Account Executive (California)

Summit K12; California; Remote; USD 80,000 - 120,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

401(k) retirement plan

Paid Time Off (PTO)

Job summary

Summit K12 is seeking a motivated Account Executive to drive sales in the California region. This remote-USA role requires travel across the state and engages district leaders with compelling EdTech solutions for multilingual learners.

You will manage the full sales cycle from prospecting to close, deliver tailored product demos, and build a robust pipeline. Prior K-12/EdTech experience and Salesforce familiarity are preferred.

Qualifications

• 3-5 years of successful B2B sales experience, preferably in SaaS, technology, or services in the K-12 market.
• Experience and knowledge of the ELL landscape
• Strong consultative selling skills with a track record of closing deals
• Proven experience managing a full sales pipeline and surpassing revenue targets
• Demonstrated ability to manage a territory and proactively prospect for new business
• Ability to manage longer, multi-step sales cycles involving multiple stakeholders
• Excellent presentation, communication, and relationship-building skills
• Comfortable with CRM systems (Salesforce preferred) and sales tools
• Self-starter with high accountability and the ability to thrive in a fast-paced environment
• Willingness to travel (30–40%)

Responsibilities

• Prospect and qualify new leads through outbound efforts.
• Research prospective districts and schools to understand their needs and challenges.
• Build and maintain a healthy sales pipeline aligned to territory goals.
• Manage the entire sales process, from first contact to close, with support from sales leadership and marketing.
• Deliver compelling product demos and presentations tailored to each client’s needs.
• Navigate complex sales cycles involving multiple stakeholders and decision-makers.
• Conduct in-person meetings, product demos, and relationship-building activities with prospects and customers.
• Attend local events, conferences, and district meetings as needed to build visibility and engagement.
• Maintain a strong presence in assigned territories through regular travel and client visits.
• Partner with cross-functional teams, including Marketing, Product, and Customer Success, to align strategies and ensure seamless delivery of solutions.
• Provide accurate sales forecasts, pipeline updates, and insights to leadership.
• Share client insights and feedback to improve messaging and product positioning.

Skills

B2B sales

SaaS experience

ELL landscape

Consultative selling

Full sales cycle

Territory management

CRM (Salesforce)

Travel readiness

Tools

Salesforce

Job description

Account Executive (California)

Department: Sales

Employment Type: Full Time

Location: Remote - USA

Reporting To: Executive Director of Sales, CA

Compensation: $80,000 - $120,000 / year

Description

At Summit K12, our work goes beyond selling educational technology—it is about expanding opportunities for multilingual learners. We partner with California school districts to accelerate English language and literacy growth and help more students progress toward proficiency and reclassification.

We are seeking a motivated, mission-driven Account Executive who is passionate about improving outcomes for English learners. This role is ideal for an experienced consultative sales professional who excels at prospecting, building trusted relationships, and managing a complex, full-cycle sales process.

This is a field-based role requiring regular travel throughout the assigned territory. You will engage district leaders in meaningful conversations about their English learner goals, deliver compelling solution presentations, develop new partnerships, and guide opportunities from initial outreach through close.

The ideal candidate combines strong sales discipline with a genuine commitment to student success. Experience in K–12 education or EdTech is preferred. If you are driven to achieve ambitious sales goals while making a meaningful difference for multilingual learners and the educators who support them, we would love to hear from you.

Location & Sales Territory: State of California. The candidate must be based this territory.

Key Responsibilities

1. Prospecting & Opportunity Development:

• Proactively identify and qualify new leads through outbound efforts.
• Research prospective districts and schools to understand their needs and challenges.
• Build and maintain a healthy sales pipeline aligned to territory goals.

2. Sales Execution & Deal Management:

• Manage the entire sales process, from first contact to close, with support from sales leadership and marketing.
• Deliver compelling product demos and presentations tailored to each client’s needs.
• Navigate complex sales cycles involving multiple stakeholders and decision-makers.

3. Field-Based Engagement:

• Conduct in-person meetings, product demos, and relationship-building activities with prospects and customers.
• Attend local events, conferences, and district meetings as needed to build visibility and engagement.
• Maintain a strong presence in assigned territories through regular travel and client visits.

4. Collaboration and Reporting:

• Partner with cross-functional teams, including Marketing, Product, and Customer Success, to align strategies and ensure seamless delivery of solutions.
• Provide accurate sales forecasts, pipeline updates, and insights to leadership.
• Share client insights and feedback to improve messaging and product positioning.

Skills, Knowledge and Expertise

Basic Qualifications:

1. 3-5 years of successful B2B sales experience, preferably in SaaS, technology, or services in the K-12 market
2. Experience and knowledge of the ELL landscape
3. Strong consultative selling skills with a track record of closing deals
4. Proven experience managing a full sales pipeline and surpassing revenue targets
5. Demonstrated ability to manage a territory and proactively prospect for new business
6. Ability to manage longer, multi-step sales cycles involving multiple stakeholders
7. Excellent presentation, communication, and relationship-building skills
8. Comfortable with CRM systems (Salesforce preferred) and sales tools
9. Self-starter with high accountability and the ability to thrive in a fast-paced environment
10. Willingness to travel (30–40%)

Advanced Qualifications:

1. Experience selling into K–12 or the education sector (a plus, not required)
2. Familiarity with EdTech platforms and school procurement cycles
3. Strong analytical skills and the ability to leverage data to inform sales strategies.

Benefits & Compensation

Base Salary: $80,000 - $120,000 annually + uncapped commission plan

At Summit K12, we are committed to pay transparency and equitable compensation practices. The posted salary range reflects the scope of the role and current market benchmarks. Final compensation will be based on a variety of factors, including, but not limited to, your experience, skills, and qualifications. All offers are made with consideration for the individual candidate’s background and the needs of the role.

We also offer a comprehensive benefits package. Highlights include:

• Medical, dental, and vision insurance with multiple plan options
• Company-paid short-term disability, long-term disability, and life insurance
• 401(k) retirement plan
• Paid Time Off (PTO) program
• 10 paid holidays plus 1 floating holiday annually
• Wellness resources and support programs

Summit K12 is an equal opportunity employer. We are committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.