Account Executive (INTERNAL APPLICANTS ONLY)

Résumé du poste

The Account Executive is responsible for the full new-business sales cycle, including prospecting, discovery, and closing new district contracts. They also partner with Account Managers to facilitate multi-school expansion deals and ensure a seamless handoff to the implementation team.

Détails du poste

About Minga Minga means community. It’s the belief that we achieve more together than we ever could alone. At Minga, joining our team isn't just about a new role, it's about joining a collective that is deeply invested in your growth, your impact, and your connection to the people around you. We’re building the Student Behavior Platform schools can’t live without, and we’re having fun doing it. We are a tight-knit group of curious, low-ego humans who genuinely enjoy the "we" over the "me." Supportive Growth: You aren’t on an island. You’ll have the autonomy to do your best work and a community that has your back every step of the way. Shared Ownership: Whether at our Kelowna HQ or remote, you’re a vital part of a team that cares as much about the people as the product. Real Impact: Everything we do supports the educators and students we serve, creating a ripple effect of connection in schools everywhere. Ready to be part of the community? Come help us make school life better for everyone. 💙 The Role Your mandate is simple and non-negotiable: open new districts and expand into new schools. The Account Executive at Minga owns the full new-business cycle from first touch to signed contract and re-enters for expansion deals when an Account Manager identifies a multi-school growth opportunity. This is a pure hunter role. You are not responsible for renewals, onboarding, or ongoing account management after close. What you are responsible for is building pipeline, running a disciplined sales process, and making sure every deal you close sets the schools & districts up for a great implementation. The handoff you write at close is your final deliverable, it matters as much as the signature. What You’ll Do 🚀 Pipeline & Prospecting Build and manage a healthy pipeline of prospective districts through outbound prospecting, inbound lead follow-up, and SDR-sourced opportunities Research target districts, identify key stakeholders, and develop multi-threaded outreach strategies to engage champions and economic buyers Maintain a pipeline at target coverage ratio at all times; flag risks and gaps to your manager proactively Discovery & Sales Process Run consultative discovery sessions to deeply understand each district's challenges, goals, decision process, and timeline Map stakeholders across the district including administrators, IT, curriculum leads and build relationships at multiple levels Deliver compelling product demonstrations tailored to each school and district's specific needs and use cases Navigate procurement, legal review, and budget cycles to close new logos on time Expansion Deals Re-enter existing accounts when Account Managers surface a multi-school expansion opportunity Partner with the Account Manager to run the commercial process for expansion: pricing, paperwork, and close Ensure expansion deals are handed off cleanly back to the Account Manager at signature Handoff Excellence Deliver a comprehensive written handoff to Implementation at every close: champion name and contact, economic buyer, promises made, integration requirements, calendar constraints, and any flags that could affect launch Participate in the sales-to-implementation handoff call to ensure a warm, informed transition Take handoff quality ratings from Implementation seriously, they're a core performance metric What Success Looks Like In the first 30 days: Deep knowledge of Minga's product, ICP, competitive landscape, and sales process First meetings booked with target districts Pipeline built to [TBD]x coverage ratio In the first 90 days: Multiple active opportunities progressing through the pipeline First deals closed and handed off cleanly to Implementation Feedback loop established with Implementation on handoff quality Ongoing: New ARR target: [TBD] Pipeline coverage ratio: [TBD]x Win rate: [TBD]% Handoff quality rating of 4+/5 from Implementation team What We Require ✅ 3+ years of B2B SaaS sales experience, with a demonstrated track record of new logo acquisition Experience owning the full sales cycle from prospecting through close Strong pipeline management discipline and CRM hygiene, we use HubSpot. Familiarity with consultative selling methodologies (MEDDIC, MEDDPICC, Challenger, or similar) Excellent discovery, presentation, and negotiation skills Ability to navigate complex, multi-stakeholder deals involving administrators, IT, and finance Experience working with public sector procurement processes is a strong asset K-12 EdTech experience strongly preferred Who You Are 🌟 A hunter. You love finding new opportunities, building relationships, and closing deals Disciplined and process-driven. You work your pipeline systematically and don't cut corners on documentation A natural communicator who can adapt your message to an assistant principal, a district IT director, or a CFO Collaborative at the handoff. You take pride in the transition you make to Implementation, not just the signature Resilient. You handle objections and setbacks without losing your energy or optimism Mission-aligned. You care that the product you sell is actually going to help schools Role Compensation 💰:OTE is split 50/50. Half is guaranteed base salary, half is variable commission earned at 100% of quota. Associate Account Executive Base Salary: $65,000 – $75,000 Variable: $65,000 – $75,000 OTE: $130,000-$150,000 Account Executive Base Salary: $75,000 – $87,500 Variable: $75,000 – $87,500 OTE: $150,000-$175,000 Senior Account Executive Base Salary: $87,500 – $102,500 Variable: $87,500 – $102,500 OTE: $175,000-$205,000 Compensation Philosophy & Transparency 💰 At Minga, we believe compensation should reflect impact, fairness, and market alignment, supporting our mission to empower educators and students while building a high-performing, people-first culture. Our standard is to pay at or near the midpoint of the range unless there is a clear business rationale to vary. This approach allows for growth and provides room to learn and develop within the role. We also conduct annual compensation reviews in November, which take into account both market benchmarks and individual performance.

Ce que vous ferez

The Account Executive is responsible for the full new-business sales cycle, including prospecting, discovery, and closing new district contracts. They also partner with Account Managers to facilitate multi-school expansion deals and ensure a seamless handoff to the implementation team.

Exigences

Candidates must have at least 3 years of B2B SaaS sales experience with a proven track record in new logo acquisition. Proficiency in consultative selling methodologies and experience navigating complex, multi-stakeholder procurement processes are required.

Compétences indiquées

• Outbound Prospecting · Souhaitée
• Negotiation · Souhaitée
• Consultative Selling · Souhaitée
• Stakeholder Management · Souhaitée

Autres compétences pertinentes

Relevées dans la description du poste. Confirmez les exigences importantes ci-dessus.

• B2B SaaS Sales
• Pipeline Management
• Consultative Selling
• CRM Hygiene
• HubSpot
• MEDDIC
• MEDDPICC
• Challenger
• Discovery
• Presentation
• Negotiation
• Public Sector Procurement
• K-12 EdTech
• Outbound Prospecting
• Stakeholder Management
• Lead Follow-Up
• Optimism
• Sales Prospecting
• Curiosity
• Resilience
• Logo Design
• Research
• Account Management
• Business To Business
• Customer Relationship Management
• Business Cycle
• Management
• Software As A Service (SaaS)
• Procurement
• Finance
• Sales
• Performance Metric
• Process Driven Development
• Product Demonstration
• Sales Process
• HubSpot CRM

Domaines d’emploi

• Sales
• Software
• Education
• Technology
• Internal Account Executive
• Account Executive (General)
• Commercial Sales Representatives
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products