Miami-Fort Lauderdale Area
I spent sixteen years inside a school district before I ever sold to one. I started as a music teacher, became an instructional coach, then moved into district administration—managing digital learning initiatives, overseeing instructional materials budgets, and helping schools adopt technology that actually improved outcomes. I sat in the cabinet meetings. I wrote the RFPs. I know which committee really makes the decision, and it's rarely the one vendors think. That's not typical for EdTech sales. And it changes everything about how I lead. Today, as Regional Vice President of Sales at Instructure, I run a K12 team and help build the systems that make our entire organization more effective. Over the last few years, I've contributed to territory realignment, pipeline governance, forecast discipline, and the development of our Sales Operating System—frameworks that turn good execution into repeatable performance. But the work isn't just internal. I also write regularly on my Substack, where I explore sales leadership, district decision-making, and the surprisingly useful connections between philosophy, physics, jazz, and closing deals. My writing has become an extension of my leadership practice—a way to test ideas publicly and contribute to how EdTech thinks about selling to schools. Here's what I believe: Districts don't buy solutions. People do—cabinet-level leaders with specific pressures, political realities, and personal stakes in the outcome. Great sales teams don't perform. They observe, translate, and align. And the best insights come from disciplines that have nothing to do with sales. If you're building EdTech teams, improving sales execution, or thinking differently about how schools evaluate and adopt technology, let's connect. I'm always up for a conversation that doesn't sound like everyone else's.
As a Regional Vice President of Sales at Instructure, I lead a forward-thinking team committed to revolutionizing K12 education through innovative digital solutions. My role centers on helping my team to empower large school districts with the tools they need to enhance teaching and learning experiences effectively. In this leadership position, I focus on driving growth and maintaining strong partnerships with C-level stakeholders in the education sector. My approach is to blend strategic planning with a deep passion for educational technology, nurturing a culture of success and innovation within my team. Key Responsibilities: • Strategic Leadership: Direct and motivate the sales team to exceed their targets and significantly contribute to the company's overall success. • Sales Strategy Development: Craft and execute sales strategies that meet the unique needs of K12 districts, ensuring our solutions align perfectly with their educational goals. • Stakeholder Engagement: Foster and maintain robust relationships with decision-makers in the education sector, understanding their challenges and demonstrating how our products offer impactful solutions. • Team Building: Proactively hire and develop a diverse and talented sales team, focusing on inclusivity and quality to bring a wide range of perspectives and expertise to our sales efforts. • Pipeline Management Excellence: Implement rigorous pipeline management and forecast predictability practices to ensure transparency and consistency in sales performance, helping the team to meet and exceed expectations. • Collaboration with Product Teams: Work closely with product development teams to inform the evolution of our offerings based on customer feedback and emerging market trends.
I led a high-performing cross-functional team, focusing on strategic insights and individualized coaching. My leadership was defined by a proactive approach to exceeding quarterly and annual quota goals consistently. Key Achievements: • Strategic Sales Leadership: Directed the sales team to consistently over-deliver against quota goals, utilizing strategic insights and individualized coaching to enhance performance. • Exemplary Sales Performance: Personally exceeded sales quotas in the final five quarters as an individual contributor, achieving a cumulative 215% of the planned target throughout my tenure in the role. • Complex Deal Negotiation: Successfully delivered wins in complex statewide and district RFPs, securing some of the largest contracts in company history. This required deep cross-departmental collaboration with Legal, Finance, Marketing, Customer Experience, and all levels within the Sales organization. • Sales Methodology Development: Developed an innovative sales pitch and demo methodology, training the entire K12 sales team to deliver presentations with confidence and effectiveness. • Inspirational Leadership: Co-authored the Canvas Leadership Institute, inspiring impactful marketing messaging around "Make Learning Personal" and the Canvas "Fundamental Five," which contributed to shaping the company's strategic direction and market positioning.
During my sixteen years at Broward County Public Schools, I advanced through several roles, from teacher and instructional coach to systems analyst, eventually rising to significant leadership positions both at the school and district levels. My journey in public education was marked by increasing responsibility and a commitment to operational excellence. Key Achievements: • Leadership Development: Progressed through key educational roles, culminating in five years of formal leadership as a school-based and district-level administrator, where I spearheaded initiatives to enhance educational outcomes and operational efficiency. • Financial Management and Cost Savings: Managed a $20 million annual instructional materials budget, developing systems and processes that resulted in annual savings of over $6 million for Broward County Public Schools. • Technology Implementation: Leveraged the Canvas Learning Management System to electronically deliver curriculum materials to over 225,000 students, significantly improving access to educational resources and supporting a more integrated learning environment.
In this role, I was dedicated to guiding students through their educational journeys, specifically in courses focused on guitar and music of the world. My role involved a blend of instructional responsibilities and innovative system management to enhance student learning outcomes. Key Achievements: • Student Progress Monitoring: Diligently monitored student progress, providing personalized feedback and support to help students achieve their goals and successfully complete their courses. • Parental Engagement: Established effective communication with parents to keep them informed about their children's progress and engaged in the educational process. • System Management: Utilized the Virtual Student Information System to manage and track student progress efficiently, ensuring a structured and transparent learning experience. • Communication System Development: Developed a unique and responsive communication system designed to maximize student success and ensure adherence to course timelines, facilitating a supportive and organized educational environment.