmentPricing and Deal StructuringSales Incentive DesignCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

K-12 Market Framework DevelopmentRevenue Target ManagementPerformance Data InterpretationSales Pipeline ReportingAnalytical Rigor

Soft Skills

Strong Communication SkillsExecutive PresenceRelationship BuildingInfluence Without AuthorityCollaboration

Tools & Technologies

Microsoft OfficeSalesforce.comCRM Tools

Industry Keywords

Public Sector ProcurementK-12 Buying DynamicsRFP/Bid RequirementsFunding SourcesCompetitive Landscape

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

Develop and maintain go-to-market frameworks for the K-12 education market
Own the K-12 vertical revenue and margin target through influence rather than direct management
Develop the vertical go-to-market strategy, including target segments, value propositions, and win themes
Serve as the enterprise subject-matter expert on K-12 buying dynamics, procurement cycles, RFP/bid requirements, funding sources, and competitive landscape
Shape curated assortment strategy and identify industry-specific promotional opportunities
Participate in the deal desk for qualifying K-12 opportunities, advising on pricing, scoping, and win strategy
Co-design the K-12 component of field incentive plans and recommend targeted campaigns
Provide input on strategic K-12 account assignments and coverage governance
Maintain prioritized target-account lists and recommend account reassignments
Run quarterly business reviews and monthly pipeline check-ins
Report the vertical's performance narrative to senior leadership
Partner with vendors on seller recruitment, training, and enablement
Partner with Merchandising, Marketing, and Product on assortment, offers, collateral, and campaigns
Join field representatives on strategic pursuits as an expert resource

Requirements

What you’ll need

Bachelor's degree or equivalent experience
8 years of experience minimum
Deep K-12-vertical sales or go-to-market experience, ideally in distribution or a comparable public sector procurement environment
Demonstrated ability to drive results through influence in a matrixed organization
Strong command of pricing, deal structuring, and sales incentive design
Track record of measurable revenue impact against a target
Proficient in Microsoft Office (Word, Excel, PowerPoint)
Working knowledge of CRM tools (e.g., Salesforce.com) and sales/pipeline reporting platforms
Ability to interpret vertical performance data (pipeline, win rate, margin)
Executive presence with Regional VPs and senior sales leaders
Ability to lead through structured governance and process-improvement mechanisms without direct authority
Strong analytical rigor in pricing, deal structuring, and incentive design
Ability to build and maintain relationships with key K-12 district accounts and partners
Strong communication and presentation skills
Cross-functional collaboration across sales, merchandising, marketing, and product
Ability to read, write, speak, and understand English required
Ability to travel as needed
Business, Sales, or Education related field preferred

Benefits

Comp & perks

401(k)
Competitive salaries
Incentive program eligibility
Opportunities to move and grow within the organization
Hybrid work arrangement