Account Director - Named Accounts

Accountabilities:

• • Own bookings, on-time renewals, net revenue retention, and multi-suite expansion targets across an assigned portfolio of K–12 accounts.
  • Build and continuously refresh quarterly territory plans based on whitespace opportunities, executive stakeholders, funded initiatives, services opportunities, adoption gaps, and future sales plays.
  • Generate and advance pipeline through targeted sales plays, executive outreach, and multi-threaded engagement with stakeholders including Superintendents, CIOs, CFOs, CHROs, CAOs, and Procurement leaders.
  • Manage enterprise deals from discovery through close, including RFP strategy, pricing, commercial approvals, legal negotiations, and procurement timelines.
  • Maintain accurate forecasts and strong CRM discipline, ensuring contacts, activities, next steps, deal stages, and exit criteria are consistently documented.
  • Coordinate Solution Consulting, Services, Customer Success, Partners, and other overlay teams to support value realization, QBRs, service commitments, and renewal readiness.
  • Gather customer feedback and market intelligence and communicate relevant insights to product, pricing, marketing, and go-to-market teams.
  • Advise internal leaders on account strategy, commercial priorities, sales plays, and territory plans.
  • Mentor other sellers and contribute to stronger team performance by sharing effective approaches to expansion, renewal, and enterprise deal execution.
  • Monitor territory performance indicators, including pipeline health, forecast accuracy, sales-cycle progression, renewal performance, and multi-suite expansion.
  • Travel approximately 50–60%, including multi-state trips, to support strategic deals, onsite demonstrations, executive workshops, and other high-impact customer initiatives.

  Requirements:

  • 8+ years of enterprise SaaS sales experience, ideally within CRM, ERP, analytics, EdTech, or another complex technology environment.
  • Proven track record of consistently achieving bookings and revenue-retention targets, including successful multi-suite expansion across assigned accounts.
  • Experience managing 6–9 month enterprise sales cycles involving cross-sell opportunities, multiple buying personas, overlay teams, and public-sector procurement processes.
  • Demonstrated ability to build relationships with senior stakeholders and turn champions in one business function into opportunities across additional personas and departments.
  • Strong pipeline generation, forecasting, and CRM management skills, preferably with Salesforce or a comparable platform.
  • Proficiency with modern enterprise sales methodologies and mutual close plans, such as MEDDPICC, with the ability to use them effectively throughout the sales cycle.
  • Strong understanding of K–12 or public-sector environments, including funding cycles, board approvals, RFPs, cooperatives, and state purchasing vehicles, is preferred.
  • Established relationships or references among K–12 district leaders or directors are highly desirable.
  • Demonstrated ability to develop executive relationships across Superintendent, CIO, CHRO, Curriculum, Finance, and Procurement functions.
  • Strong strategic planning, negotiation, presentation, communication, and stakeholder-management capabilities.
  • Ability to operate independently, manage complex priorities, and influence internal teams without relying solely on direct authority.
  • Bachelor’s degree or equivalent professional experience.

  Benefits:

  • Base compensation range of $116,700–$145,900 USD, depending on skills, relevant experience, training, credentials, internal equity, and market factors.
  • Comprehensive insurance coverage, including medical, dental, vision, pharmacy, life insurance, and AD&D.
  • Flexible Spending Accounts and Health Savings Accounts.
  • Short-term and long-term disability coverage.
  • Comprehensive 401(k) plan.
  • Generous parental leave.
  • Unrestricted paid time off through a discretionary time-off program.
  • Wellness resources, including ClassPass and an Employee Assistance Program.
  • Tuition reimbursement to support continued professional development.
  • Optional benefits including pet insurance, identity theft protection, student debt repayment assistance, and prepaid legal coverage.
  • An inclusive environment focused on collaboration, professional growth, and meaningful impact within K–12 education.