Strategic Account Executive

About the role

Lightspeed Systems is seeking a seasoned Strategic Account Executive to drive new business growth across an assigned K-12 territory. This role is focused on acquiring net-new district customers through complex, consultative sales cycles involving multiple stakeholders and long buying timelines.

Responsibilities

• Own and execute a territory strategy to drive net-new revenue within assigned K-12 school districts.
• Identify, pursue, and close complex, multi-stakeholder opportunities with district-level decision makers.
• Lead full-cycle sales efforts from prospecting and discovery through negotiation and close.
• Conduct deep discovery to understand district challenges, priorities, and compliance requirements.
• Position Lightspeed’s safety and visibility solutions as strategic investments aligned to district goals.
• Develop and deliver tailored executive-level presentations, proposals, and product demonstrations.
• Lead contract negotiations, pricing discussions, and procurement processes.
• Build and maintain a strong, accurate pipeline and deliver reliable revenue forecasts.
• Partner cross-functionally with Marketing, Solutions Engineering, Customer Success, and Product to support deal strategy and execution.
• Provide market and competitive insights to inform messaging, product direction, and go-to-market strategy.
• Maintain disciplined CRM hygiene and sales documentation to support forecasting and performance tracking.

Requirements

• Bachelor’s degree preferred.
• 5+ years of B2B sales experience, with a strong preference for EdTech or SaaS environments.
• Proven track record of consistently meeting or exceeding quota in a new-business sales role.
• Experience selling into K-12 school districts or public sector organizations.
• Demonstrated success managing complex sales cycles with multiple decision makers.
• Strong consultative and solution-based selling skills.
• Excellent executive-level communication, presentation, and negotiation abilities.
• High degree of autonomy, ownership, and accountability for results.
• Proficiency with CRM systems (Salesforce preferred) and modern sales enablement tools.
• Comfortable selling remotely and leading virtual demos, meetings, and negotiations.

Preferred Qualifications

• Experience closing large, multi-year or district-wide agreements.
• Familiarity with school safety, compliance, or digital learning technologies.
• Experience navigating public-sector procurement processes.