Senior Account Executive – Enterprise

Overview

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. Mentor other sellers on executive communication, pursuit strategy, and MEDDPICC rigor to raise win quality across the team. 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.

Responsibilities

• Deliver targets for bookings, on-time renewals, net revenue retention, and multi-suite expansion within an assigned territory.
• Develop and refresh quarterly territory plans aligned to whitespace, executive personas, funded initiatives, services attachments, adoption gaps, and next plays by buying persona.
• Generate and advance pipeline by executing named plays, executive outreach, and multi-threaded engagement across multiple executive personas (e.g., Superintendent, CIO, CFO, CHRO, CAO) and Procurement.
• Manage end-to-end deals from discovery to close, including RFP strategy, pricing and terms, commercial approvals, legal negotiation, and procurement timelines.
• Maintain forecast accuracy and CRM hygiene (contacts, activities, next steps, stage exits) in line with the company’s deal methodology.
• Coordinate with Solution Consulting, Services, Customer Success, and Partners to drive value realization, conduct QBRs, meet SLAs, and ensure renewal readiness.
• Capture and relay market signals and customer feedback to product, pricing, and GTM teams to inform offer structure, sales plays, and guidance for product, pricing, and marketing.
• Mentor other sellers on executive communication, pursuit strategy, and MEDDPICC rigor to improve win quality across the team.
• Travel regularly (50–60%), including multi-state trips to support strategic deals, onsite demonstrations, and executive workshops during peak cycles.

Qualifications

• Consistent attainment of 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; ability to convert champions across personas (e.g., CFO to CHRO or CAO) into wins.
• Demonstrated pipeline and forecast discipline in Salesforce, with inspection-ready data for weekly reviews.
• Proficiency with modern deal methodologies and mutual close plans (e.g., MEDDPICC), with all elements captured and current in CRM and used to drive stage exits.
• 8+ years of enterprise SaaS sales experience, ideally in CRM, ERP, Analytics, or EdTech.
• Bachelor’s degree or equivalent experience.