Account Executive - Southern California

About Presence Presence is the leading provider of teletherapy solutions for children with diverse needs. Our award-winning technology connects speech-language pathologists, school psychologists, occupational therapists, and mental health specialists to K-12 school districts nationwide. With a growing network of over 2,000 clinicians and more than 8 million teletherapy sessions delivered, we’re dedicated to ensuring every child has access to the support they need. At Presence, we embrace the benefits of being a remote-first company while recognizing the importance of in-person connection to advance our mission. We place a high value on “cameras on” engagement, schedule coordination, and cross-functional communication to stay connected while working in different places. Travel is also an important part of many roles, helping us build stronger relationships with our teams, clinicians, and school partners. The frequency will vary by role and responsibilities, but may include activities such as department offsites, team gatherings, and school or industry events. About the role: We're looking for an Account Executive to join our team. Reporting to the Regional Sales Director - West and working closely with our Customer Success and Implementation teams, you'll play a key role in supporting our mission to deliver teletherapy solutions for children with diverse needs. This role is perfect for someone who thrives on building trusted relationships with district leaders, running a full sales cycle from first outreach through contract execution, and then staying accountable for the long-term growth and retention of those accounts, and offers the opportunity to gain hands-on experience in full-cycle enterprise sales into the K-12 education market, closing complex, multi-stakeholder deals and growing a territory over time, all while contributing to a mission-driven organization that helps children with special needs. To stay connected, all employees commit to being available on-camera during our Core Working Hours (Monday - Friday, 12 - 5 p.m. ET) with standard business hours of 9 a.m. - 6 p.m. in your local time zone. For this role, travel for onsite visits and conference attendance as business dictates (estimated 30–50%, may vary by territory/needs) What will you do at Presence: Hit your quota by delivering new bookings, renewals, and expansion revenue across your territory and assigned portfolio Own and manage a portfolio of school district accounts to ensure satisfaction, retention, and growth through strategic partnership management and exceptional customer success Drive new customer acquisition and expansion by identifying, targeting, and securing new district partners and new stakeholders within existing districts through outbound prospecting, referrals, introductions, and inbound inquiries Lead the full sales cycle (prospecting, qualifying, discovery/needs assessment, consultative/value selling, presentations/demos, proposal development, pricing, objection handling, and contract execution) Develop customized solutions based on a deep understanding of district challenges related to special education and mental health service delivery, aligning Presence services to each partner’s goals and pain points Serve as a trusted advisor and primary point of contact for stakeholders, building strong relationships, setting regular touchpoints, and advocating internally to deliver value Ensure effective onboarding and implementation for new and returning customers, partnering with key stakeholders to drive long-term success Manage escalations and coordinate internal resources as needed to resolve issues quickly and maintain a high-quality customer experience Prepare and deliver strategic presentations and proposals to district leadership, special education directors, and other key decision-makers Collaborate cross-functionally with internal stakeholders to deliver a seamless customer experience and strong outcomes Maintain strong sales process and operational discipline, leveraging tools and adhering to reporting requirements Maintain accurate records and forecasting in Salesforce, including activity tracking, pipeline stages, key decision-makers, deal progress, and revenue forecasts (weekly/monthly/quarterly/annual) Monitor performance and account health metrics, including renewal rates, customer satisfaction, activity generation, pipeline health, new business acquisition, and revenue growth Stay informed on K-12 trends, funding changes, and the competitive landscape to position Presence effectively What we are looking for: Proven Experience 3–5+ years of quota-carrying sales experience K-12 experience required (minimum 1+ year), including experience selling into school districts/education systems and navigating complex, multi-stakeholder buying cycles to close high-value contracts Consistently hit or exceeded sales targets in prior roles.  Cross-functional leadership experience on customer-facing projects; able to coordinate internal teams to deliver outcomes Track record of growing new and existing accounts, securing new business logos, renewals, driving upsells, and sustaining top-tier customer satisfaction Proactive pipeline builder with a strong outbound mindset and the discipline to drive activity and results Full ownership of KPIs, with structured daily/weekly/monthly territory planning and strong time management Skilled negotiator who can confidently handle objections and close decisively Cross-functional leadership experience on customer-facing projects; able to coordinate internal teams to deliver outcomes Ability to balance competing priorities and adjust quickly in a fast-paced environment Edtech experience is a plus, but not required Relationship & Communication Skills Trusted advisor to senior education leaders; polished presenter from first pitch through renewal Exceptional written and verbal communication across e