ResponsibilitiesDescriptionThe Account Executive - Enterprise owns the full revenue lifecycle for a territory of K-12 accounts. They drive revenue retention and multi-suite expansion through rigorous account planning, disciplined deal execution, executive sponsorship at district and state levels, and orchestration of overlay teams under clear commercial governance.
Your day-to-day job will consist of:
- Deliver targets for bookings, on-time renewals, net revenue retention, and multi-suite expansion by creating and executing sales plays within an assigned territory of accounts.
- Build and refresh quarterly territory plans tied to whitespace, executive personas, funded initiatives, services attach, adoption gaps, and next plays by buying persona.
- Create and progress pipeline by running named plays, executive outreach, and multi-threaded engagement across Superintendent, CIO, CFO, CHRO, CAO, Procurement.
- Run deals end to end from discovery through close, including RFP strategy, pricing and terms, commercial approvals, legal negotiation, and procurement timeline control.
- Maintain forecast accuracy and CRM standards, including contacts, activities, next steps, and stage exits that map to PowerSchool's standard deal methodology.
- Orchestrate Solution Consulting, Services, Customer Success, and Partners to drive value realization, run QBRs, meet SLAs, and renewal readiness.
- Capture and relay market signals and customer feedback to product, pricing, and go-to-market teams to improve offer structure, sales plays, or guidance for product, pricing, and marketing.
- Travel regularly (50-60%), including multi-state trips, to support high-impact initiatives such as advancing strategic deals, leading onsite demos, and facilitating executive workshops, especially during peak business cycles.
Success Indicators- Territory delivers or exceeds expansion and retention targets with visible multi-suite expansion across priority accounts.
- Pipeline forecast accuracy within acceptable standards.
- Slip rate and stage aging decline while win rate and renewal performance improve.
- Territory plans are in place and reviewed with leadership.
QualificationsMinimum Qualifications- Consistent attainment against bookings and revenue retention targets, including multi-suite expansion across assigned accounts.
- Experience leading 6- to 9-month sales cycles centered on cross-sell, orchestrating overlay teams through public-sector procurement across multiple buying personas; able to turn a champion in one persona into wins with others (for example, CFO to CHRO or CAO).
- Demonstrated pipeline and forecast discipline in Salesforce, inspection-ready for weekly reviews.
- Proficiency with a modern deal methodology and mutual close plans, for example MEDDPICC, with all elements captured and kept current in CRM and used to drive stage exits.
- 4+ years enterprise SaaS sales experience, ideally in CRM, ERP, Analytics, or EdTech.
- Bachelor's degree or equivalent experience.
Preferred Qualifications- K-12 or public-sector experience, including funding cycles, board approvals, RFPs, and use of co-ops or state purchasing vehicles.
- Established references from K-12 district leaders or directors who can speak to integrity, reliability, collaborative problem solving, and joint value creation.
- Ability to build executive relationships across Superintendent, CIO, CHRO, Curriculum, Finance, and Procurement, with demonstrated whitespace planning that scales across a large book.
Compensation & BenefitsCompensation & BenefitsPowerSchool offers the following benefits:
- Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D)
- Flexible Spending Accounts and Health Savings Accounts
- Short-Term Disability and Long-Term Disability
- Comprehensive 401(k) plan
- Generous Parental Leave
- Unrestricted paid time off (known as Discretionary Time Off - DTO)
- Wellness Program, including ClassPass & Employee Assistance Program
- Tuition Reimbursement
- Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program and Prepaid Legal coverage
A reasonable estimate of the base compensation range for this position is $75,000 - $109,800 USD. This compensation range is specific to the United States and it incorporates many factors including but not limited to an applicant's skills and prior relevant experience and training; licensures, degrees, and certifications; internal equity; internal pay ranges; and market data/range parameters.
