Account Director – Named Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the complete revenue lifecycle for a portfolio of K–12 accounts.

• Achieve bookings, timely renewals, net revenue retention, and targets for multi-suite expansion.

• Develop and implement sales strategies within a designated territory of accounts.

• Construct and update quarterly territory plans linked to whitespace, executive personas, funded initiatives, service attachments, adoption gaps, and subsequent strategies by buying persona.

• Generate and advance the pipeline through targeted plays, executive outreach, and multifaceted engagement.

• Manage deals from initiation to closure, including RFP strategy, pricing and terms, commercial approvals, legal negotiations, and procurement timeline management.

• Ensure forecast accuracy and adhere to CRM standards in Salesforce.

• Coordinate with Solution Consulting, Services, Customer Success, and Partners to foster value realization, conduct QBRs, meet SLAs, and ensure renewal readiness.

• Gather and communicate market insights and customer feedback to product, pricing, and go-to-market teams.

• Act as a strategic partner to internal leaders regarding strategy, priorities, plays, and plans.

• Mentor junior sales team members to enhance win quality across the group.

• Travel frequently (50–60%), including multi-state trips, to support strategic deals, conduct onsite demonstrations, and facilitate executive workshops.

⛳️ Requirements

• Over 8 years of experience in enterprise SaaS sales, preferably in CRM, ERP, Analytics, or EdTech.

• Proven success in meeting bookings and revenue retention targets, including multi-suite expansion within assigned accounts.

• Experience managing 6- to 9-month sales cycles focused on cross-selling.

• Proficiency in orchestrating overlay teams through public-sector procurement across various buying personas.

• Ability to convert a champion in one persona into wins with others, such as transitioning from CFO to CHRO or CAO.

• Demonstrated discipline in pipeline and forecasting within Salesforce, prepared for weekly inspections.

• Familiarity with modern deal methodologies and mutual close plans, such as MEDDPICC.

• Ensure all MEDDPICC elements are documented and updated in CRM to facilitate stage transitions.

• Bachelor’s degree or equivalent experience is required.

• Fluency in K–12 or public-sector dynamics, including funding cycles, board approvals, RFPs, and the utilization of co-ops or state purchasing contracts.

• Established references from K–12 district leaders or directors.

• Capability to develop executive relationships across Superintendent, CIO, CHRO, Curriculum, Finance, and Procurement sectors.

• Demonstrated ability in whitespace planning that scales effectively across a large portfolio.

🏝️ Benefits

• Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance, and AD&D).

• Flexible Spending Accounts and Health Savings Accounts.

• Short-Term Disability and Long-Term Disability coverage.

• Robust 401(k) plan.

• Generous Parental Leave policy.

• Unlimited paid time off (referred to as Discretionary Time Off - DTO).

• Wellness Program, which includes ClassPass & Employee Assistance Program.

• Tuition Reimbursement support.

• Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program, and Prepaid Legal coverage.