Enterprise Account Executive - Panorama Education
Boston, MA
About the Job
About Panorama:
Panorama is a fast-growing national technology company focused on radically improving education. More than 2,000 school systems serving 15 million students across all 50 states have adopted our platform to understand students' academic and social-emotional strengths and to identify those in need of additional support. School systems turn to our suite of tools to ensure that every child gets the support they need, including school climate and social-emotional learning surveys, tiered intervention planning, and professional development.
Panoramians can choose to work fully remote anywhere within the Continental United States, in-person from our Boston office, or a hybrid option.
About the Role
We are looking for an Account Executive to join our Enterprise revenue team. This role will be leading our new sales and upsell efforts within a regional portfolio of school districts serving 20,000 or more students. You'll make meaningful relationships with strategic district and state education administrators from around the country, learning about their most pressing initiatives and challenges, and compel these leaders to partner with Panorama in support of their work. This is an important role for our growth and one that requires the ability to build and maintain relationships at the executive level, an interest in the K12 education space, strong presentation skills both in-person and virtually, and the ability to develop partnerships that lead to new sales.
Job Responsibilities:
- Manage a sales territory and assigned quota within a portfolio of school districts, each serving 20,000 or more students
- Develop and execute on account-based selling approach in the Enterprise segment
- Maintain a small portfolio of Panorama's largest accounts for annual renewal, and as the focus of targeted cross-sell efforts
- Confidently present to strategic leaders regularly -- at in-person meetings, in conferences -- on Panorama's fit for solving key educational challenges for the largest K-12 school systems in the country
- Establish and maintain relationships with strategic district and state education administrators across the country. Understand their strategic initiatives, challenges, and core mission
- Collaborate within the revenue team and across Technology and Customer Experience to develop and execute effective sales strategies and scopes of work tailored to the unique needs of each school district
- Develop and maintain a deep understanding of Panorama's tech education solutions and services to effectively communicate their value to potential clients
- Maintain a well-organized sales and relationship pipeline, tracking progress and ensuring timely follow-up to move potential clients through the sales process and to move key relationships toward sales opportunities
- Provide regular reports on sales activities, progress, and achievements, contributing to the company's growth and strategy discussions
Our Ideal Candidate Has:
- 7+ years in a closing role in Enterprise Sales, with education and full funnel experience preferred
- A proven track record of hitting and exceeding revenue goals through Enterprise deals
- Ability to travel approximately 50% in order to:
- Meet with K-12 education leaders to develop opportunities
- Represent Panorama at relevant conferences
- Present at district meetings for large district opportunities
- Build broad relationships within districts within territory
- Experience leading effective presentations to strategic educational leaders virtually and in-person
- Experience preparing client-facing materials (proposals, email communication, etc.)
- Experience supporting existing accounts with a consultative approach
- Strong organizational and time-management skills, with the ability to juggle multiple projects with competing timelines at once
Bonus Points:
- Worked in district or state leadership in K12 and have an acute understanding of the challenges faced by educators
- Maintain an existing set of relationship with educational leaders and buyers
Salary: the base salary range for this role is $135,000 - $165,000 annually with a fixed variable of $150,000
The "Base Salary" range represents the low and high end of the anticipated salary range for this position across all US locations. The determination of this anticipated Base Salary range 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.
Panorama Education is dedicated to building a diverse and inclusive company because we serve students, educators and families from tremendously diverse backgrounds and identities across the country; we've seen how our product and impact are strengthened the more we reflect that diversity. In addition, we have found (and we believe the research) that diverse teams are higher-performing, and we embrace the varied perspectives that our team members share with each other. As such, we are an Equal Opportunity Employer. Panorama also has a policy on maintaining a drug-free workplace.
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