Account Executive

Lightspeed-Systems; Austin (TX); On-site; USD 90,000 - 130,000; Full time

Job summary

Lightspeed Systems is seeking an Account Executive to drive new business growth across mid-market K-12 districts. You will own your territory end-to-end, build pipeline, and close net-new deals while coordinating with the Account Manager team to expand relationships.

The role requires consultative selling, multi-stakeholder engagement, and proficiency with Salesforce. Travel to district sites is expected as needed.

Qualifications

• Bachelor’s degree preferred.
• 4+ years B2B sales in EdTech or SaaS.
• Proven quota overachievement in hunting roles.
• Experience selling to K-12/public sector or rapid ramp in public-sector cycles.
• Ability to navigate complex multi-stakeholder sales cycles.
• Proficient with CRM and sales enablement tools.

Responsibilities

• Own and execute a territory strategy to drive net-new revenue within mid-market K-12 districts.
• Build pipeline from outbound, inbound, partners, and events.
• Lead full-cycle sales from prospecting to close.
• Conduct deep discovery to align with district priorities and funding paths.
• Position Lightspeed solutions as strategic investments for district goals.
• Lead negotiations and procurement processes.

Skills

B2B sales

EdTech SaaS

K-12 sales

Consultative selling

Salesforce

Territory management

Education

Bachelor's degree

Tools

Salesforce

Job description

Lightspeed Systems is seeking an Account Executive, to drive new business growth across an assigned book of mid-market K-12 school districts. This role is focused on acquiring net-new district customers through consultative sales cycles involving multiple stakeholders.

You will own your territory end-to-end - building pipeline, developing relationships with district technology and curriculum leaders, and closing deals that advance student safety and effective technology use across school systems. When you close a deal, you stay in the driver's seat: you manage that account day-to-day for the remainder of the calendar year, continuing to sell additional products and expand the relationship, in coordination with the Account Manager team.

Key Responsibilities

• Own and execute a territory strategy to drive net-new revenue within an assigned list of mid-market K-12 school districts (specific territory assignment provided at hire).
• Build pipeline from four sources: outbound prospecting, inbound marketing-qualified leads, channel/reseller partner referrals, and field events (ISTE, state ed-tech conferences, regional events).
• Lead full-cycle sales efforts from prospecting and discovery through negotiation and close.
• Conduct deep discovery to understand district challenges, priorities, and funding path (general funds, CapEx, E-Rate, grants, or bond cycle) before advancing a deal.
• Position Lightspeed's safety, filtering, and device visibility solutions as strategic investments aligned to district goals.
• Lead contract negotiations, pricing discussions, and procurement processes, including co-op and state contract vehicles where applicable.
• Build and maintain a pipeline that supports consistent quota attainment, with accurate Salesforce hygiene on every active opportunity - stage, close date, and next step always current.
• Manage your closed accounts day-to-day for the remainder of the calendar year - staying the primary point of contact, identifying and closing additional product opportunities, and coordinating with the Account Manager team.
• Partner cross-functionally with Marketing, Solutions Engineering, and the Account Management team to support deal strategy, cross-sell coordination, and execution.

Required Qualifications

• Bachelor's degree preferred.
• 4+ years of B2B sales experience, with a strong preference for EdTech or SaaS environments.
• Strong track record of carrying and consistently exceeding a new-business quota in a hunting role.
• Experience selling into K-12 school districts or public sector organizations, or a demonstrated ability to ramp quickly in a public-sector sales cycle.
• Demonstrated success managing complex sales cycles with multiple decision makers.
• Strong consultative and solution-based selling skills; comfortable working a defined sales methodology [TODO: confirm and name Lightspeed's methodology - internal Sales Hub references a "Lightspeed Sales Methodology" and a 4-week Sales Academy certification new reps complete].
• Proficiency with CRM systems (Salesforce) and modern sales enablement tools.
• Able to work onsite at Lightspeed's Austin HQ (Code Ranch) Monday–Thursday and to travel as required (see Travel above).

Preferred Qualifications

• Familiarity with school safety, content filtering, device management, or classroom management technology.

ABOUT US

With more than 25 years of serving education, Lightspeed Systems delivers the most in-depth visibility and control to power exceptional schools where students are safe and engaged; technology is compliant and easily managed; and resources are secure and optimized. Purpose-built for school networks and devices, Lightspeed’s cloud-managed solutions include the most effective web filtering, student safety monitoring, classroom management, device management, and data analytics software available. Headquartered in Austin, Texas, with a European office in London, UK, Lightspeed serves over 23 million students across 31,000 schools in 43 countries, utilizing 15 million devices. Learn more at www.lightspeedsystems.com .

We love our employees, and we show it. Our benefits and perks are built to support your overall wellbeing—at work and beyond. Offerings vary by country.

ABOUT OUR ATX HQ

If your role includes spending time onsite, you will LOVE being at the ranch. Our uniquely Lightspeed (and totally Texas) corporate headquarters has everything Lightspeeders need to get the job done – and a whole lot more.

• 15,000 sq. ft. of open work area, offices, and huddle rooms
• Snacks galore and a private chef serving up lunch Tuesday through Thursday every week
• A state-of-the-art fitness center (with outfitted locker rooms)
• Physical therapist onsite regularly
• Pet-friendly office environment
• A golf simulator, go-carts, shuffleboard, corn hole, and MORE fun

All within 31 sprawling acres of Live Oak trees that foster a natural habitat for local wildlife. It is not uncommon to be greeted daily by whitetail deer. (Maybe it wants to join your meeting?)

Lightspeed Systems is an equal opportunity employer. We are committed to a work environment that supports, inspires, and respects all individuals and in which personnel processes are merit-based and applied without discrimination on the basis of race, color religion, sex, sexual orientation, gender identity, marital status, age, disability, national or ethnic origin, military service status, or other protected characteristic.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Lightspeed Systems’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.