Job Overview:
Our Client is seeking a Regional Vice President, Core Accounts to own the full revenue lifecycle for a high-velocity, high-volume segment of U.S. K–12 customers. Reporting to the CRO, you will lead both net-new acquisition and existing customer growth under a single, P&L-style mandate—bringing together Account Executives and Account Managers to win, retain, and expand relationships across assigned territories. This is a hands-on segment leadership role that blends strategy, execution, and coaching to deliver one number across bookings, gross retention, net retention, and expansion.
This is a unique opportunity to help scale an AI-forward, data-driven sales organization at a high-growth technology company with a strong mission, differentiated solutions, and significant market opportunity. You will shape go-to-market strategy with the CRO, partner cross-functionally to remove friction from the customer lifecycle, and scale adoption across a proven platform that includes Filter, Alert, StopIt, Insight, Classroom, Signal, Hall Monitor, and MDM.
You will thrive here if you think like a segment GM, can align hunting and farming under one plan, and have the K–12 credibility to coach teams through complex district dynamics while delivering clear, board-ready insights.
Job Responsibilities:
- Own the full number for the Core segment across assigned U.S. territories, including bookings, GRR, NRR, and expansion
- Build and execute an annual plan that unifies new logo acquisition with existing account growth in alignment with CRO and board targets
- Oversee the customer lifecycle end to end: acquisition (AE) to implementation handoff to renewal and cross-sell (AM) to executive escalation on at-risk accounts
- Grow revenue across K–12 districts, charter networks, state agencies, and key funding channels including E-Rate, Title IV, ESSER, and school safety grants
- Define and manage the KPIs that matter for both motions, including pipeline coverage, win rates, GRR, NRR, and churn risk
- Use CRM analytics, BI dashboards, and AI-driven insights to identify at-risk deals and renewals early and coach with precision
- Deliver clear, board-ready pipeline and retention reviews with variance analysis and actionable context
- Champion AI-powered sales tools (conversation intelligence, predictive scoring, SDR assist, churn signal detection) to drive efficiency and outcomes without adding headcount
- Partner with Revenue Operations to ensure full adoption and impact of the sales tech stack
- Collaborate with Solutions Engineering to run effective POCs and implementations that accelerate time-to-value and adoption
- Hire, develop, and retain a blended team of AEs and AMs across U.S. territories
- Design territories and incentive structures with the CRO that align hunting and farming without channel conflict
- Coach AEs on complex, multi-stakeholder district cycles; coach AMs on early risk signals, expansion timing, and multi-year renewal strategy
- Establish a clean AE-to-AM handoff at close and a re-engagement path for strategic renewals requiring AE or executive support
- Drive cross-sell and upsell across the platform of products.
- Partner with marketing and product on segment-specific messaging, packaging, and campaigns to fuel both pipeline and expansion
- Work with Customer Support and Solutions Engineering to act on health signals and preempt renewal risk
- Develop and manage reseller, distributor, and strategic partner relationships to extend reach and coverage
- Bring the voice of the field into product roadmap, pricing, and executive planning
- Represent Our Client at key industry events, conferences, and district-level engagements
- Collaborate closely with the CRO, marketing, finance, and product to maintain tight cross-functional alignment
Job Requirements:
- 7+ years of progressive sales leadership, including direct management of both new-logo (AE) and renewal/account management (AM) functions or a comparable hybrid revenue motion
- Proven success owning GRR and NRR, not just new bookings, in B2B SaaS or EdTech
- Deep K–12 experience aligned to the Core segment’s higher-velocity, higher-volume district and charter sales cycles
- Demonstrated ability to design compensation plans and sales territory strategies that effectively balance new business development and account growth while minimizing channel conflict
- Experience running a channel/reseller motion alongside a direct sales team
- Familiarity with K–12 funding mechanisms (E-Rate, Title IV, ESSER, school safety grants) is a strong plus
- Bachelor’s degree required; MBA a plus
- Segment ownership mindset with a GM-level approach to strategy, execution, and accountability for one number
- High data fluency with the ability to self-serve pipeline and retention reporting, interpret trends, and act decisively
- AI-forward orientation and hands-on experience using AI tools to improve sales productivity and forecasting accuracy
- Bonus Experience: K–12 credibility and the ability to build trust with district leaders by understanding their constraints and mission
- Executive presence with clear, concise communication from the boardroom to the school cafeteria
- Coaching-first leadership style with a track record of developing AEs and AMs into high-performing, customer-centric teams
- Collaborative operator who strengthens cross-functional partnerships and makes execution easier across the organization