Account Manager

About the role

Join Cartwheel to help tackle the student mental health crisis. We see our role as supporting on-campus counselors, psychologists, and school social workers who see kids every day. This means earlier intervention, higher student and family engagement in care, and better coordination among the trusted adults in a student’s life.

Responsibilities

• Develop and own Cartwheel’s “best practice” approach for securing renewals and expansions on our existing contracts
• Forecast and manage our renewal and expansion pipeline
• Develop growth strategies for individual accounts, identifying opportunities to expand services through cross-sell, upsell, and expansion opportunities
• Build a thesis for each account on what it will take to win
• Collaborate with the Sales and Success teams to ensure a smooth handoff and implementation after the initial sale closes
• Nurture relationships across the district to ensure broad sponsorship for Cartwheel (e.g., Superintendents, Student Services, Counseling)
• Work with School Success to share impact stories, prove Cartwheel’s ROI, and collect feedback on our product and show how we’re responding to it
• Explore opportunities to expand, upsell, or cross-sell
• Demonstrate exceptional deal control, always maintaining a clear path to close-win, including immediate next step, possible pitfalls, and contingency plans
• Continually share learnings and feedback with colleagues to improve team performance
• Lead contract negotiations with district leadership, procurement teams, and key stakeholders, including counseling them on how to creatively leverage funding sources and adhere to our timeline

Requirements

You’ll need 6-10 years of sales and/or account management experience within K-12 education. Fluency in the "full stack" sales and renewal motion is essential, including:

• Rapidly building a broad base of authentic, trusting relationships
• Discovering the needs, preferences, and obstacles in each district
• Managing your pipeline and forecasts efficiently
• Handling objections and creatively finding solutions
• Counseling districts on the nuances of a complex market and product
• Closing deals and building sponsorship across the district along the way
• Negotiating on pricing, deal construct, timelines, and incentives
• Corraling diverse stakeholders to adhere to a concrete timeline
• Thriving in a world of rapid startup growth
• Prioritizing outcomes and moving forward without getting stuck

Qualifications

• Embody our values: Human, Humble, Accountable, Innovative, Resilient
• Exceptional communicator in a variety of settings and formats

Skills

• Strong negotiation skills
• Excellent relationship-building abilities
• Ability to manage multiple projects simultaneously
• Experience working with K-12 education systems
• Knowledge of K-12 education policies and procedures

Benefits

Cartwheel offers competitive compensation between $145,000 - $168,000 (OTE), equity ownership stake in the company, high-quality health insurance with a $0 monthly premium option for employees, dental, vision, and employer-sponsored life insurance, 4 weeks of paid PTO (3 weeks any time + 1 week office closure in December), sick leave + holidays, 401K with up to 2% employer match, and a $500 annual educational stipend. We also offer a team-based culture with mission-driven colleagues who will go to bat for you.

Pay

$115,000 - $135,000 per year plus 20% base incentive plan and competitive equity options

Schedule

Fully remote with regional travel 1-3x a quarter; preference for location in the Southern US and ability to work EST or CST hours

Start

July 2026

Application Instructions

Please be prepared to provide acceptable documentation to verify your identity and work authorization. For all recruitment-related questions, please email talent@cartwheelcare.org. Cartwheel uses AI-assisted tools to support our hiring process. This may include tools that help organize and surface applications for recruiter review, AI-powered candidate communications and scheduling, interview recording and documentation, and an AI chat tool available to candidates during the process. All hiring decisions are made by Cartwheel recruiters and hiring managers. No candidate is selected or eliminated from consideration solely by an automated system. All hiring decisions are made by humans.