KickUp

Role Description KickUp is looking for an Account Executive to join a team that is reimagining how school districts grow their most valuable asset: their people. KickUp is on a mission to help every educator thrive throughout their career. Our platform helps educational leaders capture data about teacher growth and use it to drive better outcomes for students. On your first day, you should show up ready to: - Navigate a complex B2B software sale, with multiple stakeholders, where the end user is not always the decision-maker. - Know and execute on the full sales process, from discovery calls, demoing, overcoming objections, contracting, all the way to closing. - Talk with Professional Learning, Human Resources, Teaching & Learning and Technology leaders in school districts about educator growth! What you’ll learn more about after you’re hired: - The unique features of the platform we’ve built, the results we’re seeing, and our robust CSM model that supports implementation. - How our sales process has worked and how to replicate its successes. - Our philosophies around educator growth and the impact of actionable data. With your first week, you will: - Introduce yourself on Slack to your new coworkers! - Meet with folks from different departments to get a better understanding of the user journey. - Try out our platform, take a look at key use cases, and read through and watch customer testimonials, call recordings, and case studies. With your first month, you will: - Join sales calls and begin taking and setting up those calls yourself! - Begin moving deals along the sales cycle and building your pipeline. - Use the sales and client success team’s wealth of knowledge around current best practices, common themes and narratives, and info about existing customers and impact cases to leverage on your calls. - Be able to effectively communicate value propositions and know how to best position KickUp based on needs analysis. With your first three months, you will: - Attend conferences to network with school district leaders and build your book of business. - Work closely with marketing to hone any region-, product-, or persona-specific campaigns you’d like to run in your territory. - Track close rates and pattern match to help with projections and pipeline management. - Share techniques and best practices with other members of the sales team. - Share your insights with the product team to help us better serve our users. With your first year, you will: - Close multiple sales and share wins with the whole team! - Meet and exceed individual and team sales goals. - Cultivate long-standing relationships with districts in your region. - Know our CRM (Hubspot) like the back of your hand and use it to forecast pipeline and communicate revenue performance. - Have an eye towards market trends and identify opportunities for growth in years to come, with a focus on refining existing sales processes and building out a pipeline during the “off-season”. Qualifications - Minimum of 2 years of experience in sales, with at least 1 year specifically in the K-12 EdTech sector. - Motivated by driving revenue growth. - Hungry to grow and learn -- open to feedback and seeks to continuously improve. - A natural at building relationships. - Persistent and meticulous in follow-through. - Comfortable with ambiguity. - Demonstrates a sense of ownership and pride in both personal and company performance. - Team player attitude and contributes by working effectively with individuals of diverse backgrounds. Requirements - This is a remote, full-time position that can be performed anywhere within the midwest US territory. - Some travel is expected relating to conferences, in-person events, and meetings in your region. - Candidates must be legally eligible to work in the United States. - This position involves both base and variable compensation. Base compensation for this position ranges between $80,000- $115,000 with On-Target-Earnings ranging between $115,000 - $170,000 and no cap on commissions. Benefits - Stock options in our growing company. - 401(K) plan with employer matching. - Universal paid parental leave. - A variety of medical, dental, and vision insurance options. - An annual stipend for professional learning. - Flexible PTO policy, extended holiday break, summer Fridays, and “Focus Fridays” – a day with limited Slack and meetings throughout the year.

• Navigate a complex B2B software sale, with multiple stakeholders, where the end user is not always the decision-maker. • Know and execute on the full sales process, from discovery calls, demoing, overcoming objections, contracting, all the way to closing. • Talk with Professional Learning, Human Resources, Teaching & Learning and Technology leaders in school districts about educator growth! • Introduce yourself on Slack to your new coworkers! • Meet with folks from different departments to get a better understanding of the user journey. • Try out our platform, take a look at key use cases, and read through and watch customer testimonials, call recordings, and case studies. • Join sales calls and begin taking and setting up those calls yourself! • Begin moving deals along the sales cycle and building your pipeline. • Use the sales and client success team’s wealth of knowledge around current best practices, common themes and narratives, and info about existing customers and impact cases to leverage on your calls. • Be able to effectively communicate value propositions and know how to best position KickUp based on needs analysis. • Attend conferences to network with school district leaders and build your book of business. • Work closely with marketing to hone any region-, product-, or persona-specific campaigns you’d like to run in your territory. • Track close rates and pattern match to help with projections and pipeline management. • Share techniques and best practices with other members of the sales team. • Share your insights with the product team to help us better serve our users. • Close multiple sales and share wins with the whole team! • Meet and exceed individual and team sales goals. • Cultivate long-standing relationships with districts in your region. • Know our CRM (Hubspot) like the back of your hand and use it to forecast pipeline and communicate revenue performance. • Have an eye towards market trends and identify opportunities for growth in years to come, with a focus on refining existing sales processes and building out a pipeline during the “off-season”.

