Sr State and Local Government Partnerships Director

Panorama Education

13h • Remote

About The Position

Panorama Education is seeking a senior, quota-carrying State Sales Account Executive to drive statewide revenue growth as an individual contributor. This role is fully focused on developing and closing business with State Education Agencies (SEAs) and other state-level entities. The State Sales Account Executive will own a defined state territory, manage the full sales cycle, and be responsible for achieving revenue targets tied specifically to state-level contracts and initiatives. This role requires a highly strategic, consultative seller with deep experience navigating state procurement environments and long, complex sales cycles. This position does not include people management responsibilities.

Requirements

• Has 10+ years of experience in K–12 education, edtech, or adjacent sectors.
• Are naturally curious and want to dig in to the product, become a subject matter expert with a clear point of view, and can articulate the “why” of this point of view in such a way that compels state officials to buy into our solution above others as the way they will achieve their goals.
• Can build and sustain relationships with key executives and cabinet officials in state government, but does not rely on relationships alone and understands how to navigate an environment where political turnover is frequent and a consultative approach is required to help guide state policy.
• Has personally owned and exceeded multi-million-dollar revenue goals in complex public-sector sales environments.
• Has experience selling to State Education Agencies, Workforce, or other Agencies directly involved in K12 purchasing.
• Has experience in coalition building. Someone who sees across segments to pull different influencers together to drive change from top down and bottom up.
• Understands state procurement cycles, funding structures, and long decision timelines.
• Has a track record of building executive relationships and closing high-value agreements.
• Is highly self-directed, strategic, and comfortable operating independently in a quota-carrying role.
• Is deeply committed to improving student outcomes and advancing equity in education.

Responsibilities

• Own and achieve annual state-level revenue targets.
• Develop and execute a clear territory strategy for assigned states.
• Build and manage a high-quality pipeline of state opportunities.
• Lead complex, multi-year state contract negotiations from prospecting through close.
• Accurately forecast and manage long-cycle state deals.
• Identify, qualify, and pursue opportunities aligned to state education priorities.
• Navigate state procurement processes, RFPs, and funding structures.
• Structure scalable statewide agreements that enable district adoption.
• Maintain disciplined pipeline hygiene and CRM management.
• Build trusted relationships with Commissioners, Deputy Commissioners, SEA leaders, and statewide decision-makers.
• Cross functional alignment with Government Affairs, and clear ability to work alongside our Lobbyists and State and Local Government officials to identify priorities, navigate complex political environments, and identify and secure funding for critical projects.
• Position Panorama as a strategic solution aligned to statewide priorities such as MTSS, attendance, mental health, literacy, and school improvement.
• Lead executive-level presentations and negotiations.
• Monitor legislative shifts, funding streams, and state policy priorities.
• Identify and execute strategic GTM planning based on federal, state and local initiatives.
• Collaborate with Government Affairs and local lobbyists to determine and execute on state strategy.
• Collaborate with Marketing and Product to ensure state messaging aligns to policy and funding drivers.
• Coordinate with District Sales and Customer Success teams to ensure successful implementation of state contracts.

Benefits

• 401K with an employer match
• Health, dental, vision, life insurance, and short-term and long-term disability coverage.
• Flexible spending account for health care and dependent care
• Wellness Reimbursement
• Work from Home Reimbursement
• Flexible vacation policy
• Parental leave program
• Company Issued Laptop

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed
• Number of Employees: 101-250 employees