Account Executive - West

Territory: Western U.S. 

About Presence

Presence is the leading provider of teletherapy solutions for children with diverse needs. Through our award-winning technology, Presence connects speech-language pathologists, school psychologists, occupational therapists, and mental health specialists to schools, districts, and organizations nationwide. Our growing network of 2,000+ clinicians has delivered over 7 million teletherapy sessions to K-12 students.

We are a remote-first, distributed workforce of 200+ corporate employees, headquartered in New York. We place a high value on “cameras on” engagement, schedule coordination, and cross-functional communication to stay connected with each other when working in different places. Many roles require travel to create opportunities to engage in person with our school partners, our clinicians, and each other.

What will you do at Presence?

At Presence, we believe it’s our responsibility to help schools ensure their students have access to the specialized services they need.  We are seeking high-energy, sales-driven professionals to secure new district partnerships while also owning the retention, growth, and long-term success of an assigned portfolio of accounts. In this role, you will guide prospects from initial outreach through contract execution, leading stakeholders to Presence’s proven teletherapy and tele-evaluation solutions, and then seamlessly transition into ongoing account management, delivering exceptional customer service, ensuring a best-in-class customer experience, and driving year-over-year renewals. You’ll also identify and execute opportunities to cross-sell and upsell additional services, expanding partnerships over time. Ideal candidates are results-oriented, possess outstanding customer-facing skills, and have a proven track record of selling into large, complex organizations and managing relationships from the ground up.

Primary Responsibilities:

• Hit your 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 and exceptional customer success
• Drive new customer acquisition and expansion by identifying, targeting, and securing new district partners and new stakeholders within existing districts through outbound prospecting, referrals, introductions, and inbound inquiries
• Lead the full sales cycle (prospecting, qualifying, discovery/needs assessment, consultative/value selling, presentations/demos, proposal development, pricing, objection handling, and contract execution)
• Develop customized solutions based on a deep understanding of district challenges related to special education and mental health service delivery, aligning Presence services to each partner’s goals and pain points
• Serve as a trusted advisor and primary point of contact for stakeholders, building strong relationships, setting regular touchpoints, and advocating internally to deliver value
• Ensure effective onboarding and implementation for new and returning customers, partnering with key stakeholders to drive long-term success
• Manage escalations and coordinate internal resources as needed to resolve issues quickly and maintain a high-quality customer experience
• Prepare and deliver strategic presentations and proposals to district leadership, special education directors, and other key decision-makers
• Collaborate cross-functionally with internal stakeholders to deliver a seamless customer experience and strong outcomes
• Maintain strong sales process and operational discipline, leveraging tools and adhering to reporting requirements
• Maintain accurate records and forecasting in Salesforce, including activity tracking, pipeline stages, key decision-makers, deal progress, and revenue forecasts (weekly/monthly/quarterly/annual)
• Monitor performance and account health metrics, including renewal rates, customer satisfaction, activity generation, pipeline health, new business acquisition, and revenue growth
• Stay informed on K-12 trends, funding changes, and the competitive landscape to position Presence effectively
• Travel for onsite visits and conference attendance as business dictates (estimated 30–50%, may vary by territory/needs)

What are we looking for?

Proven Experience

• 3–5+ years of quota-carrying sales experience
• K-12 experience required (minimum 1+ year), including experience selling into school districts/education systems and navigating complex, multi-stakeholder buying cycles to close high-value contracts
• Consistently hit or exceeded sales targets in prior roles. 
• Cross-functional leadership experience on customer-facing projects; able to coordinate internal teams to deliver outcomes
• Track record of growing new and existing accounts, securing new business logos, renewals, driving upsells, and sustaining top-tier customer satisfaction
• Proactive pipeline builder with a strong outbound mindset and the discipline to drive activity and results
• Full ownership of KPIs, with structured daily/weekly/monthly territory planning and strong time management
• Skilled negotiator who can confidently handle objections and close decisively
• Cross-functional leadership experience on customer-facing projects; able to coordinate internal teams to deliver outcomes
• Ability to balance competing priorities and adjust quickly in a fast-paced environment
• Edtech experience is a plus, but not required

Relationship & Communication Skills

• Trusted advisor to senior education leaders; polished presenter from first pitch through renewal
• Exceptional written and verbal communication across email, calls, onsite meetings, and executive briefings
• Sound judgment on when to escalate issues and engage internal resources to meet client needs

Mindset & Work Style

• Self-starter who thrives in a remote, results-oriented environment
• Curious, growth-oriented learner who masters our solutions, customer pain points, and value-based selling approach
• Operationally strong and fluent with Salesforce (or similar CRM) and the modern sales tech stack

Education

• Bachelor’s degree or equivalent experience

What are some of the benefits we offer? 

• Comprehensive Medical Coverage includes Dental and Vision
• Flexible PTO
• 11 Company Paid Holidays 
• Benefits Package: including 401K savings plan and access to an Employee Assistance Program
• $500 home office stipend
• Paid Life insurance, AD&D., and disability benefits
• Paid parental and caregiving leave
• Eligibility to apply for a Professional Development Scholarship. 
• Inclusive Culture: We are intentional about creating a culture that is fun and inclusive.

This role is also eligible to participate in Presence’s equity plan, subject to the terms of the applicable plans and policies.

An employee’s starting pay will be determined based on job-related skills, experience, qualifications, and market conditions.

The base salary range is $80,000-$110,000 plus variable commission. 

Where is this position located?

• This position is remote and does require 35-50% travel within the US
• The preference for candidates residing within the Western part of the U.S. 
• This position reports to the VP, Revenue 
• Presence is headquartered in New York City, with our clients located throughout the U.S
• All employees commit to being available on-camera for our Core Working Hours, 12:00 pm-5:00 pm EST M-F