Own and Grow the Territory

• Drive new logo acquisition and expansion across California, Nevada, Washington, and Arizona

• Develop and execute a strategic territory plan targeting school districts and education leaders

• Build trusted relationships with Superintendents, CIO/CTOs, Directors of Technology, and Operations/Safety leaders

Leverage Existing Market Momentum

• Build on existing pipeline opportunities already active in the territory

• Expand relationships within districts where we already have customers and champions

• Use reference accounts and success stories to accelerate new district adoption

Run Enterprise Sales Cycles

• Manage complex, multi-stakeholder deals using MEDDICC methodology

• Lead discovery, demonstrations, stakeholder alignment, and executive presentations

• Navigate district procurement processes, RFPs, and cooperative purchasing vehicles

Partner Across the Organization

• Work closely with Presales Engineers for technical validation and solution design

• Collaborate with marketing and leadership on demand generation and pipeline development

• Partner with customer success teams to identify expansion opportunities

Required

• 7+ years of enterprise or SaaS sales experience

• Proven success in selling technology solutions into K-12 school districts

• Existing relationships within the California K-12 ecosystem

• Experience managing complex, multi-stakeholder enterprise deals

• Familiarity with California K-12 buying cycles and procurement structures

• Experience using MEDDICC or similar enterprise sales methodology

Preferred

• Experience selling SaaS, cybersecurity, IT infrastructure, or safety solutions

• Track record of selling into large or multi-district education systems

• Experience owning and scaling a multi-state territory

• Experience utilizing CRM as a system of record

• A self-starter who thrives in high-ownership environments

• Highly motivated with a strong track record of exceeding quota

• Strategic and disciplined in enterprise sales execution

• Comfortable operating in a fast-moving startup environment

• Passionate about improving outcomes for schools and students

• Detail-oriented, hyper-focused on building trust-based relationships

$250,000 - $330,000 a year