Account Director – Named Accounts

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

📋 Description

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

• Achieve targets for bookings, timely renewals, net revenue retention, and expansion across multiple suites.

• Develop and implement sales strategies within an assigned territory of accounts.

• Construct and update quarterly territory plans based on whitespace, executive personas, funded initiatives, services attachment, adoption gaps, and future strategies by buying persona.

• Generate and advance pipeline through named plays, executive outreach, and multi-threaded engagement.

• Manage deals from start to finish, including discovery, RFP strategy, pricing and terms, commercial approvals, legal negotiations, and control of procurement timelines.

• Ensure forecast accuracy and adhere to CRM standards regarding contacts, activities, next steps, and stage exits.

• Coordinate with Solution Consulting, Services, Customer Success, and Partners to drive value realization, conduct QBRs, meet SLAs, and prepare for renewals.

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

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

• Mentor junior sales personnel to enhance the quality of wins across the team.

• 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 track record of consistently meeting bookings and revenue retention targets, including multi-suite expansion within assigned accounts.

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

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

• Capability to convert a champion in one persona into victories with others.

• Proven discipline in managing pipeline and forecasts within Salesforce.

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

• All MEDDPICC components should be documented and kept up-to-date in CRM to drive stage exits.

• Bachelor’s degree or equivalent experience is required.

• Knowledge of K–12 or public-sector dynamics, including funding cycles, board approvals, RFPs, and the use of co-ops or state purchasing vehicles.

• Established connections with K–12 district leaders or directors.

• Ability to cultivate executive relationships with Superintendents, CIOs, CHROs, Curriculum, Finance, and Procurement teams.

• Proven ability in whitespace planning that is scalable 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 and an Employee Assistance Program.

• Tuition Reimbursement support.

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