Senior Sales Executive – K-12 SaaS (California / West Territory)

We are looking for a highly motivated enterprise seller who understands the K-12 ecosystem, has relationships within school districts, and can run disciplined sales cycles using MEDDICC methodology.

The right candidate will take ownership of the territory, build on the existing footprint, and drive predictable growth across the Western U.S.

• Drive new logo acquisition and expansion across California, Nevada, Washington, and Arizona

• Develop and execute a strategic territory plan targeting school districts and education leaders

• Build trusted relationships with Superintendents, CIO/CTOs, Directors of Technology, and Operations/Safety leaders

• Build on existing pipeline opportunities already active in the territory

• Expand relationships within districts where we already have customers and champions

• Use reference accounts and success stories to accelerate new district adoption

• Manage complex, multi-stakeholder deals using MEDDICC methodology

• Lead discovery, demonstrations, stakeholder alignment, and executive presentations

• Navigate district procurement processes, RFPs, and cooperative purchasing vehicles

• Work closely with Presales Engineers for technical validation and solution design

• Collaborate with marketing and leadership on demand generation and pipeline development

• Partner with customer success teams to identify expansion opportunities

• 7+ years of enterprise or SaaS sales experience

• Proven success in selling technology solutions into K-12 school districts

• Existing relationships within the California K-12 ecosystem

• Experience managing complex, multi-stakeholder enterprise deals

• Familiarity with California K-12 buying cycles and procurement structures

• Experience using MEDDICC or similar enterprise sales methodology

• Experience selling SaaS, cybersecurity, IT infrastructure, or safety solutions

• Track record of selling into large or multi-district education systems

• Experience owning and scaling a multi-state territory

• Experience utilizing CRM as a system of record