Account Executive - Northern California

The Account Executive role, with a focus on midsize-to-larger school districts in a specific geography, requires driving sales within complex procurement environments, navigating decision-making processes, and strategically managing accounts to secure multi-year contracts. With a deep network of contacts within midsize-to-larger districts, the Account Executive leverages consultative selling skills to tailor solutions that address district-wide literacy needs. Through persistence, resilience, and strategic account management, the Account Executive achieves revenue targets and fosters long-term partnerships to advance literacy initiatives at scale. 95 Percent Group offers a competitive base salary, plus attractive a commission/bonus plan for this position.

The assigned territory for the Account Executive is Northern California.

Essential Responsibilities

• New Business Acquisition and Market Share Growth: Actively prospect and pursue new business opportunities within midsize-to-larger school districts to expand our market presence and increase market share. This includes identifying untapped areas for growth, developing strategic outreach initiatives, and implementing targeted sales strategies to capitalize on opportunities for expansion into additional product placements and services.
• Cross-Sell: Successfully persuade a client to purchase additional products and services that complements the existing offering, such as introducing a new product line or solution that addresses a different aspect of the client's needs.
• Prospecting and Lead Generation: Identify and prospect potential K-12 school districts, administrators, and decision-makers to place our science-based reading curriculum and professional learning solutions in schools.
• Sales Presentations: Conduct compelling and strategic sales presentations to showcase the value and effectiveness of our literacy products and services, tailored to the needs of each prospect.
• Relationship Building: Cultivate strong relationships with key sponsors within assigned school districts, including superintendents, curriculum directors, and literacy coaches, to understand their challenges and present tailored solutions.
• Pipeline Management: Manage and prioritize sales opportunities effectively, ensuring timely follow-up and progression through the sales process.
• Negotiation and Closing: Lead negotiations, overcome objections, and close opportunities to meet or exceed sales targets and revenue goals.
• Market Insights: Stay informed about industry trends, competitor offerings, and educational policies affecting K-12 literacy, providing insights to inform sales strategies and product development. 
• Collaboration: Work collaboratively with cross-functional teams to support market needs and drive business growth.
• Continuous Learning: Stay current on our science-based reading curriculum and professional learning offerings, participating in training sessions and workshops as needed.
• Trusted Advisor: While the hunter mentality focuses on acquiring new clients, it’s also important to do so ethically and with the clients’ best interests at heart. This means genuinely believing in the value of the products and services offered and how they can positively impact literacy and education in the school districts.

Skills and Qualifications

• Master’s Degree preferred. K-12 education experience preferred.
• Proven Track Record: Minimum of 3 years of successful sales experience in the education technology (EdTech) industry, with a focus on K-12 market segments.
• Hunter Mentality: Demonstrated ability to prospect, cold-call, and generate new business opportunities independently.
• Explicit, systematic Sales Motion: Standardize systematic, explicit sales routines that qualify/ disqualify accounts accurately and efficiently.
• Knowledge of Literacy Education: Familiarity with literacy instruction methodologies, reading intervention strategies, and science-based reading.
• Strategic Thinker: Strong analytical and strategic thinking skills, with the ability to understand prospects’ needs and develop customized solutions.
• Excellent Communication: Exceptional verbal and written communication skills, including persuasive presentation abilities and active listening skills.
• Results-Driven: Motivated by achieving and exceeding sales targets, with a track record of meeting or exceeding quotas.
• Adaptability: Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities and market conditions.
• Technological Proficiency: Proficiency with CRM software (e.g., Salesforce), Microsoft Office Suite, and virtual presentation tools.
• Travel: Willingness to travel up to 50% to meet with prospects and attend conferences or industry events.
• Proven Experience with Midsize-to-larger Districts: Demonstrated success in selling to and navigating procurement processes within midsize-to-larger K-12 school districts, with a track record of securing multi-year contracts and exceeding revenue targets.
• Deep Network: Extensive existing network of contacts within midsize-to-larger school districts, with established relationships at various levels of administration.
• Strategic Sales Skills: Ability to develop and execute strategic plans, leveraging insights into district priorities and challenges to drive sales opportunities forward.
• Patience and Persistence: Resilience and patience to navigate longer sales cycles and complex decision-making processes within midsize-to-larger school districts.

Company Description:

95 Percent Group is a leader in literacy instruction for pre-K through grade 8 across the U.S.   The company offers professional development training for teachers and administrators as well as print and online products to assist teachers with literacy instruction. 95 Percent Group’s comprehensive educational consulting, professional development, diagnostic assessments, and instructional materials help schools deliver instruction that consistently and significantly increase reading achievement.

The company was founded in 2005 and is based in Lincolnshire, IL (northwest suburban Chicago). Its customers are primarily school districts across the U.S., and they are served by consultants who travel for on-site training as well as through online training. 

95 Percent Group has a fully engaged and highly committed leadership team who cares deeply about our mission.  We’ve hired the best from inside and outside the industry. This is a tremendous opportunity to join a company positioned for continued significant growth. An added plus is knowing that what you’re doing every day is making a significant difference in children’s lives. Come work with a group of smart, fun, passionate professionals who value creativity, innovation, and making an impact.  

95 Percent Group, LLC is an equal opportunity employer and will consider all applications without regards to race, sex, age, color, religion, national origin, veteran status disability, sexual orientation, gender identity, genetic information or any characteristic protected by law.