Strategic Account Executive - Special Programs - West

Strategic Account Executive
- Special Programs
- West Full Description

Remote within the United States within the California territory. Greater Los Angelas, San Diego, or San Francisco areas preferred. Regular travel up to 33% of the time required based on customer, territory, and business needs.

At Frontline Education, our mission is to transform how schools work, so every educator and student succeeds. Our vision is every school thriving. Every community stronger. Reporting to the Regional Sales Director, you will join our Special Programs team, working within a highly specialized and state-specific market to lead some of Frontline's largest and most complex expansion and new-customer opportunities across the East Coast.

You will help school districts and state-level education organizations connect their priorities with solutions that simplify operations, support educators, and create lasting value for their communities.

• Develop and execute account and territory strategies that expand Frontline's Special Programs presence across the East Coast.
• Identify and prioritize high-potential school district, regional, and state-level opportunities using data, customer insight, and thoughtful market analysis.
• Lead complex expansion and new-customer pursuits involving multiple stakeholders, solutions, funding considerations, and decision-making processes.
• Build compelling business cases, return-on-investment analyses, and multiyear proposals that connect Frontline's capabilities to measurable customer outcomes.
• Serve as a trusted advisor to superintendents, cabinet members, state leaders, and other senior stakeholders by listening closely and understanding the outcomes they are working to achieve.
• Coordinate internal resources across Solutions Consulting, Product, Marketing, Client Experience, Legal, Finance, and other teams to deliver a unified customer experience.
• Take ownership of opportunity strategy, next steps, risks, and commitments throughout the sales cycle.
• Maintain accurate, timely forecasts and a disciplined view of pipeline health, deal progression, and territory performance.
• Meet or exceed revenue goals while building sustainable customer relationships and protecting long-term value.
• Use AI-enabled tools thoughtfully to strengthen account research, scenario planning, strategic modeling, meeting preparation, and opportunity analysis.
• Review AI-assisted work for accuracy, context, confidentiality, and relevance before using it in customer or business decisions.
• Mentor Account Executives across experience levels by sharing approaches, providing coaching, and helping colleagues navigate complex opportunities.
• Contribute insights from customers and the market to improve Frontline's sales strategies, messaging, products, and customer experience.
• Represent Frontline at conferences, customer meetings, and industry events with credibility, curiosity, and a clear understanding of the challenges facing education leaders.

• Five or more years of demonstrated success selling special education software, enterprise SaaS, education technology, or similarly complex solutions.
• Experience leading large, multistakeholder sales cycles involving executive decision-makers and extended evaluation processes.
• A strong record of expanding accounts, developing new business, and meeting or exceeding revenue expectations.
• Advanced consultative and value-based selling capabilities, including discovery, business-case development, negotiation, and executive communication.
• Experience developing multiyear account strategies and navigating complex organizational, procurement, funding, or regulatory environments.
• The ability to build trusted relationships and communicate credibly with senior district, state, and internal leaders.
• Strong financial and analytical judgment, including experience developing return-on-investment models and strategic proposals.
• Consistent forecasting discipline and confidence using CRM, pipeline-management, and sales-productivity tools.
• Experience partnering across functions to move complex opportunities forward and deliver strong customer outcomes.
• A willingness to share knowledge, coach colleagues, and contribute to the success of the broader sales organization.

• An ownership mindset and the discipline to carry strategic commitments from planning through execution.
• The ability to balance ambitious growth goals with the long-term…