Account Executive

About the Role

The Account Executive (AE) drives growth within an assigned portfolio of named customers by achieving bookings objectives derived from organizational strategy. The AE primarily sells to existing customers, focusing on upsell and cross-sell opportunities while also playing a role in securing renewals where needed.

Top AEs demonstrate expertise in diagnosing and solving customer problems using our educational products. The sales process is summarized as Create, Advance, and Close.

This role requires 40-60% travel to expand relationships and secure renewals. The successful candidate must reside in one of the following states within the assigned territory: GA, LA, AL, SC.

Key ResponsibilitiesCustomer Expansion and Upsell

• Own the expansion and upsell of a defined book of business by identifying opportunities to implement existing and new products.
• Build strong, reference-worthy relationships at all levels within assigned accounts, including key decision-makers (C-level executives).
• Move customers from single-product to multi-product contracts to improve Annual Recurring Revenue (ARR) and reduce churn risk.

Pipeline Development and Maintenance

• Execute independent prospecting activities within the existing book of business to maintain a healthy pipeline.
• Collaborate with Sales Development Representatives (SDRs) and Marketing, ensuring proper qualification and disposition of leads.

Sales Process Execution

• Execute the sales process to achieve upsell and cross-sell ARR, using the MEDDPICC framework for rigorous opportunity qualification.
• Guide opportunities through each stage of the sales funnel, collaborating with teams such as Demand Generation, Revenue Operations, Finance, Legal, and Customer Success.
• Forecast accurately based on buyer behavior, following the MEDDPICC framework.
• Co-own the post-sale customer experience by setting up delivery teams for success.
• Participate in EdTech-specific events and conferences to reinforce customer relationships and market influence.

Collaboration & Communication

• Work closely with Customer Success Managers (CSMs) to ensure smooth handoffs and achieve shared customer goals.
• Collaborate with the Demand Generation team on targeted promotions, educational content, and training initiatives.
• Partner with Renewals and Customer Success teams to create a seamless customer experience, ensuring alignment on upsell potential and retention strategy.
• Provide secondary support to CSMs and Renewal Operations Executives (ROEs) for high-value customer renewals as needed.

Performance and Reporting

• Consistently achieve and exceed quarterly and annual sales targets.
• Focus on prioritized customer segments, tracking progress in pipeline health, opportunity coverage, and customer engagement.
• Maintain accurate and up-to-date records in Salesforce CRM for effective forecasting and deal strategy.

Essential Criteria

• SaaS or EdTech SaaS sales experience with a proven track record of exceeding quotas.
• Hands-on experience with CRM systems (preferably Salesforce).
• Ability to travel up to 50% as needed.
• Strong ability to plan, prioritize, and manage multiple opportunities.
• Exceptional negotiation, objection handling, and closing skills.
• Effective communication and ability to persuasively convey value propositions.
• Public speaking skills for presenting to stakeholders.

Desirable Criteria

• Experience with modern, multi-touch, multi-modal prospecting sequences, including leveraging phone calls effectively.
• Ability to multi-thread and build relationships across different levels within school districts.
• Bachelor’s degree in business, education, or a related field preferred.
• Understanding of state educational trends, technology, and budget cycles.
• Background in special education or speech-language pathology or extensive experience working with students with disabilities is a plus.