Lightspeed Systems is seeking an
Account Executive, to drive new business growth across an assigned book of mid-market K-12 school districts. This role is focused on acquiring net-new district customers through consultative sales cycles involving multiple stakeholders.
You will own your territory end-to-end - building pipeline, developing relationships with district technology and curriculum leaders, and closing deals that advance student safety and effective technology use across school systems. When you close a deal, you stay in the driver's seat: you manage that account day-to-day for the remainder of the calendar year, continuing to sell additional products and expand the relationship, in coordination with the Account Manager team.
Key Responsibilities- Own and execute a territory strategy to drive net-new revenue within an assigned list of mid-market K-12 school districts (specific territory assignment provided at hire).
- Build pipeline from four sources: outbound prospecting, inbound marketing-qualified leads, channel/reseller partner referrals, and field events (ISTE, state ed-tech conferences, regional events).
- Lead full-cycle sales efforts from prospecting and discovery through negotiation and close.
- Conduct deep discovery to understand district challenges, priorities, and funding path (general funds, CapEx, E-Rate, grants, or bond cycle) before advancing a deal.
- Position Lightspeed's safety, filtering, and device visibility solutions as strategic investments aligned to district goals.
- Lead contract negotiations, pricing discussions, and procurement processes, including co-op and state contract vehicles where applicable.
- Build and maintain a pipeline that supports consistent quota attainment, with accurate Salesforce hygiene on every active opportunity - stage, close date, and next step always current.
- Manage your closed accounts day-to-day for the remainder of the calendar year - staying the primary point of contact, identifying and closing additional product opportunities, and coordinating with the Account Manager team.
- Partner cross-functionally with Marketing, Solutions Engineering, and the Account Management team to support deal strategy, cross-sell coordination, and execution.
Required Qualifications- Bachelor's degree preferred.
- 4+ years of B2B sales experience, with a strong preference for EdTech or SaaS environments.
- Strong track record of carrying and consistently exceeding a new-business quota in a hunting role.
- Experience selling into K-12 school districts or public sector organizations, or a demonstrated ability to ramp quickly in a public-sector sales cycle.
- Demonstrated success managing complex sales cycles with multiple decision makers.
- Strong consultative and solution-based selling skills; comfortable working a defined sales methodology [TODO: confirm and name Lightspeed's methodology - internal Sales Hub references a "Lightspeed Sales Methodology" and a 4-week Sales Academy certification new reps complete].
- Proficiency with CRM systems (Salesforce) and modern sales enablement tools.
- Able to work onsite at Lightspeed's Austin HQ (Code Ranch) Monday-Thursday and to travel as required (see Travel above).
Preferred Qualifications- Familiarity with school safety, content filtering, device management, or classroom management technology.
- Experience navigating public-sector/cooperative purchasing procurement processes.
