New Business Executive, Midmarket & Enterprise - Northeast

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.

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.