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Brightwheel is the largest and fastest-growing platform in early education, trusted by millions of educators and families. The company is seeking a Founding Account Executive to help build and scale the sales engine for its growing portfolio of education products.
This is a unique opportunity for an entrepreneurial seller to create the sales playbook rather than execute an established one. You'll be on the front lines of determining how Brightwheel wins in education: identifying highest-potential customers, building pipeline, refining positioning and messaging, closing early customers, and translating learnings into repeatable go-to-market motion.
Key responsibilities include:
- Developing and continuously refining the go-to-market motion for education products, including target customers, buyer personas, positioning, messaging, qualification, and sales process
- Owning the full sales cycle from prospecting and discovery through demonstration, proposal, negotiation, and close
- Proactively identifying and engaging high-potential customers through outbound prospecting, relationships, referrals, events, and creative experimentation
- Developing deep understanding of education leaders, their challenges, buying processes, and priorities
- Serving as a critical voice of the market, bringing structured insights to Product, Marketing, and leadership to influence roadmap and go-to-market strategy
- Establishing high bar for sales excellence and turning early learnings into processes, messaging, collateral, and playbooks for future sellers
Ideal candidates have experience building rather than inheriting—creating pipeline, developing new markets or segments, launching new products, or establishing sales motions where mature playbooks didn't exist. You're comfortable prospecting and generating meaningful opportunities independently. You thrive in ambiguous, fast-moving environments, are highly resourceful, learn quickly, and take ownership for results. You demonstrate exceptional discovery and communication skills, can uncover complex customer problems, and naturally identify patterns across prospects and deals to inform strategy.
Experience selling into education is valuable but not required. Builder mentality, exceptional sales fundamentals, learning agility, and demonstrated ability to create something from the ground up are most important.
