Enterprise Account Executive

Enterprise Account Executive – K-12 Public Sector (U.S)

Overview

We are seeking a seasoned Enterprise Account Executive with deep experience selling enterprise software solutions into U.S. public school districts (K-12). This role is focused on complex, consultative sales cycles involving multiple stakeholders, long procurement timelines, and strict budgetary constraints. The ideal candidate understands the unique cadence of K-12 buying cycles, including RFP processes, fiscal-year budgeting, E-Rate considerations, and school board approvals.

This individual will bring a strong understanding of digital learning and the online curriculum and program provider landscape, with experience supporting the infrastructure that enables scalable, secure virtual education. They will be comfortable engaging senior district leadership to position mission-critical solutions that support, protect, and modernize digital instructional environments, ensuring alignment with district goals and long-term instructional success.

• Own and drive the full enterprise sales cycle for assigned U.S. public school districts (K-12), from prospecting through close and renewal
• Prioritize and focus on progressive, forward-thinking school districts that:
• Maintain strong, well-developed relationships with their State Board of Education
• Are willing to actively advocate for their needs and funding at the state level
• Explore innovative educational delivery models, including options for stay-at-home, homeschooled, and hybrid students
• Build trusted relationships with savvy, politically astute, and innovative school superintendents who are passionate about student outcomes and teacher support
• Build trusted relationships with key decision-makers and influencers, including:
• Assistant Superintendents
• CIOs, CTOs, and Directors of Technology
• School Boards, School Committees, and procurement teams
• Develop a deep understanding of each district’s technology environment, budget realities, compliance requirements, and instructional priorities
• Navigate and manage complex procurement processes, including RFPs, RFIs, bid responses, and board presentations
• Accurately forecast pipeline and revenue, aligning sales activities with district budget cycles and approval timelines
• Deliver compelling executive-level presentations and product demonstrations tailored to non-technical and technical audiences
• Collaborate closely with sales engineering, customer success, and leadership teams to ensure successful evaluations, implementations, and long-term adoption
• Maintain expertise in K–12 digital learning and online program trends, with a strong understanding of data protection and other regulatory considerations relevant to district decision-making.
• Represent the company professionally at conferences, regional meetings, and education-focused events
• Position Braintree as a long-term district partner, not just a vendor, by prioritizing transparency, responsiveness, and shared success.
• Provide market insights and feedback to internal leadership to inform program development, pricing, and go-to-market strategy.
• Collaborate with marketing and leadership to refine district-facing messaging that reflects evolving K-12 needs and policy shifts.

• Experience or working knowledge of the homeschooling movement and its impact on public school districts, including how districts provide resources, services, technology access, and funding support to homeschooled and hybrid-enrolled students
• 5–10 years of enterprise software sales experience specifically selling into U.S. public school districts (K-12)
• Demonstrated experience navigating long, multi-stakeholder sales cycles in public-sector/K-12 environments
• Strong understanding of:
• School district budgeting cycles and fiscal-year constraints
• Board approval processes and public-meeting requirements
• Procurement rules and compliance in public education
• Exceptional presentation, communication, and interpersonal skills
• Ability to translate technical solutions into clear business and educational value
• Strong organizational skills with disciplined pipeline and account management
• Willingness to travel as…