Account Director

Who you are

• 8+ years enterprise SaaS sales experience, ideally in CRM, ERP, Analytics, or EdTech
• Consistent attainment against bookings and revenue retention targets, including multi-suite expansion across assigned accounts
• Experience leading 6- to 9-month sales cycles centered on cross-sell, orchestrating overlay teams through public-sector procurement across multiple buying personas; able to turn a champion in one persona into wins with others (for example, CFO to CHRO or CAO)
• Demonstrated pipeline and forecast discipline in Salesforce, inspection-ready for weekly reviews
• Proficiency with a modern deal methodology and mutual close plans, for example MEDDPICC, with all elements captured and kept current in CRM and used to drive stage exits
• Bachelor’s degree or equivalent experience
• K–12 or public-sector fluency, including funding cycles, board approvals, RFPs, and use of co-ops or state purchasing vehicles
• Established references from K–12 district leaders or directors who can speak to integrity, reliability, collaborative problem solving, and joint value creation
• Ability to build executive relationships across Superintendent, CIO, CHRO, Curriculum, Finance, and Procurement, with demonstrated whitespace planning that scales across a large book

What the job involves

• The Sales team gets PowerSchool into the hands of the educators and students who need it. Working side by side with Solution Consulting and Customer Success, we build executive relationships, lead account planning, and run deals end to end to renew on time and expand multi-suite adoption, delivering predictable bookings and revenue retention that empower better K-12 outcomes
• The Account Director – Named owns the full revenue lifecycle for a territory of K–12 accounts. Operating with full autonomy, this role drives revenue retention and multi-suite expansion through rigorous account planning, disciplined deal execution, executive sponsorship at the district and state levels, orchestration of overlay teams under clear commercial governance, mentorship of other sellers to drive expansion and renewal outcomes, and strategic influence across the broader commercial organization
• Deliver targets for bookings, on-time renewals, net revenue retention, and multi-suite expansion by creating and executing sales plays within an assigned territory of accounts
• Build and refresh quarterly territory plans tied to whitespace, executive personas, funded initiatives, services attach, adoption gaps, and next plays by buying persona
• Create and progress pipeline by running named plays, executive outreach, and multi-threaded engagement across Superintendent, CIO, CFO, CHRO, CAO, Procurement
• Run deals end to end from discovery through close, including RFP strategy, pricing and terms, commercial approvals, legal negotiation, and procurement timeline control
• Maintain forecast accuracy and CRM standards, including contacts, activities, next steps, and stage exits that map to PowerSchool’s standard deal methodology
• Orchestrate Solution Consulting, Services, Customer Success, and Partners to drive value realization, run QBRs, meet SLAs, and renewal readiness
• Capture and relay market signals and customer feedback to product, pricing, and go-to-market teams to improve offer structure, sales plays, or guidance for product, pricing, and marketing
• Serve as a thought partner to internal leaders on strategy, priorities, plays, and plans and mentor junior sellers to raise win quality across the team
• Travel regularly (50–60%), including multi-state trips, to support high-impact initiatives such as advancing strategic deals, leading onsite demos, and facilitating executive workshops, especially during peak business cycles
• Success Indicators
• Territory delivers or exceeds expansion and retention targets with visible multi-suite expansion across priority accounts
• Pipeline forecast accuracy within acceptable standards
• Slip rate and stage aging decline while win rate and renewal performance improve
• Territory plans are in place and reviewed with leadership
• Documented uplift in team outcomes attributable to coaching, such as shorter cycle times, lower discount rates, or improved MEDDPICC completeness in peer deals

Benefits

• Medical, vision, and dental insurance with HSA match
• Fantastic work environment
• Tuition reimbursement program
• 401k with matching
• Life insurance
• Discretionary Time Off – (Unlimited Vacation)
• Video game break room with pool and ping pong tables
• Employee referral program
• Free soda, coffee, and tea
• On-site gym at the Folsom headquarters and Roanoke office
• Festive holiday parties and events