Enterprise Account Executive

Enterprise Account Executive – K-12 Public Sector (U.S)

Overview

Our client is seeking a seasoned Enterprise Account Executive with deep experience selling enterprise software solutions into U.S. public school districts (K-12). This role is focused on complex, consultative sales cycles involving multiple stakeholders, long procurement timelines, and strict budgetary constraints. The ideal candidate understands the unique cadence of K-12 buying cycles, including RFP processes, fiscal-year budgeting, E-Rate considerations, and school board approvals.

This individual will bring a strong understanding of digital learning and the online curriculum and program provider landscape, with experience supporting the infrastructure that enables scalable, secure virtual education. They will be comfortable engaging senior district leadership to position mission-critical solutions that support, protect, and modernize digital instructional environments, ensuring alignment with district goals and long-term instructional success.

Key Responsibilities

• Own and drive the full enterprise sales cycle for assigned U.S. public school districts (K-12), from prospecting through close and renewal
• Prioritize and focus on progressive, forward-thinking school districts that:
• Maintain strong, well-developed relationships with their State Board of Education
• Are willing to actively advocate for their needs and funding at the state level
• Explore innovative educational delivery models, including options for stay-at-home, homeschooled, and hybrid students
• Build trusted relationships with savvy, politically astute, and innovative school superintendents who are passionate about student outcomes and teacher support
• Build trusted relationships with key decision-makers and influencers, including:
• School Superintendents
• Assistant Superintendents
• CIOs, CTOs, and Directors of Technology
• School Boards, School Committees, and procurement teams
• Develop a deep understanding of each district’s technology environment, budget realities, compliance requirements, and instructional priorities
• Navigate and manage complex procurement processes, including RFPs, RFIs, bid responses, and board presentations
• Accurately forecast pipeline and revenue, aligning sales activities with district budget cycles and approval timelines
• Deliver compelling executive-level presentations and product demonstrations tailored to non-technical and technical audiences
• Collaborate closely with sales engineering, customer success, and leadership teams to ensure successful evaluations, implementations, and long-term adoption
• Maintain expertise in K-12 digital learning and online program trends, with a strong understanding of data protection and other regulatory considerations relevant to district decision-making
• Represent the company professionally at conferences, regional meetings, and education-focused events
• Position our client as a long-term district partner, not just a vendor, by prioritizing transparency, responsiveness, and shared success
• Provide market insights and feedback to internal leadership to inform program development, pricing, and go-to-market strategy
• Collaborate with marketing and leadership to refine district-facing messaging that reflects K-12 needs and policy shifts

Required Experience & Qualifications

• Experience or working knowledge of the homeschooling movement and its impact on public school districts, including how districts provide resources, services, technology access, and funding support to homeschooled and hybrid-enrolled students
• 5–10 years of enterprise software sales experience specifically selling into U.S. public school districts (K-12)
• Demonstrated experience navigating long, multi-stakeholder sales cycles in public-sector/K-12 environments
• Strong understanding of:
• School district budgeting cycles and fiscal-year constraints
• Board approval processes and public-meeting requirements
• Procurement rules and compliance in public education
• Exceptional presentation, communication, and interpersonal skills
• Ability to translate technical solutions into clear business and educational value
• Strong organizational skills with disciplined pipeline and account management
• Willingness to travel as required

Preferred Qualifications

• Existing relationships within K-12 school districts or regional education networks
• Experience working with value-added resellers (VARs), system integrators, or education-focused partners
• Familiarity with E-Rate funding and other education grant programs
• Experience – digital learning solutions in regulated environments

Personal Attributes

• Consultative, patient, and persistent approach suited to long sales cycles
• High integrity and comfort operating in transparent, public-sector environments
• Self-motivated with strong time-management and prioritization skills
• Comfortable presenting in public forums and formal board settings

Ideal Candidate Profile

The ideal candidate is a strategic, enterprise-level seller who thrives in the nuanced, relationship-driven environment of public K-12 education. They are comfortable operating at the intersection of technology, policy, and pedagogy, and they understand how innovation occurs within public-sector constraints.

This individual:

• Has a proven track record selling-virtual programs, including curriculum and courses, into U.S. public school districts
• Understands the political, financial, and community dynamics that influence district decision-making
• Is confident engaging innovative, politically savvy superintendents and senior leaders who actively advocate for their districts at the state level
• Appreciates and understands evolving education models, including homeschooling, hybrid learning, and alternative instructional delivery
• Thinks strategically about how districts can leverage technology to expand educational options while protecting students, staff, and data
• Is mission-driven, patient, and persistent, with the credibility to advise districts through long, public procurement cycles
• Communicates with clarity and conviction, whether presenting to a school board, facilitating executive discussions, or working with technical stakeholders
• Operates with high integrity, professionalism, and respect for the public nature of K-12 institutions

Why This Role

This is a high-impact role for a mission-driven sales professional with experience in complex K-12 enterprise environments and a passion for expanding high-quality learning opportunities for all students. You will play a key role in helping schools and district leadership to advance scalable digital and virtual education programs that support educators and learners nationwide.