Account Executive

Key Responsibilities

• Own a regional revenue quota in annual new and expansion bookings
• Maintain 2–3x pipeline coverage to ensure forecast predictability
• Prioritize net-new district acquisition while expanding existing accounts
• Achie >100% annual quota attainment
• Execute structured deal plans for all opportunities
• Source a majority of pipeline through self-generated outbound prospecting
• Generate consistent qualified meetings and new pipeline each quarter
• Qualify opportunities based on authority, funding source, timeline, compliance urgency, and measurable impact
• Maintain disciplined opportunity progression with strong stage conversion rates
• Leverage AI tools (e.g., Claude, or comparable platforms) to research districts, identify trigger events, personalize outreach at scale, and prioritize territory coverage intelligently
• Build and maintain executive-level relationships across assigned strategic districts
• Multi-thread opportunities across district cabinets and department leaders
• Position Level Data solutions around strategic plan execution, CIP tracking, compliance risk mitigation, special education accountability, funding alignment, and ROI measurement
• Partner with product and implementation teams to close complex, compliance-driven opportunities
• Sales Execution & Closing
• Independently manage discovery, demos, pricing strategy, proposals, and procurement navigation
• Navigate RFP processes and district contracting cycles
• Drive urgency in sales cycles
• Close ARR opportunities with disciplined follow-up
• Pipeline Management & Forecasting
• Maintain CRM accuracy >95%
• Deliver accurate weekly and quarterly forecasts
• Track and improve stage-to-stage conversion rates, sales cycle length, win/loss ratios, and average deal size growth
• Maintain disciplined CRM hygiene at all times
• Cross-Functional Collaboration
• Partner closely with SDRs, Marketing, and Customer Success
• Ensure smooth handoff to implementation to protect renewals and expansion

Qualifications

• 3+ years of B2B SaaS sales experience, with strong preference for K–12 education
• Experience managing complex, multi-stakeholder, public-sector sales cycles
• Strong discovery and consultative selling skills
• Ability to speak fluently about ROI, funding pathways (ESSER, IDEA, Title programs), compliance, and measurable district outcomes
• Comfortable selling to cabinet-level district leaders
• Proficiency in CRM systems and structured deal management
• Executive-level communication and presentation skills
• Demonstrated AI literacy: actively uses AI tools to research accounts, draft outreach, prepare for calls, and improve productivity
• Uses AI to synthesize public data sources (state report cards, budget documents, strategic plans, board minutes) to build high-quality account intelligence before first contact
• Applies AI-assisted writing tools to produce first drafts of emails, proposals, and follow-up communications, then edits for accuracy, voice, and district-specific context
• Understands the limits of AI output: verifies facts, avoids AI-generated errors in customer-facing materials, and does not substitute AI research for genuine discovery
• Stays current on AI tools relevant to the sales workflow and proactively shares best practices with the team

Compensation

• Competitive base salary + uncapped commission OTE aligned with quota and performance
• Benefits package including health, PTO, and retirement