Account Executive, SMB

About the Role At Panorama, we're on a mission to improve student outcomes, and as an SMB Account Executive on our Inside Sales team, you'll bring our solutions to districts supporting up to 2,000 students. You'll partner with K-12 leaders remotely to implement tools that create stronger, more equitable schools. You'll own your territory and the entire sales cycle, guiding district leaders through their challenges and showing how Panorama transforms student success, all without extensive travel. If you're passionate about meaningful work and want your sales efforts to impact thousands of students' lives, we want you on our team. This role blends strategic prospecting with the satisfaction of closing deals that truly matter.

This position will be supporting clients in the Eastern and Central time zones and therefor requires candidates to be based in either Eastern or Central time. 

Responsibilities

• Own your territory sales strategy and execute a plan to meet or exceed revenue targets
• Become a territory expert who understands state education frameworks, local district leaders, and regional trends to effectively position Panorama's solutions
• Conduct strategic prospecting (50+ daily activities) to identify and engage key decision-makers in districts with up to 2,000 students
• Drive the full sales cycle while maintaining strong deal control—setting clear next steps, walking through proposals live, and asking the right questions to move deals forward
• Deliver compelling, high-impact demos tailored to each prospect's priorities, using relevant client stories and discovery questions
• Build and manage a healthy pipeline in Salesforce with accurate forecasting, timely reporting, and proper documentation
• Develop expertise in K-12 procurement processes, including district purchasing requirements, RFP thresholds, and creative funding solutions
• Cultivate relationships with district decision makers and our Account Managers that drive expansion opportunities within your accounts

Our Ideal Candidate:

• 1-2+ years of closing sales experience, preferably in education technology or SaaS
• Proven track record of meeting or exceeding sales targets in a fast-paced environment
• Experience with consultative selling and the ability to understand and address district needs
• Excellent communicator who can deliver concise, compelling messages to education leaders
• Demonstrates strong Salesforce hygiene and a data-driven approach to sales performance
• Self-motivated with strong organizational skills to manage multiple deals simultaneously
• Thrives on feedback and embraces a growth mindset

Bonus Points:

• Experience in K-12 education or educational technology sales
• Familiarity with Panorama's platform and suite of tools
• Proficiency with sales tools like Gong and Salesforce
• A genuine passion for helping to improve education

Salary: The starting base salary for this role is $67,500 with an OTE of $135,000. Final salaries will be determined based on experience, skills, and location.