Account Executive, SMB

Panorama Education; United States; Remote; USD 67,000 - 135,000; Full time

Job summary

At a leading company in education technology, the SMB Account Executive plays a crucial role in enhancing K-12 student success through strategic sales initiatives. This remote position entails owning sales territories, engaging educational leaders, and driving the sales cycle while impacting students’ lives. Candidates should possess relevant sales experience and a passion for education.

Qualifications

• 1-2+ years of closing sales experience, preferably in education technology or SaaS.
• Proven record of exceeding sales targets in fast-paced environments.
• Ability to understand and address district needs.

Responsibilities

• Own territory sales strategy to meet or exceed revenue targets.
• Conduct strategic prospecting to engage key decision-makers.
• Drive the full sales cycle with deal control.

Skills

Closing sales experience

Consultative selling

Excellent communication

Salesforce hygiene

Organizational skills

Tools

Salesforce

Gong

Job description

About Panorama: Panorama Education is a fast-growing technology company focused on helping students achieve academic success and well-being. More than 2,000 K-12 school districts serving 15 million students across all 50 states have adopted Panorama to understand and support students across academics, attendance, behavior, and life skills development. School districts turn to Panorama's student support platform, research-backed surveys, and professional development to track progress toward strategic goals and improve student outcomes.

Panoramians can choose to work fully remote anywhere within the Continental United States.

About the Role At Panorama, we're on a mission to improve student outcomes, and as an SMB Account Executive on our Inside Sales team, you'll bring our solutions to districts supporting up to 2,000 students. You'll partner with K-12 leaders remotely to implement tools that create stronger, more equitable schools. You'll own your territory and the entire sales cycle, guiding district leaders through their challenges and showing how Panorama transforms student success, all without extensive travel. If you're passionate about meaningful work and want your sales efforts to impact thousands of students' lives, we want you on our team. This role blends strategic prospecting with the satisfaction of closing deals that truly matter.

This position will be supporting clients in the Eastern and Central time zones and therefor requires candidates to be based in either Eastern or Central time.

Responsibilities

• Own your territory sales strategy and execute a plan to meet or exceed revenue targets
• Become a territory expert who understands state education frameworks, local district leaders, and regional trends to effectively position Panorama's solutions
• Conduct strategic prospecting (50+ daily activities) to identify and engage key decision-makers in districts with up to 2,000 students
• Drive the full sales cycle while maintaining strong deal control—setting clear next steps, walking through proposals live, and asking the right questions to move deals forward
• Deliver compelling, high-impact demos tailored to each prospect's priorities, using relevant client stories and discovery questions
• Build and manage a healthy pipeline in Salesforce with accurate forecasting, timely reporting, and proper documentation
• Develop expertise in K-12 procurement processes, including district purchasing requirements, RFP thresholds, and creative funding solutions
• Cultivate relationships with district decision makers and our Account Managers that drive expansion opportunities within your accounts

Our Ideal Candidate:

• 1-2+ years of closing sales experience, preferably in education technology or SaaS
• Proven track record of meeting or exceeding sales targets in a fast-paced environment
• Experience with consultative selling and the ability to understand and address district needs
• Excellent communicator who can deliver concise, compelling messages to education leaders
• Demonstrates strong Salesforce hygiene and a data-driven approach to sales performance
• Self-motivated with strong organizational skills to manage multiple deals simultaneously
• Thrives on feedback and embraces a growth mindset

Bonus Points:

• Experience in K-12 education or educational technology sales
• Familiarity with Panorama's platform and suite of tools
• Proficiency with sales tools like Gong and Salesforce
• A genuine passion for helping to improve education

Salary: The starting base salary for this role is $67,500 with an OTE of $135,000. Final salaries will be determined based on experience, skills, and location.

The “Starting Base Salary” represents anticipated salary for this position across all US locations. The determination of this anticipated Base Salary involves the consideration of many factors in making compensation decisions including but not limited to: unique skill sets, experience, training, performance, licensure and certifications, as well as other business and organizational needs. Our anticipated Base Salary determination is just one component of Panorama’s competitive total rewards strategy that also includes annual bonus or commission awards, equity awards, as well as other region-specific health and welfare benefits

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