For many educators, the word “sales” can be a significant barrier to considering a career in EdTech. It conjures images that feel worlds away from the collaborative, mission-driven environment of a school. But what if that’s the wrong way to look at it? What if a role in EdTech is actually an extension of teaching?
In a recent episode of the Always A Teacher podcast, I spoke with Marybeth Schultz, School Partnerships Manager at Edpuzzle. Her journey offers a powerful reframing of what it means to succeed in this industry—by focusing less on selling and more on serving, teaching, and building relationships.
Beyond the Title: Redefining Sales as Partnership
When asked if she is in sales, Marybeth’s answer is nuanced and insightful. She doesn’t lead with quotas or territories; she leads with her identity as an educator and partner. This mindset is a game-changer for transitioning teachers who fear losing their mission-oriented focus. By viewing the role as an extension of the school—a support system dedicated to finding solutions and giving teachers time back—the pressure of "selling" transforms into the purpose of "helping."
"I always say I'm a relationship builder... I never feel like I'm selling to a school. I am partnering with them... I'm a thought partner for them... We're trying to find a solution to your problem. We're trying to give teachers time back, so I see myself as an extension of the school, as a support. But do I sell? Yes, I have a quota, I have a number, but I feel like I do it in a way where it's not a salesy way."
Finding Your Voice: The Courage to Be a Learner Again
One of the biggest hurdles in any career change is the fear of looking like a novice. Marybeth offers a powerful piece of advice: have the courage to ask questions. She beautifully connects this to the classroom, reminding us that the student with a question is often speaking for many others. For educators thinking about a transition, she provides a concrete first step: start practicing now. By volunteering for new projects or committees within your school, you can build the "muscle" of using your voice in a new context, making the eventual transition feel less intimidating.
"Just like in the classroom, the student who is asking a question is probably not the only one in that room that has that same question... if you're in a school right now volunteering for something or asking your principal if there's any projects or something that you can help with, kind of gives you a voice and gives you practice with using that voice."
Embracing the Journey: Getting Comfortable with Growth
A successful transition requires more than just new skills; it requires a new mindset. Experienced educators are used to being experts, but a new career means embracing the role of a learner once again. Marybeth emphasizes that this process isn't linear and requires getting comfortable with being uncomfortable—because that is where growth happens. She stresses the importance of leaning on a network of mentors and peers, who can affirm that challenges are normal and that there is always a way forward.
"You have to be willing to kind of dig a little deeper... Like getting uncomfortable is kind of the the way to growth... you have to know that it's going to be like a winding journey. It's not going to be linear. You have to realize that there's going to be some good days and maybe some not so good days, but ultimately you have people there to help you."
Listen to the Full Conversation
Marybeth’s journey is an inspiring and practical guide for any educator looking to find an authentic and fulfilling career in EdTech. Her insights prove that you don’t have to leave your identity as a teacher behind—you can bring it with you to make an even bigger impact.
Listen to our full conversation on the Always A Teacher podcast to hear more.
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