Account Executive

AIM Institute for Learning & Research; United States; On-site; USD 110,000 - 180,000; Full time

Job summary

AIM Institute for Learning & Research is seeking an Account Executive to drive new business revenue across K-12 institutions and higher education. You will manage the full sales cycle, from prospecting to close, in a fast-paced, quota-driven environment.

The ideal candidate has 5+ years in education technology or K-12 sales, deep knowledge of district funding, and a track record of meeting revenue targets. Travel is required up to 40% for onsite meetings and events.

Qualifications

• 5+ years of full-cycle B2B sales in education technology or K-12 SaaS.
• Proven success closing multi-stakeholder deals with education buyers.
• Strong understanding of district purchasing cycles and education funding sources.

Responsibilities

• Own and exceed annual sales quota through new logo acquisition and territory expansion.
• Lead full-cycle sales: prospecting, discovery, demo, proposal, negotiation, contract.

Skills

Full-cycle B2B sales

Education technology

K-12 SaaS

District purchasing cycles

Pipeline development

RFPs/RFIs/RFQs

Salesforce

MEDDIC/Challenger

Relationship building

Travel planning

Education

Bachelor's degree

Tools

Salesforce

Job description

About AIM and the AIM Institute for Learning & Research

AIM, comprising AIM Academy and the AIM Institute for Learning & Research, is a leading nonprofit organization dedicated to advancing literacy through a research-to-practice approach. We are a community of educators, researchers, and leaders committed to shaping the future of learning by ensuring every learner develops a strong foundation in literacy and unlocks lifelong opportunity. Our core purpose is to transform and empower lives through literacy, with an ambitious goal of impacting 100 million lives. At AIM, we translate the latest scientific research into effective, evidence-based instructional practices, equipping educators with the knowledge, tools, and professional learning needed to drive meaningful outcomes for students. Through our Institute, we partner with schools, districts, and state education agencies to deliver scalable, research-backed professional development grounded in the science of reading. Through AIM Academy, we provide a college-preparatory education for students with language-based learning differences, applying research-based interventions in an innovative learning environment. At the intersection of research, innovation, and practice, AIM is working to create systemic change in literacy education nationwide and beyond. We are driven by a shared belief that when research and practice come together, all learners can thrive.

Because AIM is dedicated to creating a culture of equity and inclusion, candidates should value engaging in open dialogue, questioning, confronting assumptions, and attuning to all voices. Please review AIM’s Equity and Diversity Statement online.

At AIM, our hiring process reflects our culture, ethics, and core values: Care for Others, Creative Problem Solving, Commitment to Excellence, and a Can-Do Attitude.

JOB DESCRIPTION

The Account Executive is a quota-carrying, full-cycle sales professional responsible for driving new business revenue across an assigned territory of K-12 educational institutions, including state departments of education, districts, schools, and partnership organizations. This role owns the entire sales cycle, from prospecting and discovery through negotiation, close, and handoff to Relationship Management.

The ideal candidate is a results-driven hunter with 5+ years of education technology or K-12 sales experience, a deep understanding of district purchasing cycles and education funding, and a proven track record of consistently meeting or exceeding annual revenue targets. They thrive in a fast-paced, metrics-driven environment and bring a consultative, solutions-oriented approach to engaging educational leaders.

RESPONSIBILITIES

New Business Development & Quota Attainment

• Own and exceed an assigned annual sales quota through new logo acquisition and territory expansion within the K-12 and Higher Education market.
• Execute full-cycle sales activities including prospecting, qualification, discovery, demo, proposal, negotiation, and contract close. Execute strategic territory planning.
• Generate net-new pipeline through outbound prospecting—cold calling, personalized email sequences, social selling on LinkedIn and other platforms, and event-based outreach—while also qualifying inbound marketing leads (MQLs) into sales-qualified opportunities (SQLs).
• Conduct discovery calls/onsite meetings/ conference presentations and deliver tailored product demonstrations that connect AIM offerings to district-specific needs, instructional priorities, and student outcomes.
• Develop client proposals, pricing, ROI justifications, and contracts, then lead negotiations through to signed agreement.
• Navigate complex, multi-stakeholder buying processes involving all high-profile roles in educational leadership and higher education (e.g., superintendents, curriculum directors, literacy coordinators, business officers, deans, and school boards).
• Manage and respond to RFPs, RFIs, and RFQs in coordination with the RFP Writer, Product and other department leads as necessary.
• Travel a minimum of 40% for onsite discovery meetings, district visits, conferences, and regional networking events.

