New Business Executive, Midmarket & Enterprise

GoGuardian

5d•$160,000 - $170,000•Remote

About The Position

At GoGuardian, we’re helping build a future where all learners are ready and inspired to solve the world’s greatest challenges. Our award-winning system of learning solutions is purpose-built for K-12 and trusted by school leaders to promote effective teaching and equitable engagement while helping empower educators to keep students safe. We are an outcomes-focused learning company with a steadfast focus on improving learning environments, one classroom at a time. Working with us means joining a remote team of diverse, committed, mission-driven employees who are inspired by our vision, dedicated to our customers, and ready to roll up their sleeves. Guardians put their heads together to solve problems, learn together from experiments that fail, and stand together by their work with full accountability. We balance our diligence with an inclusive culture that invites everyone to bring their whole self to work. Join us and learn why “I love the people here” is one of the most frequent comments we hear from Guardians.

Requirements

Proven success in a quota-carrying Mid-Market or Enterprise B2B SaaS new-business role, with 3+ years of technology sales experience.
Demonstrated history of consistently achieving or exceeding quota, with meaningful experience personally creating and closing complex deals.
Experience selling into complex, multi-stakeholder organizations; K-12 or government experience preferred.
Demonstrated ability to independently create qualified pipeline through strategic prospecting and account development.
Strong strategic account planning and opportunity-development skills, including the ability to create demand before a formal buying process exists.
Strong discovery, consultative selling, executive communication, multi-threading, negotiation, and business-case development skills.
Ability to understand customer business priorities and connect them to measurable outcomes and value.
Commercial judgment and understanding of budgeting, procurement, RFPs, funding, contracting, and complex decision processes.
Ability to build relationships with executive and senior-level stakeholders and develop champions across complex buying committees.
Strong analytical skills and command of pipeline, opportunity risk, forecasting, and personal performance metrics.
Highly collaborative, coachable, resilient, and committed to continuous improvement.
Strong written and verbal communication, listening, influencing, and presentation skills.
Willingness to embrace GoGuardian's selling methodology, processes, and culture of accountability.

Nice To Haves

Ideally in K-12, government, education technology, or another complex environment.
Live in WI, IL, MN, or MO and be willing to travel up to 30% of the time.

Responsibilities

Own your territory through strategic account planning, market research, account prioritization, and development of executive relationships.
Identify and create new business opportunities within complex Mid-Market and Enterprise accounts, including opportunities where no active buying process exists.
Lead consultative discovery to uncover business priorities, challenges, desired outcomes, decision criteria, stakeholders, budget, and timing.
Build and execute multi-threaded account strategies across executive, technical, curriculum, safety/security, finance, and procurement stakeholders.
Develop internal champions, identify economic buyers, and create alignment across complex buying committees.
Build compelling business cases that connect customer challenges to measurable business impact and a clear reason to act.
Expand opportunities beyond an initial product or use case when broader customer needs create opportunities for additional value.
Navigate complex procurement, RFP, legal, security, contracting, funding, and decision processes.
Strategically leverage Marketing, channel partners, events, referrals, and account insights to create executive entry points and accelerate engagement.
Maintain a healthy, qualified pipeline and accurately forecast opportunity risk, next steps, and expected outcomes.
Negotiate and close meaningful new business while maintaining ownership of the customer relationship and outcome.
Work cross-functionally with Sales, Marketing, Sales Ops, Product, Support, and Customer Success to advance strategic opportunities and deliver strong customer outcomes.
Keep CRM up to date and use data to continuously improve territory and sales performance.