Account Executive - Southern California

Job description

**About Presence** Presence is the leading provider of teletherapy solutions for children with diverse needs. Our award-winning technology connects speech-language pathologists, school psychologists, occupational therapists, and mental health specialists to K-12 school districts nationwide. With a growing network of over 2,000 clinicians and more than 8 million teletherapy sessions delivered, we’re dedicated to ensuring every child has access to the support they need. At Presence, we embrace the benefits of being a remote-first company while recognizing the importance of in-person connection to advance our mission. We place a high value on “cameras on” engagement, schedule coordination, and cross-functional communication to stay connected while working in different places. Travel is also an important part of many roles, helping us build stronger relationships with our teams, clinicians, and school partners. The frequency will vary by role and responsibilities, but may include activities such as department offsites, team gatherings, and school or industry events. **About the role:** We're looking for an Account Executive to join our team. Reporting to the Regional Sales Director - West and working closely with our Customer Success and Implementation teams, you'll play a key role in supporting our mission to deliver teletherapy solutions for children with diverse needs. This role is perfect for someone who thrives on building trusted relationships with district leaders, running a full sales cycle from first outreach through contract execution, and then staying accountable for the long-term growth and retention of those accounts, and offers the opportunity to gain hands-on experience in full-cycle enterprise sales into the K-12 education market, closing complex, multi-stakeholder deals and growing a territory over time, all while contributing to a mission-driven organization that helps children with special needs. To stay connected, all employees commit to being available on-camera during our Core Working Hours (Monday - Friday, 12 - 5 p.m. ET) with standard business hours of 9 a.m. - 6 p.m. in your local time zone. For this role, travel for onsite visits and conference attendance as business dictates (estimated 30–50%, may vary by territory/needs) **What will you do at Presence:** - 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 **What we are looking for:** **Proven Experience** - 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 - Cross-functional leadership experience on customer-facing projects; able to coordinate internal teams to deliver outcomes - Ability to balance competing priorities and adjust quickly in a fast-paced environment - Edtech experience is a plus, but not required **Relationship & Communication Skills** - 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 **Mindset & Work Style** - 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 **Education** - Bachelor’s degree or equivalent experience **What will help you succeed here:** - You actively listen and respond with empathy, fostering respectful and productive collaboration - You maintain a strong service mindset, consistently meeting the needs of internal and external stakeholders while building trust and credibility - You seek creative, effective solutions and persist beyond the first answer to find what truly works - You make thoughtful, informed decisions that align with company goals, and you're not afraid to ask questions to gain clarity - You deliver high-quality work on time, and you proactively seek support or guidance when challenges arise **How we support you:** - 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 *An employee’s starting pay will be determined based on job-related skills, experience, qualifications, and market conditions. We aim to pay competitively for our size and industry.* *The annual base salary range for th**is role is $70,000 - $110,000 plus variable commission* *This job description is intended to outline the general scope, responsibilities, and qualifications of the role. It is not designed to cover or contain a comprehensive list of all tasks, duties, or responsibilities that may be required. Duties, responsibilities, and activities may change, or new ones may be assigned at any time, with or without notice, to meet the evolving needs of Presence.* *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.*