Account Executive - CT, ME, MA, NH, RI, VT

Overview

Account Executive I – CT, ME, MA, NH, RI, VT

Location: Remote within assigned territory (approximately 40% travel)

Reports to: Regional Sales Director

How You’ll Contribute to Our Mission

As an Account Executive you will be a strategic driver of growth—engaging prospective K–12 districts and state agencies to identify needs, create value, and close new logo opportunities.

You will focus exclusively on winning new district and state customers within your assigned territory. You will not manage renewals or expansions for existing customers as those responsibilities sit with our account management and client experience teams. Your mission is to create and close new logo opportunities that drive sustainable growth for Frontline and real impact for schools.

You’ll collaborate closely with your colleagues to ensure consistent, high-quality engagement across all customer touchpoints in your shared territory.

• Own a regional new business sales strategy
• Develop and execute a regional plan focused on prospective K 12 districts and state level buyers
• Identify and prioritize target accounts based on ideal customer profile and potential value
• Build and manage a strong new logo pipeline
• Generate pipeline through outbound outreach, events, referrals, and close coordination with SDR and Marketing teams
• Meet or exceed new business pipeline and revenue targets using data and insights to guide your activity
• Lead discovery, product positioning, demonstrations with partners, and proposal development for net new opportunities
• Drive opportunities from qualification through negotiation and close while managing multiple deals at various stages
• Engage district decision makers and influencers
• Build relationships with key stakeholders from department leaders to executive district leadership
• Translate district challenges into solution proposals that drive efficiency, compliance, and better outcomes for students and staff
• Coordinate handoff to post sale teams
• Partner with Client Experience and Services to ensure expectations, timelines, and success metrics are captured before handoff
• Introduce ongoing points of contact so new customers feel supported and understand the long-term partnership model
• Operate with discipline and transparency
• Maintain accurate CRM data and provide reliable forecasts aligned to sales process stages
• Represent Frontline at conferences, conventions, and association meetings, turning event activity into qualified pipeline

Core Experience & Skills

• 2–4+ years of outside sales experience (SaaS, edtech, enterprise software) with a focus on new business acquisition.
• Proven track record of meeting or exceeding new logo and territory growth goals.
• Strong consultative selling, negotiation, and strategic deal management abilities.
• Executive presence and confidence engaging senior district leaders.
• Exceptional organizational discipline, territory planning, and prospecting rigor.
• Collaborative mindset across product, marketing, solutions consulting, and customer success.
• Deep respect for K–12 education and a commitment to improving outcomes for students and staff.
• Comfortable using AI tools for research, prospecting, email drafting, and personalization at scale.
• Ability to interpret AI-generated insights to adjust territory strategy, prioritize accounts, and improve forecasting accuracy.
• Openness to experimenting with new AI capabilities to drive efficiency and competitive advantage.
• Understanding of ethical AI use, including accuracy validation and data privacy considerations when engaging with prospective customers.

At Frontline Education, we’re reimagining what’s possible by becoming an AI-first organization, transforming how we think, work, and serve the educators who shape our schools every day. By using AI in thoughtful, practical ways, we’re creating tools that help educators save time, gain insights, and focus more on what matters most — their students.

As part of our team, you’ll be expected and empowered to build and apply AI skillsets that grow with you, because at Frontline Education, technology amplifies what matters most: the human drive to learn, improve,…