Enterprise Account Executive

Edia

United States

RemoteCareer-pivot friendly

Who this role is best for

Candidates with enterprise sales experience in K-12 ed tech and a self-sourced prospecting mindset will find this field sales role with high travel demands and multi-stakeholder deal orchestration opportunities.

Best fit for

Candidates with a background in closing large K-12 ed tech contracts in fast-paced environments
— “Proven Enterprise Ed Tech Closer. 3+ years closing complex, multi-stakeholder deals in K-12 ed tech”
Individuals who can navigate long, non-linear sales cycles with multiple decision-makers
— “Master long, non-linear sales cycles. Manage 6 to 18 month cycles that include pilots, formal RFPs, board approvals, and budget timing”
Candidates with a deep understanding of district funding mechanisms and budgeting processes
— “Be fluent in how districts fund purchases. Understand federal, state, and local funding sources”

Things to consider

This role requires a high level of travel, with 50%+ of time spent on client sites
— “Please note this is a field sales role and travel 50%+ of the time is required”
Success is measured through net new logo acquisition, not just upselling
— “At full ramp, we expect our Enterprise Account Executives to achieve $1M in closed-won revenue with a primary focus on net new logo acquisition”

How to stand out

Highlight experience in managing multi-stakeholder sales processes and long-term deal cycles
— “Navigate the full district buying committee. Comfortable building consensus across superintendents, CAOs, curriculum and math leaders, IT, finance, procurement, and school boards”
Demonstrate an ability to independently generate and sustain a pipeline of enterprise-level prospects
— “Self-sourced pipeline is non-negotiable. You'll build and sustain your own pipeline in large districts”

Pace · Fast PacedCollaboration · MediumAutonomy · HighDecision Impact · Team

Derived from job-description analysis by Serendipath's career intelligence engine.

What success looks like

closing six-figure contracts
managing large territories

Typical background

enterprise salesK-12 education

Skills & requirements

Required

Enterprise SalesK-12 EducationComplex Sales CyclesFunding Sources

Preferred

Meddpicc Sales Methodology

Stack & domain

Enterprise SalesAccount PlanningForecastingProspectingRelationship BuildingTerritory ResearchSales CyclesFunding SourcesDeal OrchestrationMeddpicc Sales MethodologyCommunicationProblem-solvingTeamworkLeadershipStrategic ThinkingCustomer AdvocacyK-12 EducationAI Technology

About the role

Original posting from Edia via Ashby

ABOUT EDIA
Edia is the leading AI technology company in K-12 education, helping 1M+ students across the U.S. have an exceptional experience in school.
ABOUT THE ROLE
We’re using AI to fundamentally change the trajectories of students in North America and the way educators teach. We’re looking to bring on an Enterprise Account Executive to help us scale to our next level of growth. You’ll focus on prospecting and selling into the largest school districts and accounts (e.g. north of 20K students per district with $XB in budget spend per year). This is a huge greenfield opportunity for the right Account Executive to own, drive, and lead.
Edia has grown 3X on every measurable vector during our 6+ year start. Our clients are aligned with our mission statement of ensuring that every child has an exceptional education experience. We are serving this community by tackling the most pressing areas they face – improvement of academic performance (math), absenteeism, and social and emotional learning issues via AI and modern-day architecture.
At full ramp, we expect our Enterprise Account Executives to achieve $1M in closed-won revenue with a primary focus on net new logo acquisition.
Please note this is a field sales role and travel 50%+ of the time is required.
WHAT YOU’LL DO:
Drive the entire go-to-market motion. Own account planning, prioritization, and forecasting across a multi-state territory, balancing net-new logos with expansion inside existing customers.
Self-sourced pipeline is non-negotiable. You'll build and sustain your own pipeline in large districts (12,000+ students), generating a significant share of your opportunities yourself through outbound prospecting, relationship building, and territory research, not relying on inbound or SDR-sourced meetings alone.
Navigate the full district buying committee. Comfortable building consensus across superintendents, CAOs, curriculum and math leaders, IT, finance, procurement, and school boards, and knows how to find and develop a champion when no one owns the decision.
Master long, non-linear sales cycles. Manage 6 to 18 month cycles that include pilots, formal RFPs, board approvals, and budget timing, and keeps deals moving when they stall.
Be fluent in how districts fund purchases. Understand federal, state, and local funding sources (Title I, ESSER successor funds, state instructional materials allocations) and can position Edia against a district's budget realities.
Orchestrate the deal team. Deploy Sales Engineers, SDRs, and executives at the right moments without handing off ownership of the deal.
QUALIFICATIONS:
Proven Enterprise Ed Tech Closer. 3+ years closing complex, multi-stakeholder deals in K-12 ed tech, with a track record of landing six-figure contracts against an annual quota of $1M+. 6+ years in total sales experience.
Hunter. You are comfortable and have recent experience generating your own pipeline.
Exceptional communicator. Have the ability to build trust and rapport quickly both externally and internally.
Experience working in fast-paced start-up environments. Comfortable problem solving through ambiguity.
Versed in MEDDPICC sales methodology. Experience leveraging similar methodologies preferred.
Mission driven. Interest in joining a company that is making an impact on the future of our education system in the United States.
Work Authorization: We are currently unable to sponsor or transfer work authorization for all jobs. If things change in the future, we'll be sure to update this section.
We appreciate your interest in Edia. Feel free to follow us on LinkedIn https://www.linkedin.com/company/edia-app/ to learn more about what we're doing to improve education outcomes in the US.

Source: Edia careers (Ashby)