Founding Account Executive (Full-Cycle)

Scout Edu•New York City, NY

26d•Onsite

About The Position

Scout is seeking a Founding Account Executive to own the full sales cycle for their AI-native operating system for schools, Scout SIS. This role involves building your own pipeline through outbound efforts, attending conferences, hosting events, and leveraging customer referrals. The company acknowledges that a top-of-funnel playbook is still under development, and the ideal candidate will be instrumental in creating it. You will have a significant budget to drive sales activities. The role requires managing the entire sales process from initial contact to post-signature accountability, including discovery, in-depth demos, implementation design, and ensuring successful pilot rollouts. Scout has strong conversion rates and a low-six-figure Average Contract Value (ACV). Success in this role means closing your first self-sourced pilot within three months.

Requirements

Approximately 2-5 years of experience in a closing or full-cycle sales role.
Proficiency in understanding and articulating sales metrics (quota, attainment, average deal size, cycle length, drop-off rates).
Demonstrated success in self-sourcing a significant portion of your pipeline.
Ability to learn and master complex subjects to gain credibility with expert buyers.
Strong presentation and engagement skills, capable of holding a room for extended periods.
Comfort with ambiguity and a proactive approach to building processes where playbooks are not yet established.
A discovery-driven sales approach focused on understanding buyer pain points.
Proof of sales ability and a track record of learning complex topics quickly.

Nice To Haves

Experience selling into K-12, higher education, government, or healthcare sectors.
Experience closing deals above $50K with sales cycles exceeding three months.
Experience with field and conference selling.
Ability to build tools or experience with AI coding tools like Claude Code or Codex.

Responsibilities

Own the entire sales cycle from initial contact to customer success.
Build and manage your own sales pipeline through outbound prospecting, networking, and referrals.
Conduct in-depth discovery calls to understand school's needs and pain points.
Deliver comprehensive 2-3 hour product demonstrations tailored to school workflows and reporting.
Identify and cultivate champions within prospective schools.
Design implementation plans, including scope, timeline, data migration, and training.
Maintain accountability for pilot success and ensure smooth transitions to ongoing customer success.
Turn successful rollouts into customer references and expansion opportunities.
Contribute to developing and refining the company's top-of-funnel sales playbook.
Manage a monthly budget for sales and marketing activities.
Achieve a quota of $1,000,000 in new ACV at steady state.