Account Management Director

Summary

Join Texthelp and n2y, a combined EdTech leader, as their new Director of Account Management! Lead and develop a quota-carrying sales team focused on acquiring new business within existing K12 customers across the USA. You will manage a team of Account Executives, directly engage with K12 professionals, and ensure team members meet and exceed sales quotas. This role requires strong leadership, sales experience in EdTech SaaS, and a deep understanding of the K12 market. The successful candidate will contribute directly to improving educational outcomes for students across North America. We offer a competitive compensation and benefits package, including health, dental, vision, life, and disability insurance, a 401(k) savings plan, and flexible time off.

Requirements

• 3+ years’ experience managing a sales team with proven success in achieving team quotas
• 3+ years’ experience within an EdTech SaaS sales team
• Strong leadership skills with demonstrated ability to coach and motivate team members effectively
• Proven track record of individual and team quota achievement
• In-depth knowledge and experience with the USA and K12 markets
• Demonstrated passion for customer success and excellence
• Proficient in CRM (Salesforce preferred), with the ability to manage data, track leads, and produce quality reports
• Experience in researching and profiling whitespace accounts to identify new opportunities
• Strong understanding of SaaS sales strategies and associated metrics

Responsibilities

• Manage and oversee the work of territory Account Executives, including hiring, training, and motivating them to achieve goals and exceed quota
• Set and track individual reps’ KPIs, working with them to meet weekly, monthly, and/or quarterly sales targets
• Coach team members to develop their selling skills and maintain adequate sales pipelines - focused on creating, advancing and closing opportunities within their territory
• Proactively manage the performance of direct reports by reviewing objectives and providing actionable feedback to improve performance
• Identify training, development, and skills needs for yourself and your team, regularly checking in on development plan progress
• Execute strategies to maximize expansion and upsell within the region’s client base by guiding AEs through effective territory and opportunity management
• Create reference-worthy accounts within the region
• Focus on moving customers from single product to multi-product contracts, which both improves ARR and reduces churn risk
• Take direction from the VP of Sales to maximize sales in North America and achieve team quota targets on a monthly, quarterly and yearly basis
• Reinforce optimization of the sales process to achieve upsell and cross-sell ARR, utilizing the MEDDPICC framework to qualify opportunities rigorously
• Facilitate effective utilization of new tools, communications, training, and methodologies to ensure the program’s success
• Guide the team in developing and executing strategic business plans to maximize results and achieve goals
• Provide coaching in effective management of opportunities through each stage of the sales funnel
• Manage team pipeline to meet required pipeline metrics and reporting requirements, including: Maintenance of an accurate team forecast with weekly reviews, guided by the MEDDPICC framework
• Pipeline build aligned to monthly and quarterly pipeline coverage targets
• Optimization of your team’s workload to move opportunities through the pipeline with high velocity and increased average deal size
• Provide weekly, monthly, and quarterly reporting and business reviews for senior leadership as required
• Collaborate with other key stakeholders across the organization to achieve the company's goals and objectives
• Work closely with Rev Ops, Product Marketing, Customer Success, and Technology teams to enhance the efficacy of sales efforts and maintain alignment of messaging
• Engage with demand generation and product initiatives, using company-wide resources to optimize successful engagement with new opportunities
• Work with other sales leaders to develop effective sales strategy
• Create and maintain customer relationships by providing market and product expertise to achieve long and short-term sales objectives
• For newly won customers, lead the team in following the hand-over process to ensure the highest levels of customer satisfaction
• Enhance n2y and Texthelp’s reputation as a valued partner in education, contributing to customer satisfaction and retention
• Support AEs in client meetings, serving as expert in the space
• Assist sales teams with opportunity and quotation reviews
• Provide support for escalations and participate directly in complex sales situations and negotiations
• Ensure CRM is updated in a timely, comprehensive manner
• Track your team’s win ratio and conduct regular reviews of closed opportunities to learn from wins and losses
• Identify and escalate areas of improvement while providing proposed strategies to build on success
• Contribute positively to company meetings and initiatives aimed at improving sales performance and processes

Preferred Qualifications

• Excellent relationship-building and interpersonal skills, with an enthusiasm for meeting new people
• Confident communicator with strong presentation skills and ability to develop and share a compelling vision for the team
• Experience building teams and successfully onboarding new sales representatives

Benefits

• Health, dental, vision, life, and disability insurance
• Company matching 401(k) savings plan
• Flexible time off plans