• Build and maintain executive relationships with superintendents, chief academic officers, HR directors, and other district leaders • Develop account plans that align KickUp's capabilities with district strategic priorities and outcomes • Lead quarterly engagement opportunities that demonstrate ROI, surface insights from data, and co-create action plans for continuous improvement • Serve as a trusted advisor on professional growth strategy, helping leaders leverage KickUp data to inform district-wide decisions • Conduct regular on-site visits with district partners to strengthen executive relationships, support strategic initiatives, and drive successful outcomes • Own renewal and expansion revenue targets for your portfolio • Proactively monitor account health, identify risk signals, and implement mitigation strategies • Identify and develop expansion opportunities across modules, use cases, and user populations • Partner with Account Executives to navigate complex procurement processes and close expansion deals • Develop and execute multi-year growth strategies with strategic accounts • Design and execute success plans tailored to each district's goals, timeline, and stakeholders • Coordinate with Data Integration, Training & Enablement, and Support specialists to ensure seamless client experience • Establish communication cadence and engagement strategy with key stakeholders • Lead onboarding kickoffs and ensure smooth handoffs between implementation and ongoing success phases • Synthesize customer feedback and insights to inform product roadmap priorities • Collaborate with Product and Engineering teams to advocate for customer needs and validate solutions • Partner with Marketing to develop case studies, testimonials, and reference opportunities • Share best practices and strategic insights across the CS team to elevate collective customer knowledge • Maintain accurate forecasting for renewals and expansion • Track and report on customer health metrics, engagement trends, and portfolio performance • Conduct win/loss analysis to continuously improve retention and expansion strategies • Meet or exceed quarterly and annual revenue targets

KickUp is looking for a Client Success Manager to join a team that is reimagining how school districts grow their most valuable asset: their people. KickUp is on a mission to help every educator thrive throughout their career. Our platform helps educational leaders capture data about teacher growth and use it to drive better outcomes for students. We’re a growing team building a product used by tens of thousands of educators across the country Why Join KickUp - Customer Impact: You’ll directly shape how hundreds of districts experience KickUp support — and own real account relationships from day one - Growth Path: As you ramp, you’ll take on more account ownership, Partnership Reviews, and renewal work — with a clear trajectory - Collaborative Team: Work alongside a tight-knit CS team of specialists who each own a distinct part of the customer experience - Remote Flexibility: Remote-first company with extended holidays, summer Fridays, and “Focus Fridays” About the Role The Client Success Manager is the strategic heart of KickUp's relationship with our district partners. You'll serve as a trusted advisor to high level district leaders —helping them connect KickUp's capabilities to their most important goals and demonstrating the measurable impact of their investment. By owning retention and expansion for your portfolio, you directly fuel KickUp's growth while ensuring the districts you serve get exceptional outcomes. This role is ideal for someone who thrives on building executive relationships, thinks commercially about customer success, and finds purpose in helping education leaders make better decisions for their people. In This Role, You Will Strategic Account Management - Build and maintain executive relationships with superintendents, chief academic officers, HR directors, and other district leaders - Develop account plans that align KickUp's capabilities with district strategic priorities and outcomes - Lead quarterly engagement opportunities that demonstrate ROI, surface insights from data, and co-create action plans for continuous improvement - Serve as a trusted advisor on professional growth strategy, helping leaders leverage KickUp data to inform district-wide decisions - Conduct regular on-site visits with district partners to strengthen executive relationships, support strategic initiatives, and drive successful outcomes Retention & Expansion - Own renewal and expansion revenue targets for your portfolio - Proactively monitor account health, identify risk signals, and implement mitigation strategies - Identify and develop expansion opportunities across modules, use cases, and user populations - Partner with Account Executives to navigate complex procurement processes and close expansion deals - Develop and execute multi-year growth strategies with strategic accounts Customer Lifecycle Orchestration - Design and execute success plans tailored to each district's goals, timeline, and stakeholders - Coordinate with Data Integration, Training & Enablement, and Support specialists