Account Executive - Southern California

Summary

Presence provides teletherapy solutions that connect specialized clinicians with K-12 school districts to support children with diverse needs. The Account Executive will manage a territory and school district account portfolio, drive new bookings, renewals, and expansion revenue, and lead complex, full-cycle enterprise sales from prospecting through contract execution. The role also involves strategic account management, customer onboarding, cross-functional collaboration, forecasting, and travel for onsite visits and conferences.

Responsibilities

• Hit your quota by delivering new bookings, renewals, and expansion revenue across your territory and assigned portfolio
• Own and manage a portfolio of school district accounts to ensure satisfaction, retention, and growth through strategic partnership management and exceptional customer success
• Drive new customer acquisition and expansion by identifying, targeting, and securing new district partners and new stakeholders within existing districts through outbound prospecting, referrals, introductions, and inbound inquiries
• Lead the full sales cycle (prospecting, qualifying, discovery/needs assessment, consultative/value selling, presentations/demos, proposal development, pricing, objection handling, and contract execution)
• Develop customized solutions based on a deep understanding of district challenges related to special education and mental health service delivery, aligning Presence services to each partner’s goals and pain points
• Serve as a trusted advisor and primary point of contact for stakeholders, building strong relationships, setting regular touchpoints, and advocating internally to deliver value
• Ensure effective onboarding and implementation for new and returning customers, partnering with key stakeholders to drive long-term success
• Manage escalations and coordinate internal resources as needed to resolve issues quickly and maintain a high-quality customer experience
• Prepare and deliver strategic presentations and proposals to district leadership, special education directors, and other key decision-makers
• Collaborate cross-functionally with internal stakeholders to deliver a seamless customer experience and strong outcomes
• Maintain strong sales process and operational discipline, leveraging tools and adhering to reporting requirements
• Maintain accurate records and forecasting in Salesforce, including activity tracking, pipeline stages, key decision-makers, deal progress, and revenue forecasts (weekly/monthly/quarterly/annual)
• Monitor performance and account health metrics, including renewal rates, customer satisfaction, activity generation, pipeline health, new business acquisition, and revenue growth
• Stay informed on K-12 trends, funding changes, and the competitive landscape to position Presence effectively

Skills

• 3–5+ years of quota-carrying sales experience
• K-12 experience required (minimum 1+ year), including experience selling into school districts/education systems and navigating complex, multi-stakeholder buying cycles to close high-value contracts
• Consistently hit or exceeded sales targets in prior roles
• Cross-functional leadership experience on customer-facing projects; able to coordinate internal teams to deliver outcomes
• Track record of growing new and existing accounts, securing new business logos, renewals, driving upsells, and sustaining top-tier customer satisfaction
• Proactive pipeline builder with a strong outbound mindset and the discipline to drive activity and results
• Full ownership of KPIs, with structured daily/weekly/monthly territory planning and strong time management
• Skilled negotiator who can confidently handle objections and close decisively
• Ability to balance competing priorities and adjust quickly in a fast-paced environment
• Trusted advisor to senior education leaders; polished presenter from first pitch through renewal
• Exceptional written and verbal communication across email, calls, onsite meetings, and executive briefings
• Sound judgment on when to escalate issues and engage internal resources to meet client needs
• Self-starter who thrives in a remote, results-oriented environment
• Curious, growth-oriented learner who masters our solutions, customer pain points, and value-based selling approach
• Operationally strong and fluent with Salesforce (or similar CRM) and the modern sales tech stack
• Bachelor's degree or equivalent experience
• Presence is unable to provide visa sponsorship for this position. Candidates must be authorized to work in the United States without the need for sponsorship, now or in the future
• Edtech experience is a plus, but not required

Qualifications

Must Haves

• 3–5+ years of quota-carrying sales experience
• K-12 experience required (minimum 1+ year), including experience selling into school districts/education systems and navigating complex, multi-stakeholder buying cycles to close high-value contracts
• Consistently hit or exceeded sales targets in prior roles
• Cross-functional leadership experience on customer-facing projects; able to coordinate internal teams to deliver outcomes
• Track record of growing new and existing accounts, securing new business logos, renewals, driving upsells, and sustaining top-tier customer satisfaction
• Proactive pipeline builder with a strong outbound mindset and the discipline to drive activity and results
• Full ownership of KPIs, with structured daily/weekly/monthly territory planning and strong time management
• Skilled negotiator who can confidently handle objections and close decisively
• Ability to balance competing priorities and adjust quickly in a fast-paced environment
• Trusted advisor to senior education leaders; polished presenter from first pitch through renewal
• Exceptional written and verbal communication across email, calls, onsite meetings, and executive briefings
• Sound judgment on when to escalate issues and engage internal resources to meet client needs
• Self-starter who thrives in a remote, results-oriented environment
• Curious, growth-oriented learner who masters our solutions, customer pain points, and value-based selling approach
• Operationally strong and fluent with Salesforce (or similar CRM) and the modern sales tech stack
• Bachelor's degree or equivalent experience
• Presence is unable to provide visa sponsorship for this position. Candidates must be authorized to work in the United States without the need for sponsorship, now or in the future

Nice to Haves

• Edtech experience is a plus, but not required

Benefits

• Comprehensive benefit plans, including medical with a High Deductible Plan and generous HSA contribution, plus dental and vision coverage
• In addition to 11 observed holidays, salaried team members have flexible paid time off and hourly team members accrue 15 days paid time off starting
• 401K savings plan with a discretionary company match
• $500 home office stipend
• Benefits package including company-paid life insurance, AD&D, Employee Assistance Program, and disability benefits
• Wellness programs with Headspace, Peloton and One Medical
• Paid parental and caregiving leave
• Professional Development opportunities - eligibility to apply for our scholarship program
• Collaborative, inclusive, and fun culture that is recognized as Great Place to Work certified
• Employee Resource Groups to promote shared community and belonging
• A meaningful and fulfilling opportunity to join a mission-driven team and help thousands of students unlock their full potential through access to high-quality special education services
• Opportunities to give back to your community, including volunteer time off and donation matching
• Remote-first work arrangement
• Variable commission