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: Filter, Alert, StopIt, Insight, Classroom, Signal, Hall Monitor, and MDM 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. 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.