to ensure seamless client experience - Establish communication cadence and engagement strategy with key stakeholders - Lead onboarding kickoffs and ensure smooth handoffs between implementation and ongoing success phases Voice of Customer - Synthesize customer feedback and insights to inform product roadmap priorities - Collaborate with Product and Engineering teams to advocate for customer needs and validate solutions - Partner with Marketing to develop case studies, testimonials, and reference opportunities - Share best practices and strategic insights across the CS team to elevate collective customer knowledge Business Performance - Maintain accurate forecasting for renewals and expansion - Track and report on customer health metrics, engagement trends, and portfolio performance - Conduct win/loss analysis to continuously improve retention and expansion strategies - Meet or exceed quarterly and annual revenue targets About You Functional Skills - Account planning: Ability to develop strategic, documented plans that map customer goals to product capabilities and define a path to measurable outcomes - Commercial acumen: Understanding of B2B revenue mechanics—renewal cycles, expansion levers, procurement processes, and how to build a business case - Data storytelling: Skill in using platform data and metrics to demonstrate ROI, identify trends, and create compelling narratives for executive audiences - CRM & success tools: Proficiency in maintaining accurate records, tracking health metrics, and using systems to manage a portfolio at scale - K-12 fluency: Understanding of how school districts operate—budget cycles, decision-making structures, the roles of central office leaders, and the pressures they face - Fluent in Spanish and English (both written and verbal), with the ability to effectively support and communicate with  Spanish-speaking clients and stakeholders Core Competencies - Executive presence: Commands credibility with senior leaders; communicates with confidence, clarity, and appropriate gravitas - Strategic thinking: Sees the big picture of a district's goals and connects KickUp's value to what matters most—not just product features - Relationship depth: Builds genuine trust over time; remembered as a partner, not a vendor - Commercial ownership: Takes personal accountability for revenue targets; balances customer advocacy with business outcomes without apology - Proactive risk management: Spots early warning signs in accounts and acts before problems escalate; doesn't wait for churn to be obvious - Stakeholder navigation: Manages relationships across multiple levels of an organization—executives, operational owners, end users—and adjusts approach accordingly - Cross-functional orchestration: Knows when to bring in specialists (Training, Data Integration, Product) and how to coordinate resources to solve customer problems - Prioritization under pressure: Manages a portfolio of high-touch accounts simultaneously; knows where to focus time for maximum impact - Resilience & persistence: Stays steady through difficult renewals, complex procurement, and ambiguous situations; follows through until issues are resolved

KickUp is looking for a Client Success Manager to join a team that is reimagining how school districts grow their most valuable asset: their people. KickUp is on a mission to help every educator thrive throughout their career. Our platform helps educational leaders capture data about teacher growth and use it to drive better outcomes for students. We’re a growing team building a product used by tens of thousands of educators across the country Why Join KickUp - Customer Impact: You’ll directly shape how hundreds of districts experience KickUp support — and own real account relationships from day one - Growth Path: As you ramp, you’ll take on more account ownership, Partnership Reviews, and renewal work — with a clear trajectory - Collaborative Team: Work alongside a tight-knit CS team of specialists who each own a distinct part of the customer experience - Remote Flexibility: Remote-first company with extended holidays, summer Fridays, and “Focus Fridays” About the Role The Client Success Manager is the strategic heart of KickUp's relationship with our district partners. You'll serve as a trusted advisor to high level district leaders —helping them connect KickUp's capabilities to their most important goals and demonstrating the measurable impact of their investment. By owning retention and expansion for your portfolio, you directly fuel KickUp's growth while ensuring the districts you serve get exceptional outcomes. This role is ideal for someone who thrives on building executive relationships, thinks commercially about customer success, and finds purpose in helping education leaders make better decisions for their people. In This Role, You Will Strategic Account Management - Build and maintain executive relationships with superintendents, chief academic officers, HR directors, and other district leaders - Develop account plans that align KickUp's capabilities with district strategic priorities and outcomes - Lead quarterly engagement opportunities that demonstrate ROI, surface insights from data, and co-create