Senior Account Executive

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

📋 Description

• Achieve timely bookings, renewals, net revenue retention, and multi-suite expansion goals within a designated K–12 account territory.

• Develop and update quarterly territory strategies that encompass whitespace, executive personas, funded initiatives, service attachment, adoption gaps, and future actions.

• Generate and advance the sales pipeline through targeted initiatives, executive engagement, and multi-threaded interactions across various district purchasing personas.

• Manage enterprise deals from start to finish, which includes discovery, RFP strategy, pricing and terms negotiations, commercial approvals, legal negotiations, and overseeing procurement timelines.

• Ensure forecast accuracy and maintain CRM standards in Salesforce, including managing contacts, activities, next steps, and stage transitions.

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

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

• Travel frequently, approximately 50–60%, which may involve multi-state trips, onsite demonstrations, strategic deal support, and executive workshops.

⛳️ Requirements

• Consistent achievement of bookings and revenue retention objectives, including multi-suite expansion across assigned accounts.

• Proven experience managing 6- to 9-month sales cycles focused on cross-selling and orchestration with overlay teams through public-sector procurement.

• Ability to engage with multiple buying personas and convert a champion from one persona into successes with others.

• Demonstrated discipline in managing pipeline and forecasts in Salesforce, ensuring readiness for weekly inspections.

• Proficiency with contemporary deal methodologies and mutual close plans, such as MEDDPICC, utilizing CRM documentation to facilitate stage transitions.

• A minimum of 4 years of enterprise SaaS sales experience, preferably in CRM, ERP, Analytics, or EdTech sectors.

• Bachelor’s degree or equivalent professional experience.

• Preferred experience in K–12 or public-sector environments, including familiarity with funding cycles, board approvals, RFP processes, and cooperative or state purchasing mechanisms.

• Established references from leaders or directors within K–12 districts (preferred).

• Ability to cultivate executive relationships across various roles such as Superintendent, CIO, CHRO, Curriculum, Finance, and Procurement.

• Proven experience in whitespace planning that effectively scales 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 and Long-Term Disability coverage.

• Comprehensive 401(k) plan.

• Generous Parental Leave policy.

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

• Wellness Program, including ClassPass & Employee Assistance Program.

• Tuition Reimbursement.

• Pet Insurance.

• Identity Theft Protection.

• Student Debt Repayment Program.

• Prepaid Legal coverage.