Account Executive, West

About the role

The position manages the full sales lifecycle across a designated Western territory while working remotely from the United States. Success in this role requires deep knowledge of K-12 education to shape sales strategies and drive adoption.

Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.

Key facts

What you'll do

District funding landscapes and strategic initiatives are evaluated to build tailored territory business plans. Face-to-face meetings with school and district leaders present solutions, negotiate terms, and secure agreements that expand Newsela product adoption. Autonomous representation of the company in the market influences strategy and results through independent judgment and discretion. Face-to-face customer and prospect engagement is required, with an estimated travel commitment around 15% depending on business needs.

Requirements

Two or more years of full-cycle K-12 EdTech sales experience from prospecting through closing is required, with a record of hitting or exceeding large sales quotas. Prior experience as an ELA or Social Studies teacher or instructional coach, or a strong grasp of K-12 pedagogy, is preferred to connect classroom challenges to solutions. Demonstrated experience as a strategic territory manager with executive presence leads consultative district conversations across multiple stakeholders. Experience building a book of business from scratch in high-volume district sales is necessary. A self-starter who thrives in a fast-paced environment drives sales quickly to close and maintains high service standards. Excitement for in-person meetings to meet with customers and prospects supports consistent engagement.

Nice to have

Background in using AI tools to drive greater efficiency and productivity is preferred.

Practical notes

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Education technology sales roles often combine quota attainment with consultative selling to school districts. Experience with AI tools is increasingly relevant for efficiency in modern sales workflows. Remote positions in this sector may include periodic in-person meetings and travel expectations. Building a book of business from scratch requires disciplined pipeline management and forecasting. Territory-specific knowledge of funding and state initiatives supports strategic decision-making.

Questions to ask

Useful questions for the interview: what a typical week looks like, how work is assigned, what tools the team uses, and how feedback works. Asking how the role has changed recently and what the team wishes it had known when joining is also reasonable. Questions about the manager's priorities are especially valued.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.