Pipeline & Territory Management

• Build and execute a strategic territory plan that prioritizes high-value accounts based on enrollment, funding profile, literacy initiatives, and product fit.
• Maintain accurate, up-to-date records of all accounts, contacts, opportunities, and activities in Salesforce, ensuring data hygiene that supports reliable forecasting.
• Deliver accurate weekly forecasts and pipeline updates to sales leadership; manage opportunities through defined stages with clear next steps and exit criteria.
• Monitor leading indicators—activity volume, conversion rates, average deal size, and sales cycle length—and adjust execution to hit KPIs.
• Demonstrate working knowledge of education funding sources, including federal Title funds, state literacy allocations, and general funds, to time outreach and structure deals around district budget cycles.

Cross-Functional Collaboration & Strategy

• Partner with Marketing on account-based marketing (ABM) campaigns, lead generation programs, and conference strategy; provide field feedback to sharpen messaging and targeting.
• Collaborate with Product and Subject Matter Experts to position offerings, surface competitive intelligence, and influence the product roadmap based on customer needs.
• Coordinate with Relationship Managers and Client Success to ensure smooth onboarding and a strong first-year experience that supports renewal and expansion.
• Contribute insights on competitive activity, market trends, and buyer behavior to inform go-to-market strategy.
• Serve as a trusted advisor to prospective clients, recommending solutions grounded in evidence-based literacy practices and district-level data.

SKILLS & QUALIFICATIONS

• 5+ years of full-cycle B2B sales experience in education technology, K-12 SaaS, curriculum, or professional learning, with a consistent track record of meeting or exceeding annual revenue quotas.
• Proven success closing complex, multi-stakeholder deals with state departments of education, districts, and schools, including experience selling to superintendents, curriculum directors, literacy coordinators, and business officers.
• Deep understanding of K-12 district purchasing cycles, procurement processes, and education funding sources, including federal Title funds, state literacy allocations, grants, and general fund budgets.
• Strong consultative, solutions-oriented selling skills, with the ability to lead discovery, deliver compelling demonstrations, and connect product capabilities to district priorities and student outcomes.
• Demonstrated ability to generate net-new pipeline through outbound prospecting, including cold calling, personalized email sequences, social selling on LinkedIn, and event-based outreach.
• Experience managing RFPs, RFIs, and RFQs, and developing customized proposals, pricing structures, ROI justifications, and contracts through to signed agreement.
• Proficiency with Salesforce or comparable CRM platforms, with strong data hygiene practices and the ability to deliver accurate weekly forecasts and pipeline reporting.
• Working knowledge of modern sales tools and methodologies (e.g., MEDDIC, Challenger, Sandler, or similar), and comfort using sales engagement, prospecting, and conversation intelligence platforms.
• Familiarity with the Science of Reading and evidence-based literacy practices, or a demonstrated ability to quickly build credibility in a content-rich, research-grounded sales environment.
• Excellent verbal, written, and presentation skills, with the ability to communicate persuasively to senior education leaders and adapt messaging across audiences.
• Strong organizational and time-management skills, with the discipline to manage a high-volume territory, prioritize high-value accounts, and operate effectively in a metrics-driven environment.
• Self-directed, results-driven, and resilient, with a hunter mentality and a bias toward action.
• Ability to travel a minimum of 40% for onsite meetings, district visits, conferences, and regional networking events.
• Bachelor's degree required; prior classroom teaching, district leadership, or educator experience is a strong plus.
• Commitment to AIM's mission to transform and empower lives through literacy.