You will own your territory end-to-end - building pipeline, developing relationships with district technology and curriculum leaders, and closing deals that advance student safety and effective technology use across school systems. When you close a deal, you stay in the driver's seat: you manage that account day-to-day for the remainder of the calendar year, continuing to sell additional products and expand the relationship, in coordination with the Account Manager team.
Key Responsibilities
- Own and execute a territory strategy to drive net-new revenue within an assigned list of mid-market K-12 school districts (specific territory assignment provided at hire).
- Build pipeline from four sources: outbound prospecting, inbound marketing-qualified leads, channel/reseller partner referrals, and field events (ISTE, state ed-tech conferences, regional events).
- Lead full-cycle sales efforts from prospecting and discovery through negotiation and close.
- Conduct deep discovery to understand district challenges, priorities, and funding path (general funds, CapEx, E-Rate, grants, or bond cycle) before advancing a deal.
- Position Lightspeed's safety, filtering, and device visibility solutions as strategic investments aligned to district goals.
- Lead contract negotiations, pricing discussions, and procurement processes, including co-op and state contract vehicles where applicable.
- Build and maintain a pipeline that supports consistent quota attainment, with accurate Salesforce hygiene on every active opportunity - stage, close date, and next step always current.
- Manage your closed accounts day-to-day for the remainder of the calendar year - staying the primary point of contact, identifying and closing additional product opportunities, and coordinating with the Account Manager team.
- Partner cross-functionally with Marketing, Solutions Engineering, and the Account Management team to support deal strategy, cross-sell coordination, and execution.
- Bachelor's degree preferred.
- 4+ years of B2B sales experience, with a strong preference for EdTech or SaaS environments.
- Strong track record of carrying and consistently exceeding a new-business quota in a hunting role.
- Experience selling into K-12 school districts or public sector organizations, or a demonstrated ability to ramp quickly in a public-sector sales cycle.
- Demonstrated success managing complex sales cycles with multiple decision makers.
- Strong consultative and solution-based selling skills; comfortable working a defined sales methodology.
- Proficiency with CRM systems (Salesforce) and modern sales enablement tools.
- Able to work onsite at Lightspeed's Austin HQ (Code Ranch) Monday–Thursday and to travel as required (see Travel above).
- Familiarity with school safety, content filtering, device management, or classroom management technology.
- Experience navigating public-sector/cooperative purchasing 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.