action plans for continuous improvement - Serve as a trusted advisor on professional growth strategy, helping leaders leverage KickUp data to inform district-wide decisions - Conduct regular on-site visits with district partners to strengthen executive relationships, support strategic initiatives, and drive successful outcomes Retention & Expansion - Own renewal and expansion revenue targets for your portfolio - Proactively monitor account health, identify risk signals, and implement mitigation strategies - Identify and develop expansion opportunities across modules, use cases, and user populations - Partner with Account Executives to navigate complex procurement processes and close expansion deals - Develop and execute multi-year growth strategies with strategic accounts Customer Lifecycle Orchestration - Design and execute success plans tailored to each district's goals, timeline, and stakeholders - Coordinate with Data Integration, Training & Enablement, and Support specialists to ensure seamless client experience - Establish communication cadence and engagement strategy with key stakeholders - Lead onboarding kickoffs and ensure smooth handoffs between implementation and ongoing success phases Voice of Customer - Synthesize customer feedback and insights to inform product roadmap priorities - Collaborate with Product and Engineering teams to advocate for customer needs and validate solutions - Partner with Marketing to develop case studies, testimonials, and reference opportunities - Share best practices and strategic insights across the CS team to elevate collective customer knowledge Business Performance - Maintain accurate forecasting for renewals and expansion - Track and report on customer health metrics, engagement trends, and portfolio performance - Conduct win/loss analysis to continuously improve retention and expansion strategies - Meet or exceed quarterly and annual revenue targets About You Functional Skills - Account planning: Ability to develop strategic, documented plans that map customer goals to product capabilities and define a path to measurable outcomes - Commercial acumen: Understanding of B2B revenue mechanics—renewal cycles, expansion levers, procurement processes, and how to build a business case - Data storytelling: Skill in using platform data and metrics to demonstrate ROI, identify trends, and create compelling narratives for executive audiences - CRM & success tools: Proficiency in maintaining accurate records, tracking health metrics, and using systems to manage a portfolio at scale - K-12 fluency: Understanding of how school districts operate—budget cycles, decision-making structures, the roles of central office leaders, and the pressures they face - Fluent in Spanish and English (both written and verbal), with the ability to effectively support and communicate with  Spanish-speaking clients and stakeholders Core Competencies - Executive presence: Commands credibility with senior leaders; communicates with confidence, clarity, and appropriate gravitas - Strategic thinking: Sees the big picture of a district's goals and connects KickUp's value to what matters most—not just product features - Relationship depth: Builds genuine trust over time; remembered as a partner, not a vendor - Commercial ownership: Takes personal accountability for revenue targets; balances customer advocacy with business outcomes without apology - Proactive risk management: Spots early warning signs in accounts and acts before problems escalate; doesn't wait for churn to be obvious - Stakeholder navigation: Manages relationships across multiple levels of an organization—executives, operational owners, end users—and adjusts approach accordingly - Cross-functional orchestration: Knows when to bring in specialists (Training, Data Integration, Product) and how to coordinate resources to solve customer problems - Prioritization under pressure: Manages a portfolio of high-touch accounts simultaneously; knows where to focus time for maximum impact - Resilience & persistence: Stays steady through difficult renewals, complex procurement, and ambiguous situations; follows through until issues are resolved

KickUp is looking for a Client Success Specialist to join a team that is reimagining how school districts grow their most valuable asset: their people. KickUp is on a mission to help every educator thrive throughout their career. Our platform helps educational leaders capture data about teacher growth and use it to drive better outcomes for students. We’re a growing team building a product used by tens of thousands of educators. Why Join KickUp - Customer Impact: You’ll directly shape how hundreds of districts experience KickUp support — and own real account relationships from day one - Growth Path: As you ramp, you’ll take on more account ownership, Partnership Reviews, and customer work — with a clear trajectory - Collaborative Team: Work alongside a tight-knit CS team of specialists who each own a distinct part of the customer experience - Remote Flexibility: Remote-first company with extended holidays, summer Fridays, and “Focus Fridays About the Role As a Client Support Specialist, you’ll be the first point of contact for