Key Accounts Executive

About the Role

The Key Account Executive (KAE) is responsible for driving rapid new business growth across high-value accounts including school districts, leagues, and state associations. This role prioritizes speed to lead and speed to close, partnering closely with Field Sales while also directly prospecting into top districts to generate self-sourced opportunities. This is a high-impact, field-based role focused on sourcing, developing, and closing complex, multi-stakeholder deals at the administrative level and above. The Key Account Executive is expected to operate with urgency and discipline, quickly assess opportunity, engage decision-makers, and efficiently move deals from discovery to close. Success in this role is defined by the ability to generate pipeline, convert opportunities quickly, and consistently deliver net new revenue through both field partnership and self-sourced deals. Performance in this role is measured by net new revenue generation, self-sourced pipeline contribution, and the ability to consistently meet or exceed sales quotas.

This is a full-time, field position. Ideal Locations: CA, NV, GA. 

Responsibilities

• Own the full sales cycle from pipeline generation through close, driving net new revenue across assigned accounts.
• Prioritize speed to lead and speed to close by maintaining high activity levels, rapid follow-up, and consistent deal progression. 
• Prospect directly into top districts, leagues, and state associations to generate self-sourced opportunities.
• Partner with Field Sales to identify, develop, and close new market opportunities.
• Execute a top-down, administrative-focused sales motion and build multi-threaded relationships across key stakeholders including Athletics, Finance, Administration, and Advancement.
• Identify and close platform-level opportunities by aligning product entry points to customer needs and expanding adoption across accounts.
• Collaborate with Customer Success and Field Sales to drive account expansion and long-term growth.
• Navigate complex district procurement processes and policies to advance and close opportunities.
• Identify and re-engage previously inactive or lost accounts to drive net new revenue.
• Qualify opportunities using a consistent and repeatable sales process to focus on high-probability deals.
• Maintain accurate pipeline management, forecasting, and CRM documentation.
• Leverage customer insights and market intelligence to identify growth opportunities and inform go-to-market strategy.

Experience, Skills, and Qualifications

• Bachelor’s degree or equivalent experience preferred.
• 2+ years of quota-carrying sales experience in a B2B or institutional sales environment.
• Proven track record of exceeding sales targets and converting pipeline into closed revenue.
• Strong prospecting and outbound sales skills with the ability to generate self-sourced pipeline.
• Experience selling to administrative or executive-level stakeholders preferred.
• Experience using a structured and repeatable sales process preferred.
• Strong pipeline management and forecasting skills.
• Experience with HubSpot or similar CRM preferred.
• Valid driver’s license and reliable transportation required.