Senior Account Executive

What You’ll Do

• Own and manage complex district sales cycles end-to-end across a designated Top 2K territory through a combination of strategic outbound efforts, in-person relationship building, and consultative selling.
• Develop territory strategy, build pipeline, lead complex sales cycles, and partner cross-functionally to ensure districts successfully adopt and expand their use of ClassDojo.
• Spend meaningful time in the field building relationships face-to-face with district leaders, attending conferences, and becoming a visible ambassador for ClassDojo across your region.

Responsibilities

• Build and deepen relationships with executive district stakeholders including Superintendents, Cabinet leaders, Curriculum & Instruction leaders, Technology leaders, and school leadership teams.
• Navigate complex district procurement, budgeting, legal, and implementation processes while maintaining momentum across long sales cycles.
• Represent ClassDojo in the field through onsite district visits, conferences, executive meetings, and strategic partnership discussions.
• Collaborate cross-functionally with Product, Marketing, Success, Implementation, and Legal teams to deliver a seamless customer experience from first conversation through implementation and expansion.
• Use customer insights, market trends, and competitive intelligence to inform territory strategy and help shape future GTM and product direction.
• Consistently meet and exceed sales targets while helping establish ClassDojo as a trusted long-term district partner across your territory.

Requirements

You have 6+ years building sales pipelines and owning complex sales conversations, including at least 3+ years selling into K-12 Districts in the US.

You have a proven track record of consistently hitting and exceeding quota in strategic or enterprise-style sales environments.

You excel at navigating complex district buying processes, including multi-stakeholder decision-making, procurement, legal review, and long sales cycles.

You have strong executive presence and experience building relationships with Superintendents, Cabinet leaders, and other senior district stakeholders.

You are highly consultative in your sales approach and skilled at uncovering district priorities, aligning solutions to customer goals, and driving strategic conversations forward.

You thrive in dynamic, evolving environments and are energized by building processes, adapting quickly, and creating momentum in ambiguity.

You are excited to spend meaningful time in the field building relationships face-to-face with district partners, including travel of 25%+

You have a deep curiosity about the K-12 education landscape and stay informed on trends, challenges, and opportunities impacting district leaders.

Qualifications

You have experience selling products focused on classroom communication, family engagement, school climate, or broader district initiatives.

You have built strong networks within K-12 districts and are known as a trusted long-term partner within the education community.

You have experience balancing highly strategic district sales work with proactive outbound pipeline generation.

You are passionate about education and energized by the opportunity to help improve communication and connection between schools and families at scale.

Skills

You are highly organized and detail-oriented, with excellent communication and interpersonal skills.

You are comfortable working independently and as part of a team, and are able to manage multiple projects simultaneously.

You are a self-starter with a strong work ethic and a commitment to excellence.

Benefits

ClassDojo is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.

We are happy to accommodate any disabilities or special needs.

We are a distributed company, so we hire regardless of location, as long as you are willing to have significant hours overlap with one of the Americas time zones.

Pay

This role is eligible for an incentive pay component. The estimated range below represents On Target Earnings ("OTE"), which includes both an annual base salary and target sales incentive.

• CA, WA, NY, NJ, CT states: $180,000 - $240,000 (USD)
• All other states in the US: $160,000 - $215,000 (USD)

Schedule

Travel is expected to be 25%+