Job description

Lightspeed Systems is seeking a seasoned Strategic Account Executive to drive new business growth across an assigned K-12 territory. This role is focused on acquiring net-new district customers through complex, consultative sales cycles involving multiple stakeholders and long buying timelines. You will own your territory end-to-end—developing strategy, building executive relationships, and closing high-impact deals that advance student safety and effective technology use across school systems. Key Responsibilities Own and execute a territory strategy to drive net-new revenue within assigned K-12 school districts. Identify, pursue, and close complex, multi-stakeholder opportunities with district-level decision makers. Lead full-cycle sales efforts from prospecting and discovery through negotiation and close. Conduct deep discovery to understand district challenges, priorities, and compliance requirements. Position Lightspeed’s safety and visibility solutions as strategic investments aligned to district goals. Develop and deliver tailored executive-level presentations, proposals, and product demonstrations. Lead contract negotiations, pricing discussions, and procurement processes. Build and maintain a strong, accurate pipeline and deliver reliable revenue forecasts. Partner cross-functionally with Marketing, Solutions Engineering, Customer Success, and Product to support deal strategy and execution. Provide market and competitive insights to inform messaging, product direction, and go-to-market strategy. Maintain disciplined CRM hygiene and sales documentation to support forecasting and performance tracking. Required Qualifications Bachelor’s degree preferred. 5+ years of B2B sales experience, with a strong preference for EdTech or SaaS environments. Proven track record of consistently meeting or exceeding quota in a new-business sales role. Experience selling into K-12 school districts or public sector organizations. Demonstrated success managing complex sales cycles with multiple decision makers. Strong consultative and solution-based selling skills. Excellent executive-level communication, presentation, and negotiation abilities. High degree of autonomy, ownership, and accountability for results. Proficiency with CRM systems (Salesforce preferred) and modern sales enablement tools. Comfortable selling remotely and leading virtual demos, meetings, and negotiations. Preferred Qualifications Experience closing large, multi-year or district-wide agreements. Familiarity with school safety, compliance, or digital learning technologies. Experience navigating public-sector procurement processes. ABOUT US With more than 25 years of serving education, Lightspeed Systems delivers the most in-depth visibility and control to power exceptional schools where students are safe and engaged; technology is compliant and easily managed; and resources are secure and optimized. Purpose-built for school networks and devices, Lightspeed’s cloud-managed solutions include the most effective web filtering, student safety monitoring, classroom management, device management, and data analytics software available. Headquartered in Austin, Texas, with a European office in London, UK, Lightspeed serves over 23 million students across 31,000 schools in 43 countries, utilizing 15 million devices. Learn more at www.lightspeedsystems.com . We love our employees, and we show it. Our benefits and perks are built to support your overall wellbeing—at work and beyond. Offerings vary by country. ABOUT OUR ATX HQ If your role includes spending time onsite, you will LOVE being at the ranch. Our uniquely Lightspeed (and totally Texas) corporate headquarters has everything Lightspeeders need to get the job done – and a whole lot more. 15,000 sq. ft. of open work area, offices, and huddle rooms Snacks galore and a private chef serving up lunch Tuesday through Thursday every week A state-of-the-art fitness center (with outfitted locker rooms) Physical therapist onsite regularly Indoor and outdoor casual collaboration spots Pet-friendly office environment A golf simulator, go-carts, shuffleboard, corn hole, and MORE fun All within 31 sprawling acres of Live Oak trees that foster a natural habitat for local wildlife. It is not uncommon to be greeted daily by whitetail deer. (Maybe it wants to join your meeting?) Lightspeed Systems is an equal opportunity employer. We are committed to a work environment that supports, inspires, and respects all individuals and in which personnel processes are merit-based and applied without discrimination on the basis of race, color religion, sex, sexual orientation, gender identity, marital status, age, disability, national or ethnic origin, military service status, or other protected characteristic.

Requirements

Must-haves

You will own your territory end-to-end—developing strategy, building executive relationships, and closing high-impact deals that advance student safety and effective technology use across school systems.
Own and execute a territory strategy to drive net-new revenue within assigned K-12 school districts.
Identify, pursue, and close complex, multi-stakeholder opportunities with district-level decision makers.
Lead full-cycle sales efforts from prospecting and discovery through negotiation and close.
Conduct deep discovery to understand district challenges, priorities, and compliance requirements.
Position Lightspeed’s safety and visibility solutions as strategic investments aligned to district goals.
Develop and deliver tailored executive-level presentations, proposals, and product demonstrations.
Lead contract negotiations, pricing discussions, and procurement processes.
Build and maintain a strong, accurate pipeline and deliver reliable revenue forecasts.
Partner cross-functionally with Marketing, Solutions Engineering, Customer Success, and Product to support deal strategy and execution.
Provide market and competitive insights to inform messaging, product direction, and go-to-market strategy.
Maintain disciplined CRM hygiene and sales documentation to support forecasting and performance tracking.
5+ years of B2B sales experience, with a strong preference for EdTech or SaaS environments.
Proven track record of consistently meeting or exceeding quota in a new-business sales role.
Experience selling into K-12 school districts or public sector organizations.
Demonstrated success managing complex sales cycles with multiple decision makers.
Strong consultative and solution-based selling skills.
Excellent executive-level communication, presentation, and negotiation abilities.
High degree of autonomy, ownership, and accountability for results.

Nice-to-haves

Bachelor’s degree preferred.
Proficiency with CRM systems (Salesforce preferred) and modern sales enablement tools.
Experience closing large, multi-year or district-wide agreements.
Familiarity with school safety, compliance, or digital learning technologies.
Experience navigating public-sector procurement processes.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: greenhouse
Effort: quick