KickUp’s customers — answering questions, resolving issues, and helping districts get the most out of the platform. You’ll own all inbound support through Intercom (including working directly with our Fin AI agent to keep it sharp and accurate), and from day one you’ll also carry a book of Lite Touch district accounts through their adoption phase: sharing data screencasts, sending scaled communications, and making sure smaller districts feel supported without needing hands-on CSM attention. This is a role for someone who finds satisfaction in a well-answered support ticket, cares about patterns in the queue, and is equally excited about owning relationships with a cohort of districts over time. As you ramp, you’ll grow into Partnership Reviews and renewal conversations for your Lite Touch accounts. In This Role, You Will Support Operations - Serve as the primary owner of all inbound customer support through Intercom across all account tiers - Respond to product questions, troubleshoot issues, and direct users to relevant help articles and resources - Manage and continuously improve our Intercom Fin AI agent — maintaining help content, refining conversation flows, and identifying gaps in self-service coverage - Analyze support ticket trends and surface patterns to the broader CS team to inform proactive improvements - Maintain an accurate, high-quality customer knowledge base and Help Center in partnership with the Training & Enablement Specialist Lite Touch Account Ownership - Own adoption-phase engagement for a cohort of Lite Touch district accounts from day one - Share data screencasts, usage reports, and scaled communications to drive early product adoption - Execute mass outreach campaigns (email, Intercom) to keep Lite Touch districts informed and engaged throughout the year - Grow into facilitating Partnership Reviews and supporting renewal conversations for your Lite Touch accounts over time Team & Cross-Functional Partnership - Collaborate with Client Success Managers, the Data & Configuration Manager, and the Training & Enablement Specialist to deliver a seamless customer experience - Escalate complex issues appropriately and close the loop with customers on resolution - Engage with Product and Engineering teams to share feedback surfaced through support volume and trends This role is a hybrid of high-volume support and account ownership — you’ll be most successful if you’re energized by both helping someone solve a problem in real time and managing a relationship with a district over the course of a school year. About You You might be a great fit if you: - Bring 1–3 years of experience in customer support, customer success, or a related client-facing role - Are a strong written communicator — attentive to tone, clarity, and brevity, especially in async and high-volume environments - Have experience with Intercom or similar support platforms; familiarity with AI-assisted support tools (like Fin) is a strong plus - Are AI-curious and excited about using AI tools to improve support quality and efficiency — experience prompting, configuring, or working alongside AI agents is a significant advantage - Spot patterns — you naturally notice when the same question comes up three times and ask why, rather than just answering it a third time - Are organized and can manage multiple open threads, accounts, and priorities without losing track - Are motivated by customer satisfaction and take pride in leaving every interaction better than you found it - Are comfortable with ambiguity and can make judgment calls in a fast-paced environment - Share KickUp’s values: mission-driven, customer-obsessed, and always focused on improving outcomes for educators - Have a passion for education or experience in an education-adjacent setting — a plus, not a requirement

• Serve as the primary owner of all inbound customer support through Intercom across all account tiers • Respond to product questions, troubleshoot issues, and direct users to relevant help articles and resources • Manage and continuously improve our Intercom Fin AI agent — maintaining help content, refining conversation flows, and identifying gaps in self-service coverage • Analyze support ticket trends and surface patterns to the broader CS team to inform proactive improvements • Maintain an accurate, high-quality customer knowledge base and Help Center in partnership with the Training & Enablement Specialist • Own adoption-phase engagement for a cohort of Lite Touch district accounts from day one • Share data screencasts, usage reports, and scaled communications to drive early product adoption • Execute mass outreach campaigns (email, Intercom) to keep Lite Touch districts informed and engaged throughout the year • Grow into facilitating Partnership Reviews and supporting renewal conversations for your Lite Touch accounts over time • Collaborate with Client Success Managers, the Data & Configuration Manager, and the Training & Enablement Specialist to deliver a seamless customer experience • Escalate complex issues appropriately and close the loop with customers on resolution • Engage with Product and Engineering teams to share feedback surfaced through support volume and trends