Account Executive – Enterprise

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

📋 Description

• Take ownership of the entire revenue lifecycle for a territory comprising K–12 accounts.

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

• Develop and implement sales strategies within the designated territory.

• Construct and update quarterly territory plans based on whitespace analysis, executive personas, funded initiatives, service attachments, adoption gaps, and upcoming actions.

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

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

• Ensure forecast accuracy and maintain CRM standards in Salesforce.

• Utilize deal methodologies and mutual close plans to facilitate stage transitions.

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

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

• Travel frequently to support strategic deals, conduct onsite demonstrations, and lead executive workshops.

⛳️ Requirements

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

• Experience managing 6- to 9-month sales cycles focused on cross-selling while coordinating overlay teams in public-sector procurement across various buying personas.

• Demonstrated discipline in pipeline and forecasting using Salesforce, ready for weekly inspections.

• Proficient in modern deal methodologies and mutual close plans, such as MEDDPICC.

• Over 2 years of enterprise SaaS sales experience, preferably in CRM, ERP, Analytics, or EdTech.

• Bachelor’s degree or equivalent experience.

• Experience in K–12 or public-sector environments, including familiarity with funding cycles, board approvals, RFPs, and utilizing co-ops or state purchasing vehicles.

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

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

• Willingness to travel frequently (50–60%), including across multiple states.

🏝️ Benefits

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

• Flexible Spending Accounts and Health Savings Accounts.

• Short-Term and Long-Term Disability coverage.

• Robust 401(k) plan.

• Generous Parental Leave policy.

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

• Wellness Program, which includes ClassPass and an Employee Assistance Program.

• Tuition Reimbursement available.

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