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. The frequency will vary by role and responsibilities, but may include activities such as department offsites, team gatherings, and school or industry events.

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 perfect for someone who thrives on building trusted relationships with district leaders, running a full sales cycle from first outreach through contract execution, and then staying accountable for the long-term growth and retention of those accounts, and offers the opportunity to gain hands-on experience in full-cycle enterprise sales into the K-12 education market, closing complex, multi-stakeholder deals and growing a territory over time, all while contributing to a mission-driven organization that helps children with special needs.

To stay connected, all employees commit to being available on-camera during our 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. For this role, travel for onsite visits and conference attendance as business dictates (estimated 30–50%, may vary by territory/needs)

What will you do at Presence:

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

What we are 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 will help you succeed here:

You actively listen and respond with empathy, fostering respectful and productive collaboration

You maintain a strong service mindset, consistently meeting the needs of internal and external stakeholders while building trust and credibility

You seek creative, effective solutions and persist beyond the first answer to find what truly works

You make thoughtful, informed decisions that align with company goals, and you're not afraid to ask questions to gain clarity

You deliver high-quality work on time, and you proactively seek support or guidance when challenges arise

How we support you:

Comprehensive benefit plans, including medical with a High Deductible Plan and generous HSA contribution, plus dental and vision coverage

In addition to 11 observed holidays, salaried team members have flexible paid time off and hourly team members accrue 15 days paid time off starting

401K savings plan with a discretionary company match

$500 home office stipend

Benefits package including company-paid life insurance, AD&D, Employee Assistance Program, and disability benefits

Wellness programs with Headspace, Peloton and One Medical

Paid parental and caregiving leave

Professional Development opportunities - eligibility to apply for our scholarship program

Collaborative, inclusive, and fun culture that is recognized as Great Place to Work certified

Employee Resource Groups to pr