Senior Account Manager

Summary

Join Cartwheel, a startup tackling the student mental health crisis, to deepen partnerships with school districts and develop strategies for contract renewals and expansions. You will play a vital role in growing Cartwheel's revenue and solidifying its position as a trusted mental health partner. This remote position requires 6-10 years of sales/account management experience in K-12 education and a strong understanding of the full sales cycle. You will forecast and manage the renewal pipeline, develop growth strategies, collaborate with sales and success teams, and negotiate contracts. Cartwheel offers competitive compensation, generous benefits, and a mission-driven work environment.

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
• Fluent in the “full stack” sales and renewal motion, with a keen understanding of: Discovering the needs, preferences, and obstacles in each district
• Fluent in the “full stack” sales and renewal motion, with a keen understanding of: Efficiently managing your pipeline and forecasts
• Fluent in the “full stack” sales and renewal motion, with a keen understanding of: Handling objections and creatively finding solutions
• Fluent in the “full stack” sales and renewal motion, with a keen understanding of: Counseling districts on the nuances of a complex market and product
• Fluent in the “full stack” sales and renewal motion, with a keen understanding of: Closing deals and building sponsorship across the district along the way
• Fluent in the “full stack” sales and renewal motion, with a keen understanding of: Negotiating on pricing, deal construct, timelines, and incentives
• Fluent in the “full stack” sales and renewal motion, with a keen understanding of: 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
• 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

• Mission-oriented and inclusive colleagues who will go to bat for you
• Competitive compensation with OTE of $150,000-$190,000
• Generous PPO medical, vision, and dental coverage
• Generous paid time off, including company closure from Christmas-New Years (12/25-1/1)
• Paid parental leave
• 401K with employer match
• Meaningful equity ownership stake in Cartwheel
• Flexible and remote role with regular in-person retreats
• Annual learning stipend
• Macbook