New Business Executive, Midmarket & Enterprise

GoGuardian; Bristol (RI); Remote; USD 160,000 - 170,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Employee equity plan

Flexible time off

Paid holidays

Paid parental leave

Wellness days

Paid year-end holiday break

Work from home funds

Fertility & adoption reimbursement

Job summary

GoGuardian is seeking a New Business Executive to own the full sales lifecycle for Mid‑Market and Enterprise school districts (3,000+ students). You will identify high-potential accounts, develop account strategies, and close strategic new business while navigating complex procurement processes.

The ideal candidate will have 3+ years in technology sales, a track record in quota-carrying SaaS roles, and be comfortable traveling up to 30% to engage executives across multiple stakeholders.

Qualifications

• 3+ years of technology sales experience.
• Quota-carrying Mid-Market or Enterprise B2B SaaS new-business history.
• Ability to travel up to 30%.
• Strong discovery, consultative selling, executive communication, multi-threading, negotiation, and business-case development skills.

Responsibilities

• Own the full sales lifecycle for Mid-Market and Enterprise school districts (3,000+ students).
• Identify high-potential accounts and develop account strategies.
• Navigate complex procurement, RFPs, legal, security, and contracting processes.
• Build and close strategic new business and expand opportunities beyond initial use cases.
• Maintain a healthy pipeline, forecast opportunities, and keep CRM up to date.
• Collaborate with Marketing, Sales Ops, Product, Support, and Customer Success.

Skills

Strategic planning

Executive presence

Consultative selling

Multi-threading

Negotiation

Forecasting

Prospecting

Job description

What We Do At GoGuardian, we’re helping build a future where all learners are ready and inspired to solve the world’s greatest challenges. Our award-winning system of learning solutions is purpose-built for K-12 and trusted by school leaders to promote effective teaching and equitable engagement while helping empower educators to keep students safe.

Working with us means joining a remote team of diverse, committed, mission-driven employees who are inspired by our vision, dedicated to our customers, and ready to roll up their sleeves.

As a New Business Executive, you will own the full sales lifecycle for Mid-Market and Enterprise school districts with enrollment of 3,000 or more students within the assigned territory. You will create and close strategic new business by identifying high-potential accounts, developing account strategies, creating demand, building executive relationships, and navigating complex buying environments.

The ideal candidate will be willing to travel up to 30% of the time.

Own your territory through strategic account planning, market research, account prioritization, and development of executive relationships.

Identify and create new business opportunities within complex Mid-Market and Enterprise accounts, including opportunities where no active buying process exists.

Lead consultative discovery to uncover business priorities, challenges, desired outcomes, decision criteria, stakeholders, budget, and timing.

Build and execute multi-threaded account strategies across executive, technical, curriculum, safety/security, finance, and procurement stakeholders.

Build compelling business cases that connect customer challenges to measurable business impact and a clear reason to act.

Expand opportunities beyond an initial product or use case when broader customer needs create opportunities for additional value.

Navigate complex procurement, RFP, legal, security, contracting, funding, and decision processes.

Strategically leverage Marketing, channel partners, events, referrals, and account insights to create executive entry points and accelerate engagement.

Maintain a healthy, qualified pipeline and accurately forecast opportunity risk, next steps, and expected outcomes.

Negotiate and close meaningful new business while maintaining ownership of the customer relationship and outcome.

Work cross-functionally with Sales, Marketing, Sales Ops, Product, Support, and Customer Success to advance strategic opportunities and deliver strong customer outcomes.

Keep CRM up to date and use data to continuously improve territory and sales performance.

Proven success in a quota-carrying Mid-Market or Enterprise B2B SaaS new-business role, with 3+ years of technology sales experience.

Demonstrated ability to independently create qualified pipeline through strategic prospecting and account development.

Strong strategic account planning and opportunity-development skills, including the ability to create demand before a formal buying process exists.

Strong discovery, consultative selling, executive communication, multi-threading, negotiation, and business-case development skills.

Ability to understand customer business priorities and connect them to measurable outcomes and value.

Commercial judgment and understanding of budgeting, procurement, RFPs, funding, contracting, and complex decision processes.

Ability to build relationships with executive and senior-level stakeholders and develop champions across complex buying committees.

Strong analytical skills and command of pipeline, opportunity risk, forecasting, and personal performance metrics.

Highly collaborative, coachable, resilient, and committed to continuous improvement.

Competitive pay, complete health insurance, 401(k) matching, and an employee equity plan.

Flexible time off, paid holidays, paid parental leave, wellness days, and a paid year-end holiday break.

A robust catalog of benefits that support your professional growth and personal well being, including work from home funds, fertility &adoption reimbursement, and more

The typical annual base salary range for this position, combined with variable pay, results in total target earnings (OTE) of between $160,000 and $170,000.

Commission for this role is uncapped, meaning there is additional earning potential above the stated OTE based on performance.

The range displayed on this job posting reflects the minimum and maximum target for new hire base pay for this position.

GoGuardian is an equal opportunity employer and makes employment decisions on the basis of merit and business needs. GoGuardian does not discriminate against employees, applicants, interns or volunteers on the basis of race, religion, color, national origin, ancestry, physical disability, mental disability, medical condition, pregnancy, marital status, sex, age, sexual orientation, military and veteran status, registered domestic partner status, genetic information, gender, gender identity, gender expression, or any other characteristic protected by applicable law.

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