Account Executive: Large Market (Fully Remote)

Who We Are & What We Do: Branching Minds’ mission is to empower all educators to effectively, efficiently, and equitably support the holistic needs of their students; and to create a path to academic and personal success for every learner. Already supporting over 2,000,000 students across 400+ districts from over 40 states, our vision is to be the most effective national K12 school district solution for achieving high-fidelity MTSS/RTI; consistently demonstrating our ability to save teachers’ planning/documenting time, improve outcomes of our students, and eliminate achievement gaps. We don’t play by the rules of traditional organizations. We get to be innovative in the solutions we develop for our partners and the way we conduct our business for ourselves. Branching Minds is also a Benefit Corporation. We prioritize mission alongside profit. We embrace self-management, transparency, collaboration, initiative, and making a difference in the world. If using innovation to reimagine education in service of equity energizes you – join our team! The Calling: Engaging the full scope of your skills, passion, and creativity in sales, you’ll get to build partnerships with district leaders and help them achieve student success for all learners. We’re looking for an Account Executive who can succeed across the full sales cycle, from the first outbound touch to signed contract, and who takes ownership of building and advancing a healthy pipeline. You’ll own new business with large K-12 districts in your territory and spend meaningful time in the field with prospects and customers. Selling to school districts requires more than a great product. It takes curiosity, persistence, and the ability to understand complex challenges, connect our solutions to district priorities, and build a compelling case for investment. You’ll navigate multiple stakeholders, manage complex buying processes, and bring the strategic thinking and sales discipline needed to move opportunities forward and close business. As part of the Revenue team, this role reports to the Director of Sales. What You Will Achieve: Keeping your pipeline full Proactively identify and pursue new client relationships with large districts (10,000+ students in size) in your sales territory. Book 1-2 new meetings of your own every week, whether through engagement in the field, email and phone outreach, or other creative approaches. You’ll also receive meetings from inbound leads and our Sales Development Representative, but you won’t succeed in this role without booking your own. When your calendar is light in a given week, spend the majority of your working hours focused on booking meetings. Start and finish your prospecting sequences and campaigns. No random acts of prospecting! Consistently bring new ideas to your 1:1s with your manager: campaigns, sequences, territory trips, and conference ideas. Winning complex, multi-stakeholder deals Ask excellent discovery questions to understand prospect needs, challenges, and goals, and tie Branching Minds’ products and features directly to school and district pain points. Strategically map accounts and engage with key decision-makers across multiple stakeholders. Prepare thoroughly for every meeting and follow up promptly afterward. Leave nothing to chance: set a scheduled next step on every deal, and work your pipeline in between scheduled meetings. Develop accurate proposals and contracts that reflect both the client’s needs and the capability of Branching Minds, and negotiate and close with skill. Consistently meet or exceed quarterly sales quotas, pipeline growth, and activity metrics. Building relationships with district leaders Spend ample time in the field with prospects and customers alike. Represent Branching Minds at industry conferences and networking events to expand market presence and deepen industry knowledge. Earn referrals. You’ll know you’re an expert relationship-builder when the district leaders you’ve sold to or spent time with refer you to their peers. Work closely with Implementation and Customer Success teams to ensure a smooth transition post-sale, high client satisfaction, and long-term partnerships within your accounts. Executing with operational excellence Manage your pipeline and performance independently, with a data-driven approach that uses key metrics to guide decisions. Maintain comprehensive and up-to-date records of all customer interactions in HubSpot, including deal stages, close dates, qualification information, timelines, and next steps. Quickly learn our product, our space, and the problems our buyers need to solve, and stay informed of industry trends and the competitive landscape. Work independently, but never be afraid to ask for help if it increases the chances you win a deal. Contribute to the refinement of sales processes, tools, and methodologies, and support the growth and development of other Account Executives on the Large Market team. Why We Want You: 5+ years of K-12 ed-tech sales experience selling to public school districts. You have prior experience as an SDR/BDR and succeeded. You know the power of prospecting and never feel above the work that made you successful. A track record of moving up through the ranks (for example, SDR to SMB to large market) at a reputable K12, ed-tech company. You bring a proven record of meeting or exceeding quota and closing deals with districts of 10,000+ students. Demonstrated success in an outbound motion. You can describe in detail a specific campaign or approach that led to booked discovery meetings. Experience engaging with senior district decision-makers, with a strong ability to build rapport and trust. Strong organizational systems that let you consistently finish the sequences and campaigns you start, prepare well for every meeting, follow up on time, and manage your pipeline with limited supervision. Strong interpersonal, verbal, and written communication skills, with the ability to present complex solutions effectively. Experience using HubSpot or an equivalent CRM, and a commitment to keeping it accurate. Comfortable traveling at least 40% to meet with prospects and customers and attend industry events (especially during higher-volume times of year like fall and spring). Lucky Us If You: (No biggie if you don’t) Have experience selling RTI/MTSS, Analytics, or Assessment SaaS products Interview Process: If we are a match, you can expect a total of 3 steps in the interview process after the initial application 30-minute initial conversation with the Director of Sales 45-minute panel discussion with a member of Sales Team Leadership & a peer Account Executive 30-minute final conversation with the Director of Sales What We Offer You: Check out our Benefits & Perks Fully remote! An awesome, cross-disciplinary, mission-driven team solving meaningful problems that improves the lives of educators and students. Compensation for this position ranges from $90,000 to $105,000 annually, based on experience, expertise, and geographic location, with additional bonus and commission opportunities for total on-target earnings (OTE) of up to $210,000. Studies show that women, communities of color, and historically underrepresented individuals tend to hesitate applying for jobs unless they meet all listed qualifications. At Branching Minds, we prioritize cultivating a diverse, inclusive, and supportive culture. Therefore, if you’re passionate about the role but your previous experience doesn’t perfectly align with every qualification in the job description, we still urge you to apply. You may be a strong fit for this position or other opportunities within our organization. In Our Own Words, We Are… Independent, Relaxed, Ownership, Flexibility, Always Learning, Casual, Adaptable, “Best Idea Wins,” Passionate, Dedicated, Very Capable/Competent, Efficient, Communicative, Welcoming, Caring, Scrappy, Friendly, Co-operative, Agile, Supportive, Principle-Driven, Respectful, Practical, Attentive, Funny, Self-Motivated, Silly Parrots. Our Commitment to Diversity, Equity & Inclusion At Branching Minds, a diverse, inclusive, and equitable workplace is one where everyone, regardless of their gender, race, ethnicity, national origin, age, sexual orientation or identity, education, professional and life experiences, disabilities, and abilities; feels valued and respected. We are proud to be an equal-opportunity employer that is committed to continuing to create a diverse, inclusive and equitable environment. Our Commitment to People with Disabilities Branching Minds is committed to disability inclusion, and to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or accommodation due to a disability, you may contact us at [email protected] We are proud to be Great Place To Work® Certified™.