• Own and exceed annual new annual recurring revenue and renewal targets for the K–12 segment • Build and manage a healthy, forecastable pipeline using a consultative sales approach • Lead complex, multi-stakeholder deals involving curriculum directors, principals, school psychologists, IT, and district finance • Navigate RFP, procurement, and approval processes common to public school districts • Cultivate relationships with state education agencies, mental health coalitions, and intermediary organizations • Identify and pursue grant-funded opportunities (e.g., ESSER, Title IV, state mental health grants) where districts use public funding for our product • Represent the organization at key K–12 and mental health conferences • Partner on K–12 campaign strategy, event presence (e.g., NASN, ASCA, SXSWedu), and inbound lead quality • Work closely with Customer Success teammates to ensure smooth handoffs and strong retention in your accounts • Provide structured feedback to Product on school-specific needs, objections, and competitive dynamics • Develop and refine sales playbooks, messaging, and objection-handling frameworks tailored to district buyers • Support TRAILS team with all hands on deck events as needed and other team initiatives