Account Executive, EdTech - New Business

JJA.CO; California; À distance; USD 120 000 - 180 000; Plein temps

Avantages offerts par ce poste

Health insurance

401(k) match

Employee equity plan

Flexible time off

Paid holidays

Paid parental leave

Wellness days

Work-from-home funds

Fertility & adoption reimbursement

Résumé du poste

JJA.CO is seeking a New Business Executive to own the full sales cycle for mid-market and enterprise K-12 districts across the U.S. This remote role requires building executive relationships, crafting strategic account plans, and closing complex deals with districts over 3,000 students.

You will prospect, qualify, and close new logos, navigate procurement, and collaborate with Sales, Product, and Support to drive durable revenue growth in a fast-paced EdTech environment.

Qualifications

• 3+ years of quota-carrying B2B SaaS sales in mid-market/enterprise.
• Proven track record of new logos and meeting/exceeding quota.
• Ability to build qualified pipeline through strategic prospecting and account development.
• Experience in K-12 EdTech or SLED is preferred.

Responsabilités

• Own the full sales cycle for mid-market and enterprise school districts in your territory.
• Identify high-potential accounts, build account strategies, and generate demand.
• Develop executive relationships and navigate complex buying environments.
• Lead consultative discovery to uncover priorities, challenges, budgets, and timing.
• Build multi-threaded strategies across executive, technical, curriculum, safety, finance, and procurement stakeholders.
• Develop business cases tying challenges to measurable impact and ROI.
• Navigate procurement, RFP, legal, and contracting processes.
• Maintain a qualified pipeline, forecast risk, and close new business while managing relationships.

Connaissances

Quota-carrying sales

B2B SaaS

K-12 EdTech

Strategic prospecting

Executive relationships

Multi-thread selling

Forecasting & analytics

Negotiation

Account development

RFP/procurement familiarity

Description du poste

New Business Executive, Mid-Market & Enterprise (K-12 EdTech)

Fully remote (U.S.) | ~30% travel | Confidential search

Need experience in the following Territories:

1) California

2) Northeast

About the Company

Well-established, PE-backed leader in K-12 education technology, with a unified digital platform that helps districts keep students safe, protect instructional time, and get more value from their technology investments. The company is profitable at nine-figure revenue, with performance well above “Rule of 40” benchmarks, and it serves tens of millions of students and millions of teachers. Its customers include nearly all of the largest school districts in the U.S.

EdTech is being reshaped by AI and by districts’ need to consolidate bloated technology stacks. Our client is winning by replacing fragmented point solutions with a single platform and helping define the future of digital learning infrastructure. Its mandate is double-digit revenue growth, new product launches, and a path toward “Rule of 50/60” performance, with meaningful upside for people who join now.

The Role

As a New Business Executive, you will own the full sales cycle for mid-market and enterprise school districts (3,000+ students) in your territory. You will create and close new business by identifying high-potential accounts, building account strategies, generating demand, developing executive relationships, and working through complex buying environments.

What You’ll Do

• Own your territory through strategic account planning, market research, prioritization, and executive relationship building.
• Create new opportunities in complex accounts, including where no active buying process exists.
• Lead consultative discovery to uncover priorities, challenges, desired outcomes, decision criteria, stakeholders, budget, and timing.
• Build multi-threaded strategies across executive, technical, curriculum, safety/security, finance, and procurement stakeholders.
• Develop internal champions, identify economic buyers, and align complex buying committees.
• Build business cases that tie customer challenges to measurable impact and a clear reason to act.
• Expand beyond the initial use case when broader customer needs create additional value.
• Navigate procurement, RFP, legal, security, contracting, and funding processes.
• Use marketing, channel partners, events, referrals, and account insights to create executive entry points.
• Maintain a qualified pipeline and forecast risk, next steps, and outcomes accurately.
• Negotiate and close new business while owning the customer relationship.
• Work cross-functionally with Sales, Marketing, Sales Ops, Product, Support, and Customer Success.
• Keep the CRM current and use data to improve territory and sales performance.

Who You Are

• 3+ years of quota-carrying B2B SaaS sales experience in mid-market or enterprise, with K-12 or SLED focus strongly preferred.
• A demonstrated focus on new logos and a history of consistently meeting or exceeding quota, including personally creating and closing complex deals.
• The ability to build qualified pipeline independently through strategic prospecting, consultative selling, and account development.
• Strong discovery, executive communication, multi-threading, negotiation, and business-case skills.
• Commercial judgment around budgeting, procurement, RFPs, funding, and contracting.
• Strong analytical command of pipeline, opportunity risk, forecasting, and personal performance metrics.
• Collaborative, coachable, resilient, and committed to continuous improvement.
• Strong written, verbal, listening, influencing, and presentation skills.
• A willingness to embrace the company’s selling methodology and culture of accountability.
• Preferred territories: Northeast, Utah/Arizona/Nevada, and California. Experience or existing contacts in these regions are a plus.

What We Offer

• Competitive pay, complete health insurance, 401(k) match, and an employee equity plan.
• Flexible time off, paid holidays, paid parental leave, wellness days, and a paid year-end break.
• Work-from-home funds, fertility and adoption reimbursement, and other benefits that support professional growth and personal well-being.
• A varied, challenging role in a high-growth, innovative company, alongside supportive colleagues who share your passion for education.