Account Director, K-12 Education

About the Role

Day-to-day responsibilities will include driving the analytics discussion, identifying use cases within assigned accounts, and developing opportunities through both warm leads and whitespace prospecting. The role also entails coordinating internal resources, including product support, customer success, and sales engineering, to meet customer business needs and ensure strategic alignment across different sales resources.

The Account Director will be responsible for managing complex sales cycles, presenting the value proposition of the Tableau platform to C-level executives, and defining and completing territory and account sales plans to meet and exceed sales goals. This position requires a deep understanding of the K-12 education sector, the ability to navigate complex sales environments, and a passion for driving customer success through data analytics.

What You Will Do

• Develop key customer stakeholder relationships and drive customer satisfaction at assigned accounts
• Assist with the development and execution of overall long-term strategy for the account, aligned to customer business objectives
• Coordinate internal resources, including product support, customer success, and sales engineering, to meet customer business needs
• Manage complex sales-cycles and present to C-level executives the value proposition of Tableau platform
• Define and complete territory / account sales plans for assigned territory and then meet and exceed sales goals (quotas) through prospecting, qualifying, managing and closing sales opportunities
• Develop and manage sales pipeline, prospect and assess sales and move a large number of transactions simultaneously through the sales pipeline
• Identify use cases within your accounts and drive the analytics discussion to realize value from Salesforce investments
• Build positive, trusted relationships with both key team members and c-suite decision makers within your patch
• Become proficient in Tableau's products and solutions to effectively communicate their value to customers
• Collaborate with other sales resources (Salesforce Core AE's, Prime AE's, Cloud AE's, etc.) to ensure strategic alignment
• Stay updated on market trends, competitor activity, and customer needs to continuously improve sales strategy and performance

What We Are Looking For

• 7+ years of quota-carrying software or technology sales and account management experience; ideally focused on large enterprise K-12 accounts
• Experience working well within a team of various partners within a matrixed environment (Account Executives, Solution Engineers, Sales Leaders, Executives, etc.)
• Highly driven individual with a focus on execution, strong sense of urgency, and a belief in Tableau's mission
• A mix of business curiosity combined with a technical ability to truly address customer data challenges and earn trust
• Solution selling mentality: develop a plan and solution, articulate value, and navigate complexities of our customers to drive revenue
• Education: Degree or equivalent relevant experience required
• Experience will be evaluated based on the core competencies for the role (e.g., extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)
• Strong understanding of the K-12 education sector and its technology needs
• Proficiency in Salesforce and Tableau products and solutions

Nice to Have

• Experience selling in the software industry or technical sales experience (e.g., SaaS)
• Experience with data analytics and visualization tools
• Knowledge of the education technology market and its trends

Benefits and Perks

• Competitive salary and bonus structure
• Stock options and equity participation
• Comprehensive health insurance and wellness programs
• Flexible PTO policy and remote work options
• Professional development opportunities and continuous learning support
• Access to the latest technology and innovative tools
• Collaborative and dynamic work environment

• Ensure you have a solid understanding of the Tableau platform and its applications in the K-12 education sector before applying.
• Highlight any experience with data analytics, sales, or account management in your resume and cover letter.
• Prepare to discuss specific examples of how you've driven customer success through data-driven solutions in previous roles.
• Research Salesforce's core values and mission to understand how they align with your own professional goals and values.
• Be ready to articulate your strategy for developing and executing long-term sales plans and managing complex sales cycles.
• Show enthusiasm for continuous learning and professional development, especially in relation to staying updated on market trends and competitor activity.
• Consider creating a portfolio or examples of your work that demonstrate your ability to communicate complex technical information to non-technical stakeholders.