Account Manager

Summary

Join Cartwheel, a technology-enabled mental health services startup, and help address the student mental health crisis. You will focus on deepening partnerships with existing school districts, securing contract renewals and expansions, and growing Cartwheel's revenue. This role involves developing strategies for account growth, managing the renewal pipeline, and collaborating with sales and success teams. You will nurture relationships with district stakeholders, share impact stories, and lead contract negotiations. The ideal candidate has 6-10 years of sales/account management experience in K-12 education and excels in relationship building, negotiation, and deal closure. The position is 100% remote, with a preference for East or Central time zones.

Requirements

• Embodies our values: Human, Humble, Accountable, Innovative, Resilient
• Has 6-10 years of sales and/or account management experience within K-12 education
• Fluent in the “full stack” sales and renewal motion, with a keen understanding of: Rapidly building a broad base of authentic, trusting relationships Discovering the needs, preferences, and obstacles in each district Efficiently managing your pipeline and forecasts Handling objections and creatively finding solutions Counseling districts on the nuances of a complex market and product Closing deals and building sponsorship across the district along the way Negotiating on pricing, deal construct, timelines, and incentives Corralling diverse stakeholders to adhere to a concrete timeline
• Thrives in a world of rapid startup growth
• Gets stuff done and prioritizes outcomes
• Exceptional communicator in a variety of settings and formats
• In the face of competing priorities, prioritizes and moves forward without getting stuck

Responsibilities

• Develop and own Cartwheel’s “best practice” approach for securing renewals and expansions on our existing contracts
• Forecast and manage our renewal and expansion pipeline
• Develop growth strategies for individual accounts, identifying opportunities to expand services through pilots, cross-sell, and upsell opportunities. Build a thesis for each prospective partner on what it will take to win
• Capitalize on expansion opportunities to position and secure renewal
• During implementation, collaborate with the Sales and Success teams to ensure a smooth handoff and implementation after the initial sale closes
• Throughout the partnership Nurture relationships across the district to ensure broad sponsorship for Cartwheel (e.g., Superintendents, Student Services, Counseling)
• Work with School Success to share impact stories, prove Cartwheel’s ROI, and collect feedback on our product and show how we’re responding to it
• Explore opportunities to expand, upsell, or cross-sell
• During the annual renewal process, lead contract negotiations with district leadership, procurement teams, and key stakeholders, including counseling them on how to creatively leverage funding sources and adhere to our timeline
• Demonstrate exceptional deal control, always maintaining a clear path to close-win, including immediate next step, possible pitfalls, and contingency plans
• Continually share learnings and feedback with colleagues to improve team performance

Benefits

• Competitive compensation and benefits
• Generous PPO medical, vision, and dental coverage
• Meaningful equity ownership stake in Cartwheel
• Flexible and remote role with quarterly in-person retreats
• Annual learning stipend
• Macbook