Account Manager

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

📋 Description

• Take ownership of the entire revenue lifecycle for a designated group of K–12 accounts

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

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

• Construct and update quarterly territory plans that align with whitespace analysis, executive personas, funded initiatives, service attachments, adoption gaps, and subsequent plays based on buying personas

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

• Manage deals from start to finish, including discovery through closure, RFP strategy, pricing and terms, commercial approvals, legal negotiations, and procurement timeline management

• Ensure forecast accuracy and maintain CRM standards within Salesforce

• Coordinate with Solution Consulting, Services, Customer Success, and Partners to facilitate 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 (50–60%), including multi-state trips, to further strategic deals, lead onsite demonstrations, and conduct executive workshops

⛳️ Requirements

• Proven track record of 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, coordinating overlay teams through public-sector procurement across various buying personas

• Capability to transform a champion in one persona into successes with others, such as converting a CFO to a CHRO or CAO

• Proven discipline in managing pipeline and forecasts in Salesforce, inspection-ready for weekly reviews

• Expertise with a contemporary deal methodology and mutual close plans, such as MEDDPICC

• Over 4 years of enterprise SaaS sales experience, preferably in CRM, ERP, Analytics, or EdTech

• Bachelor's degree or equivalent experience

• Willingness to travel occasionally, up to 25-40%, for essential events such as team summits, training sessions, customer meetings, and company functions

• Preferred: Experience in K–12 or public-sector environments, including familiarity with funding cycles, board approvals, RFPs, and the use of co-ops or state purchasing vehicles

• Preferred: Established connections with K–12 district leaders or directors

• Ability to cultivate executive relationships across Superintendent, CIO, CHRO, Curriculum, Finance, and Procurement

• Proven whitespace planning ability that can scale 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

• Comprehensive 401(k) plan

• Generous Parental Leave

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

• Wellness Program, including ClassPass & Employee Assistance Program

• Tuition Reimbursement

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

• Applicable commission