The job, in the employer's words
We are an outcomes-focused learning company with a steadfast focus on improving learning environments, one classroom at a time. Working with us means joining a remote team of diverse, committed, mission-driven employees who are inspired by our vision, dedicated to our customers, and ready to roll up their sleeves. Guardians put their heads together to solve problems, learn together from experiments that fail, and stand together by their work with full accountability. We balance our diligence with an inclusive culture that invites everyone to bring their whole self to work. Join us and learn why “I love the people here” is one of the most frequent comments we hear from Guardians.
The Role
As a New Business Executive, you will own the full sales lifecycle for Mid-Market and Enterprise school districts with enrollment of 3,000 or more students within the assigned territory. You will create and close strategic new business by identifying high-potential accounts, developing account strategies, creating demand, building executive relationships, and navigating complex buying environments.
The ideal candidate has a proven track record selling complex B2B SaaS solutions to Mid-Market or Enterprise organizations, ideally in K-12, government, education technology, or another complex environment. They are strategic, commercially minded, highly accountable, and experienced in creating opportunities rather than waiting for an active buying process.
The ideal candidate will be willing to travel up to 30% of the time.
.What You'll Do
- Own your territory through strategic account planning, market research, account prioritization, and development of executive relationships.
- Identify and create new business opportunities within complex Mid-Market and Enterprise accounts, including opportunities where no active buying process exists.
- Lead consultative discovery to uncover business priorities, challenges, desired outcomes, decision criteria, stakeholders, budget, and timing.
- Build and execute multi-threaded account strategies across executive, technical, curriculum, safety/security, finance, and procurement stakeholders.
- Develop internal champions, identify economic buyers, and create alignment across complex buying committees.
- Build compelling business cases that connect customer challenges to measurable business impact and a clear reason to act.
- Expand opportunities beyond an initial product or use case when broader customer needs create opportunities for additional value.
- Navigate complex procurement, RFP, legal, security, contracting, funding, and decision processes.
- Strategically leverage Marketing, channel partners, events, referrals, and account insights to create executive entry points and accelerate engagement.
- Maintain a healthy, qualified pipeline and accurately forecast opportunity risk, next steps, and expected outcomes.
- Negotiate and close meaningful new business while maintaining ownership of the customer relationship and outcome.
- Work cross-functionally with Sales, Marketing, Sales Ops, Product, Support, and Customer Success to advance strategic opportunities and deliver strong customer outcomes.
- Keep CRM up to date and use data to continuously improve territory and sales performance.
Who You Are
- Proven success in a quota-carrying Mid-Market or Enterprise B2B SaaS new-business role, with 3+ years of technology sales experience.
- Demonstrated history of consistently achieving or exceeding quota, with meaningful experience personally creating and closing complex deals.
- Experience selling into complex, multi-stakeholder organizations; K-12 or government experience preferred.
- Demonstrated ability to independently create qualified pipeline through strategic prospecting and account development.
- Strong strategic account planning and opportunity-development skills, including the ability to create demand before a formal buying process exists.
- Strong discovery, consultative selling, executive communication, multi-threading, negotiation, and business-case development skills.
- Ability to understand customer business priorities and connect them to measurable outcomes and value.
- Commercial judgment and understanding of budgeting, procurement, RFPs, funding, contracting, and complex decision processes.
- Ability to build relationships with executive and senior-level stakeholders and develop champions across complex buying committees.
- Strong analytical skills and command of pipeline, opportunity risk, forecasting, and personal performance metrics.
- Highly collaborative, coachable, resilient, and committed to continuous improvement.
- Strong written and verbal communication, listening, influencing, and presentation skills.
- Willingness to embrace GoGuardian's selling methodology, processes, and culture of accountability.
What We Offer
- Competitive pay, complete health insurance, 401(k) matching, and an employee equity plan.
- Flexible time off, paid holidays, paid parental leave, wellness days, and a paid year-end holiday break.
- A robust catalog of benefits that support your professional growth and personal well being, including work from home funds, fertility &adoption reimbursement, and more…
Plus the intangible:
- A varied and challenging role in a global and highly innovative high-growth company.
- Supportive, driven colleagues who have your back and share your passion.
The typical annual base salary range for this position, combined with variable pay, results in total target earnings (OTE) of between $160,000 and $170,000. Commission for this role is uncapped, meaning there is additional earning potential above the stated OTE based on performance.
The range displayed on this job posting reflects the minimum and maximum target for new hire base pay for this position. Individual compensation will be determined based on a variety of factors, including primary work location, skills, qualifications, and experience. Additional benefits information is available on our careers page.
Please share this with your friends or co-workers who may be interested in working at GoGuardian! We have multiple openings and are always looking for talented people.
Benefits mentioned
- Competitive pay, complete health insurance, 401(k) matching, and an employee equity plan.
- Flexible time off, paid holidays, paid parental leave, wellness days, and a paid year-end holiday break.
- A robust catalog of benefits that support your professional growth and personal well being, including work from home funds, fertility &adoption reimbursement, and more...
Requirements mentioned
- Proven success in a quota-carrying Mid-Market or Enterprise B2B SaaS new-business role, with 3+ years of technology sales experience.
- Demonstrated history of consistently achieving or exceeding quota, with meaningful experience personally creating and closing complex deals.
- Experience selling into complex, multi-stakeholder organizations; K-12 or government experience preferred.
- Demonstrated ability to independently create qualified pipeline through strategic prospecting and account development.
- Strong strategic account planning and opportunity-development skills, including the ability to create demand before a formal buying process exists.
- Strong discovery, consultative selling, executive communication, multi-threading, negotiation, and business-case development skills.
- Ability to understand customer business priorities and connect them to measurable outcomes and value.
- Commercial judgment and understanding of budgeting, procurement, RFPs, funding, contracting, and complex decision processes.
- Ability to build relationships with executive and senior-level stakeholders and develop champions across complex buying committees.
- Strong analytical skills and command of pipeline, opportunity risk, forecasting, and personal performance metrics.
- Highly collaborative, coachable, resilient, and committed to continuous improvement.
- Strong written and verbal communication, listening, influencing, and presentation skills.
- Willingness to embrace GoGuardian's selling methodology, processes, and culture of accountability.
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