Account Executive - Southern California

About Presence

Presence is the leading provider of teletherapy solutions for children with diverse needs. Our award-winning technology connects speech-language pathologists, school psychologists, occupational therapists, and mental health specialists to K-12 school districts nationwide. With a growing network of over 2,000 clinicians and more than 8 million teletherapy sessions delivered, we’re dedicated to ensuring every child has access to the support they need.

At Presence, we embrace the benefits of being a remote-first company while recognizing the importance of in-person connection to advance our mission. We place a high value on "cameras on" engagement, schedule coordination, and cross-functional communication to stay connected while working in different places. Travel is also an important part of many roles, helping us build stronger relationships with our teams, clinicians, and school partners.

About the Role

We're looking for an Account Executive to join our team. Reporting to the Regional Sales Director - West and working closely with our Customer Success and Implementation teams, you'll play a key role in supporting our mission to deliver teletherapy solutions for children with diverse needs. This role is ideal for someone who thrives on building trusted relationships with district leaders, running a full sales cycle from first outreach through contract execution, and staying accountable for the long-term growth and retention of accounts.

All employees commit to being available on-camera during Core Working Hours (Monday - Friday, 12 - 5 p.m. ET) with standard business hours of 9 a.m. - 6 p.m. in your local time zone. This role requires travel for onsite visits and conference attendance as business dictates (estimated 30–50%, varying by territory/needs).

Responsibilities

• Hit quota by delivering new bookings, renewals, and expansion revenue across your territory and assigned portfolio
• Own and manage a portfolio of school district accounts to ensure satisfaction, retention, and growth through strategic partnership management
• Drive new customer acquisition and expansion through outbound prospecting, referrals, introductions, and inbound inquiries
• Lead the full sales cycle including prospecting, qualifying, discovery, consultative value selling, demos, proposal development, pricing, objection handling, and contract execution
• Develop customized solutions based on district challenges related to special education and mental health service delivery
• Serve as a trusted advisor and primary point of contact for stakeholders
• Ensure effective onboarding and implementation for new and returning customers in partnership with key stakeholders
• Manage escalations and coordinate internal resources to resolve issues quickly
• Prepare and deliver strategic presentations and proposals to district leadership and special education directors
• Maintain strong sales process discipline, accurate records, and forecasting in Salesforce (weekly, monthly, quarterly, and annual)
• Monitor performance and account health metrics, including renewal rates, customer satisfaction, and pipeline health
• Stay informed on K-12 trends, funding changes, and the competitive landscape

Requirements

• 3–5+ years of quota-carrying sales experience with a track record of meeting or exceeding targets
• Minimum 1+ year of K-12 experience selling into school districts and navigating complex, multi-stakeholder buying cycles to close high-value contracts
• Proven track record of securing new business logos, driving renewals and upsells, and sustaining high customer satisfaction
• Proactive pipeline builder with an outbound mindset and strong territory planning and time management skills
• Skilled negotiator capable of handling objections and closing decisively
• Cross-functional leadership experience on customer-facing projects
• Exceptional written and verbal communication across email, phone, onsite meetings, and executive briefings
• Fluent with Salesforce (or similar CRM) and the modern sales tech stack
• Bachelor’s degree or equivalent experience
• Edtech experience is a plus
• Authorization to work in the United States without need for current or future visa sponsorship

Compensation & Benefits

• Base Salary: $70,000 - $110,000 plus variable commission
• Comprehensive health plans: medical (High Deductible Plan with HSA contribution), dental, and vision coverage
• Flexible paid time off for salaried team members plus 11 observed holidays
• 401(k) savings plan with discretionary company match
• $500 home office stipend
• Company-paid life insurance, AD&D, EAP, and disability benefits
• Wellness programs with Headspace, Peloton, and One Medical
• Paid parental and caregiving leave
• Professional development scholarship program eligibility
• Volunteer time off and donation matching