New Business Executive - Midmarket & Enterprise

The Role

As a New Business Executive, you will own the full sales lifecycle for Mid-Market and Enterprise school districts with enrollment of 3,000 or more students within the assigned territory. You will create and close strategic new business by identifying high-potential accounts, developing account strategies, creating demand, building executive relationships, and navigating complex buying environments.  

The ideal candidate has a proven track record selling complex B2B SaaS solutions to Mid-Market or Enterprise organizations, ideally in K-12, government, education technology, or another complex environment. They are strategic, commercially minded, highly accountable, and experienced in creating opportunities rather than waiting for an active buying process. 

The ideal candidate will be willing to travel up to 30% of the time.

.What You'll Do

• 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.

Who You Are

• 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.