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Edia is an AI technology company serving K-12 education, helping 1M+ students across the U.S. The company has grown 3X on every measurable vector over 6+ years and is focused on improving academic performance (math), absenteeism, and social-emotional learning through AI and modern architecture.
You will join as an Enterprise Account Executive responsible for prospecting and selling into the largest school districts (20K+ students with significant budget spend). This is a greenfield opportunity to own, drive, and lead a major territory. At full ramp, Enterprise Account Executives are expected to achieve $1M in closed-won revenue with a primary focus on net new logo acquisition.
Key responsibilities include:
- Drive the entire go-to-market motion, owning account planning, prioritization, and forecasting across a multi-state territory, balancing net-new logos with expansion in existing customers.
- Build and sustain your own pipeline through self-sourced outbound prospecting, relationship building, and territory research in large districts (12,000+ students). Self-sourced pipeline is non-negotiable.
- Navigate the full district buying committee, building consensus across superintendents, CAOs, curriculum and math leaders, IT, finance, procurement, and school boards. Develop champions when no single decision-owner exists.
- Master long, non-linear sales cycles (6-18 months) that include pilots, formal RFPs, board approvals, and budget timing. Keep deals moving when they stall.
- Become fluent in district funding mechanisms, understanding federal, state, and local funding sources (Title I, ESSER successor funds, state instructional materials allocations) and positioning Edia against district budget realities.
- Orchestrate the deal team, deploying Sales Engineers, SDRs, and executives at the right moments while maintaining deal ownership.
This is a field sales role requiring 50%+ travel.
REQUIREMENTS:
- 3+ years closing complex, multi-stakeholder deals in K-12 ed tech, with a track record of landing six-figure contracts against an annual quota of $1M+. 6+ years total sales experience required.
- Proven hunter with recent experience generating your own pipeline.
- Exceptional communicator with ability to build trust and rapport quickly, both externally and internally.
- Experience working in fast-paced startup environments, comfortable problem-solving through ambiguity.
- Versed in MEDDPICC sales methodology or similar methodologies.
- Mission-driven with genuine interest in improving education outcomes in the United States.
