Account Executive

About The Role

The Account Executive drives growth within an assigned portfolio of named customers for our Embrace solutions. You’ll focus primarily on new business acquisition and cross-sell opportunities with existing customers, while supporting renewals where needed. In this role, you’ll diagnose customer needs, connect those needs to the value of Everway’s Individualized Education Program (IEP) solutions, and guide opportunities through the sales process from creation to close. You’ll work closely with teams across Sales, Marketing, Revenue Operations, Finance, Legal, Customer Success, and Renewals.

Main Responsibilities

• Own expansion and cross-sell within a defined book of business, identifying opportunities to expand use of existing and new products.
• Build relationships across assigned accounts, including senior decision-makers and buying teams.
• Move customers from single-product to multi-product contracts where this supports customer value, ARR growth, and retention.
• Work with SDRs and Marketing to follow agreed processes for qualified leads.
• Execute the sales process for upsell and cross-sell opportunities, using MEDDPICC to qualify opportunities rigorously.
• Guide opportunities through each stage of the sales funnel, collaborating with Demand Gen, Revenue Operations, Finance, Legal, Customer Success, and other teams as needed.
• Forecast accurately based on buyer behavior and opportunity qualification.
• Support a smooth post-sale customer experience by setting delivery teams up for success during the sales process.
• Collaborate with Customer Success Managers at key touchpoints to support shared customer goals.
• Partner with Renewals and Customer Success teams to align on cross-sell potential and retention strategy.
• Support Customer Success Managers and Renewal Operations Executives with renewal efforts for high-value customers where needed.
• Attend relevant EdTech events and conferences to strengthen customer relationships and support Everway’s market presence.
• Maintain accurate Hubspot records to support forecasting, pipeline health, and deal strategy.
• Track progress against monthly, quarterly and annual targets, including pipeline health, opportunity coverage, and customer engagement.

Essential Criteria

• 2+ years of sales, account management, or customer expansion experience, ideally in SaaS or SaaS EdTech.
• A consistent track record of meeting or exceeding sales quotas.
• Experience managing upsell, cross-sell, or expansion opportunities within an existing customer base.
• Hands-on experience with CRM systems (i.e. Hubspot, Salesforce, etc..).
• Able to plan and prioritize effectively across a portfolio of opportunities.
• Communicates value clearly to customers and stakeholders.
• Experience negotiating and closing commercial opportunities.
• Able to travel up to 40% as needed.

Desirable Criteria

• Special education, speech-language pathology, or relevant experience working with students with disabilities.
• Experience running multi-touch, multi-channel prospecting sequences.
• Experience building relationships across multiple stakeholders within school districts or similar customer organizations.
• Familiarity with MEDDPICC or a similar sales qualification framework.
• Understanding of state educational trends, technology, and educational budget cycles.
• A degree or equivalent experience in business or a related field.
• Experience using AI-enabled tools to improve sales workflow, account research, forecasting, or customer follow-up.