Senior Sales Executive – K-12 SaaS (California / West Territory)

We are a fast-growing SaaS company delivering mission-critical technology solutions to K-12 school districts. We are hiring a Senior Sales Executive based in California to lead new district acquisition and expansion across the Western region.

This is a high-impact territory with existing momentum. The role includes:

• Active pipeline opportunities

• Existing district customers and reference accounts

• Established champions within the region

• Presales engineering support when needed

We are looking for a highly motivated enterprise seller who understands the K-12 ecosystem, has relationships within school districts, and can run disciplined sales cycles using MEDDICC methodology.

The right candidate will take ownership of the territory, build on the existing footprint, and drive predictable growth across the Western U.S.

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