Account Executive, Southwest Location: Remote, full-time position that can be performed anywhere within the southwest US territory. Sales Full time Job 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. We’re a growing team building a product used by tens of thousands of educators. Every sales success means more educators getting a say in what growth looks like in their role; every investment we make in our educators, in turn contributes to better student outcomes. Why you should join KickUp - Impactful Product: Our product is a robust, data-rich professional growth platform. We are proud to maintain an exceptional customer NPS above 90 and are establishing ourselves as an emerging leader in the K12 professional growth software market. You will have the opportunity to sell an excellent product that is constantly improving. - Growth Opportunities: We’ve proven product-market fit and still have significant growth ahead. Joining at this stage offers substantial opportunities for professional growth and a meaningful impact. - Collaborative Team: Our team is humble, sharp, and user-focused with a unique blend of mission-driven and business-smart qualities. We care about the work and are committed to each others’ success. - Remote Flexibility: We are a remote-first organization with high flexibility. We offer an extended holiday break, summer Fridays, and “Focus Fridays” – a day with limited Slack and meetings throughout the year. On a semi-annual basis, we gather for team on-sites. About the role 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”. About you We’re looking for someone who: - Has a minimum of 2 years of experience in sales, with at least 1 year specifically in the K-12 EdTech sector. - Is motivated by driving revenue growth - Is hungry to grow and learn -- is open to feedback and seeks to continuously improve - Is a natural at building relationships - Is persistent and meticulous in follow-through - Is comfortable with ambiguity - Demonstrates a sense of ownership and pride in both personal and company performance - Has a team player attitude and contributes by working effectively with individuals of diverse backgrounds Position Details - This is a remote, full-time position that can be performed anywhere within the southwest 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 We are a remote-first company, and we offer a range of perks, including:  - 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

• Driving sales of solutions through strategic partnerships with large enterprises • Engaging with C-suite executives to identify and close new business opportunities • Cultivating strong relationships with senior executives • Tailoring strategic solutions to align with client business objectives • Leading sales process from outreach to closure • Identifying opportunities within key accounts • Collaborating with internal stakeholders • Designing go-to-market strategies for partnerships • Maintaining accurate forecasts and pipeline management using CRM tools • Staying updated on industry trends to identify new business opportunities • Achieving or exceeding sales quotas for enterprise partnerships

• Support the execution of Public Relations strategies and plans for technology and consumer clients. • Develop communication materials such as press releases, media alerts, pitches, briefs, Q&A documents, and reports. • Build and maintain relationships with media outlets, journalists, and influencers. • Monitor media coverage and prepare performance reports and analysis. • Coordinate interviews, press events, product launches, and special activities. • Identify media opportunities to increase brand visibility across traditional and digital channels. • Ensure timely follow-up on client requests, deliverables, and ongoing projects. • Conduct market research, trend analysis, and competitive benchmarking to identify communication opportunities. • Maintain and update media, influencer, and stakeholder databases.

• You will exceed assigned sales quotas and objectives. • Define and execute a territory business plan that outlines the assigned target accounts, strategies for driving productivity, and high-quality pipeline that ultimately results in predictable outcomes and over achievement. • Engage at all levels of a Global organization across IT and all other lines of business. • Demonstrate an excellent understanding of key selling methodologies that focus on maximizing deal values and accelerating the customer buying process. • Provide accurate forecasting and reporting of all sales activities through salesforce.com. • Leverage an extended team of business development representatives and Sales Engineers to maximize coverage and technology evangelism within target accounts. • Understand the balance of driving bookings for today and developing a long-term, healthy pipeline for tomorrow. • Demonstrate an excellent understanding of the agenda of the CIO and the impact of Digital transformation across all lines of business. • Construct complex technical and commercial proposals. • Leverage partners to maximize penetration and scale within your target market.