Sales Specialist (Arizona ESA Program) - The Princeton Review

The Princeton Review is seeking a results-driven sales professional to generate new customer enrollments and revenue in Arizona, primarily among families participating in the state’s Empowerment Scholarship Account (ESA) program. This role will own the full sales cycle—from prospecting and initial outreach through needs assessment, program recommendation, enrollment, funding approval, and payment.

This is a hands-on individual contributor sales role with clear enrollment and revenue goals. The specialist will build and manage a pipeline of prospective families, convert leads into paying customers, and develop community referral channels that consistently generate new business. Success will be measured primarily by completed enrollments, conversion rates, collected revenue, and pipeline performance.

Sales & Revenue Generation

• Prospect, qualify, and convert Arizona ESA families into Princeton Review customers across SAT, ACT, AP, tutoring, and college-readiness programs.
• Conduct consultative sales conversations to understand family needs, recommend the right solution, communicate value and pricing, address questions or objections, and ask for the sale.
• Own the customer through the full sales cycle, from initial contact through completed enrollment, ESA funding approval, and collected payment.

Pipeline Management & Results

• Build and maintain an active pipeline of prospective customers, with disciplined follow-up and clear next steps designed to move opportunities toward enrollment.
• Manage leads through each stage of the sales funnel and proactively re-engage prospects who have not yet converted.
• Meet established goals for sales activity, completed enrollments, conversion rate, pipeline generation, and collected revenue.

Lead Generation & Community Sales

• Develop referral relationships with private schools, homeschool groups, microschools, counselors, parent organizations, learning centers, athletic organizations, and other Arizona ESA networks that generate qualified prospective customers.
• Conduct presentations, webinars, events, and direct outreach with the specific goal of generating leads and converting families into customers.
• Identify and test new prospecting channels and referral sources based on their ability to produce enrollments and revenue.

Who You Are

• You have demonstrated success in a quota-driven sales, enrollment, business development, or customer acquisition role.
• You are comfortable prospecting for new customers rather than relying solely on inbound leads.
• You are a consultative seller who can uncover customer needs, connect those needs to the right solution, communicate value, and confidently ask for the sale.
• You are comfortable discussing pricing, navigating objections, following up persistently, and moving prospective customers toward a decision.
• You are motivated by measurable results and comfortable being accountable for enrollment, conversion, pipeline, and revenue goals.
• You have strong pipeline discipline and consistently document activity, next steps, and outcomes.
• Knowledge of or relationships within Arizona’s ESA, private-school, homeschool, microschool, or parent communities is strongly preferred.
• Experience selling education services directly to families is strongly preferred.