Account Executive – Upsell

🔥 23 hours ago

🇺🇸 United States – Remote

💵 $75k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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brightwheel

WebsiteLinkedInAll Job Openings

201 - 500 employees

📚 Education

☁️ SaaS

🤝 B2B

💰 $55M Series C - Brightwheel on 2021-02

Education • SaaS • B2B

brightwheel is an all-in-one childcare and early education management platform that helps preschools, childcare centers, in-home caregivers, camps, Montessori programs and multisite operators manage billing and payments, enrollment and admissions, attendance and check-in, staff scheduling and payroll, family communication, curriculum and assessments, CACFP/health checks, and reporting via a mobile-first SaaS app used by administrators, teachers, and parents.

📋 Description

• Own and grow a book of existing high-value brightwheel customers. You’ll build strong relationships, understand each customer’s business priorities, support retention, and identify opportunities to help them get more value from brightwheel’s suite of solutions. • You will be responsible for hitting ambitious monthly revenue, unit, retention, and activity goals. Success in this role requires consistent outbound outreach, strong follow-up, pipeline ownership, urgency, and the ability to create and close expansion opportunities within your book of business. • Proactively engage customers through calls, emails, and account planning to uncover needs, identify expansion opportunities, reduce churn risk, and strengthen the customer relationship. • Lead discovery conversations with owners, directors, and administrators to understand their current workflows, business challenges, growth goals, renewal risk, budget, decision process, and where brightwheel can provide additional value. • Run tailored conversations and demos that connect customer needs to relevant brightwheel solutions, including education, assessments, professional development, billing, tuition insurance, and other add-on products. • Own the full retention and expansion cycle from identifying opportunities, qualifying need, scheduling conversations, running demos, managing follow-up, overcoming objections, and closing revenue. • Balance a strong customer experience with clear accountability to monthly quota attainment and business results. • Use Salesforce to manage your book of business, track outreach, document customer conversations, maintain accurate pipeline, flag retention risks, forecast revenue, and stay on top of follow-up. • Partner with Onboarding, Enablement, Support, and Sales leadership to support retention, improve adoption, and create a smooth customer experience. • Build a strong understanding of brightwheel’s solutions, customer use cases, and competitive landscape so you can confidently position the right solutions based on each customer’s needs. • Regularly review calls, demos, pipeline, account health, quota progress, and retention strategy with your manager and peers to keep improving your sales execution.

🎯 Requirements

• Professional experience in a customer-facing, goal-oriented role, with sales, account management, retention, or expansion experience strongly preferred. • Comfortable working in a quota-carrying role with ambitious monthly revenue, unit, retention, and activity goals. • Strong organization and time-management skills, with the ability to manage a book of business, prioritize high-value accounts, and move multiple opportunities forward at the same time. • Results-driven, competitive, and motivated by both helping customers succeed and driving measurable business growth. • Resilient and persistent, with the ability to navigate objections, stalled conversations, customer pushback, and competing priorities. • Strong discovery skills, with the ability to ask thoughtful questions, listen closely, uncover customer needs, and identify where brightwheel can provide more value. • Clear and confident communicator who can build trust with existing customers, guide conversations toward business outcomes, and position solutions effectively. • Quick learner who can adapt in a fast-moving environment and become fluent in brightwheel’s products, customer use cases, and sales process. • Coachable, open to feedback, and committed to continuously improving through call reviews, pipeline reviews, role plays, and manager coaching. • Strong ownership mindset, with the ability to balance customer relationships, retention, and revenue growth while driving consistent follow-up and execution.

🏖️ Benefits

• Comprehensive medical, dental, and vision coverage • Generous paid parental leave • Flexible PTO so you can recharge when you need it • Local retirement or savings plans (e.g., 401(k) in the U.S.)