Enterprise EdTech Account Executive — Hybrid Territory Leader

Capstone; Eden Prairie (MN); Hybrid; USD 60,000 - 90,000; Full time

Job summary

Capstone is seeking an Account Executive to own territory strategy, drive enterprise sales, and build executive-level relationships with K-12 education customers. You will lead complex deals, collaborate with internal teams, and develop long-term plans aligned with customer goals.

Ideal candidates have 5–8+ years in education or EdTech sales, strong negotiation and forecasting skills, and proficiency with Salesforce and MS Office.

Qualifications

• Bachelor's degree in Business, Marketing, Education, or related field.
• 5-8+ years of successful sales experience, preferably within education or EdTech.
• Experience leading complex sales cycles and managing enterprise-level accounts.
• Proven track record of achieving and exceeding sales quotas.
• CRM proficiency (Salesforce preferred).
• Strong negotiation and business acumen.
• Excellent forecasting and pipeline management skills.
• Strong presentation and communication skills.
• Intermediate skills with Microsoft Office Suite (Word, Excel, PowerPoint).
• Experience with AI assistant tools preferred.

Responsibilities

• Own and execute strategic territory and account plans designed to achieve sales and growth objectives.
• Maintain accountability for territory revenue, quota attainment, and overall business performance.
• Identify opportunities for new customer acquisition, expansion, cross-sell, and upsell growth.
• Develop long-term account strategies aligned to customer initiatives and organizational goals.
• Forecast sales opportunities and territory performance accurately.
• Lead complex district and enterprise-level sales opportunities from prospecting through close.
• Navigate educational purchasing processes, procurement requirements, and funding sources.
• Engage executive sponsors, district leaders, administrators, and key stakeholders throughout the sales cycle.
• Develop customized solution strategies that align Capstone offerings with customer needs and strategic priorities.
• Negotiate pricing, contracts, and partnership agreements.
• Build and maintain executive-level customer relationships.
• Establish credibility as a trusted advisor through industry expertise and consultative selling.
• Expand strategic partnerships within assigned territories.
• Cultivate relationships with key influencers and decision-makers across customer organizations.
• Maintain deep knowledge of K-12 education trends, legislation, funding, and purchasing practices.
• Stay informed on competitor activity, market developments, and emerging educational technology trends.
• Represent Capstone at conferences, trade shows, speaking engagements, and customer events.
• Build new partnerships and leverage internal experts to strengthen territory presence.
• Maintain accurate customer and opportunity records within Salesforce and other systems.
• Document activities, contacts, pipeline status, and next steps.
• Support forecasting and pipeline reporting efforts.
• Follow established sales processes and best practices.
• Lead account teams and collaborate effectively across departments.
• Contribute to sales strategy development, team initiatives, and organizational planning.
• Coordinate resources and stakeholders to support customer success and revenue growth.

Skills

Executive-level communication

Strategic account planning

Territory management

Enterprise sales

Consultative selling

Forecasting

Salesforce CRM

Negotiation

Microsoft Office Suite

Education

Bachelor's degree in Business, Marketing, Education, or related field

Tools

Salesforce

Job description

Capstone is seeking an Account Executive to own territory strategy, drive enterprise sales, and build executive-level relationships with K-12 education customers. You will lead complex deals, collaborate with internal teams, and develop long-term plans aligned with customer goals.

Ideal candidates have 5–8+ years in education or EdTech sales, strong negotiation and forecasting skills, and proficiency with Salesforce and MS Office.