Senior Account Executive

ClassDojo • San Francisco, CA

32d • $160,000 - $240,000 • Remote

About The Position

ClassDojo's mission is to provide every child globally with an education they love. Initially, ClassDojo developed a robust communication network, becoming the leading app for K-12 teacher, child, and family connections worldwide. It is used in over 95% of US schools, reaching more than 45 million children across 180 countries with a team of approximately 200 individuals. The company is now leveraging this network to offer superior learning experiences beyond traditional schooling. ClassDojo emphasizes hiring for talent density, assembling a team of highly skilled, entrepreneurial, and innovative individuals with backgrounds in education and large-scale consumer internet companies. They aim to build a company where top talent desires to work, believing employees will achieve their best work and pioneer the future of education.

Requirements

• 6+ years building sales pipelines and owning complex sales conversations, including at least 3+ years selling into K-12 Districts in the US.
• A proven track record of consistently hitting and exceeding quota in strategic or enterprise-style sales environments.
• Excel at navigating complex district buying processes, including multi-stakeholder decision-making, procurement, legal review, and long sales cycles.
• Strong executive presence and experience building relationships with Superintendents, Cabinet leaders, and other senior district stakeholders.
• Highly consultative in your sales approach and skilled at uncovering district priorities, aligning solutions to customer goals, and driving strategic conversations forward.
• Thrive in dynamic, evolving environments and are energized by building processes, adapting quickly, and creating momentum in ambiguity.
• Excited to spend meaningful time in the field building relationships face-to-face with district partners, including travel of 25%+.
• Deep curiosity about the K-12 education landscape and stay informed on trends, challenges, and opportunities impacting district leaders.

Nice To Haves

• Worked at an early-stage or high-growth company where you helped shape GTM strategy or build a territory from the ground up.
• Experience selling products focused on classroom communication, family engagement, school climate, or broader district initiatives.
• Built strong networks within K-12 districts and are known as a trusted long-term partner within the education community.
• Experience balancing highly strategic district sales work with proactive outbound pipeline generation.
• Passionate about education and energized by the opportunity to help improve communication and connection between schools and families at scale.

Responsibilities

• Own and manage complex district sales cycles end-to-end across a designated Top 2K territory through a combination of strategic outbound efforts, in-person relationship building, and consultative selling.
• Build and deepen relationships with executive district stakeholders including Superintendents, Cabinet leaders, Curriculum & Instruction leaders, Technology leaders, and school leadership teams.
• Develop thoughtful, data-informed territory and account strategies that drive long-term district partnerships and sustainable pipeline growth.
• Lead high-impact district conversations that connect ClassDojo’s solutions to strategic district priorities, including family engagement, school communication, student experience, and broader district initiatives.
• Navigate complex district procurement, budgeting, legal, and implementation processes while maintaining momentum across long sales cycles.
• Represent ClassDojo in the field through onsite district visits, conferences, executive meetings, and strategic partnership discussions. Travel is expected to be 25%+.
• Collaborate cross-functionally with Product, Marketing, Success, Implementation, and Legal teams to deliver a seamless customer experience from first conversation through implementation and expansion.
• Use customer insights, market trends, and competitive intelligence to inform territory strategy and help shape future GTM and product direction.
• Consistently meet and exceed sales targets while helping establish ClassDojo as a trusted long-term district partner across your territory.

Benefits

• Eligible for an incentive pay component.
• The estimated range below represents On Target Earnings ("OTE"), which includes both an annual base salary and target sales incentive.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed