Account Executive

About the Role

The Senior Account Executive has full sales cycle responsibility for Raptor's entire product portfolio across the Private & Charter segment: independent and private schools, Catholic and diocesan systems, charter schools and charter management organizations, diocesan offices, and higher education, regardless of school count. Core activities are managing inbound leads from Marketing, cross-selling and upselling existing clients, and self-sourcing new logo accounts.

This is the senior individual-contributor role on the team, and it is not a separate territory. Senior Account Executives carry the same segment and the same range of deal sizes as Account Executives, from single-site schools averaging $3,500 ARR to networks and diocesan systems above $125,000. The level is distinguished by depth rather than territory: full-portfolio fluency, ownership of the segment's most complex opportunities, a materially higher conversion rate on assigned pipeline, a meaningful share of pipeline generated independently, and responsibility that extends beyond your own number.

Senior Account Executives lead where the segment is hardest. That means charter management organizations and multi-campus networks, diocesan offices and Catholic systems, higher education, multi-product expansion into the installed base, and any deal moving through formal procurement (board calendars, grant cycles, purchase orders, security and vendor review, RFPs, and contract redlines).

The role delivers product demonstrations, serves as a subject matter expert for clients, partners across Raptor teams, forecasts accurately, mentors Account Executives, and acts as the escalation and co-sell point for complex opportunities across the team.

Responsibilities 

• Own your number. Be proactive and accountable for revenue goals and mission objectives, executing against the sales plan built for your responsibilities and metrics.
• Act as Raptor's primary interface for new and existing school clients, presenting the full solution set as a credible specialist in our field.
• Carry the full Private & Charter segment across all account sizes — private, Catholic and diocesan, charter schools and networks, diocesan offices, and higher education — and build territory and account plans against it.
• Lead the most complex opportunities in the segment: charter management organizations, multi-campus networks, diocesan and Catholic systems, and any deal moving through formal procurement.
• Build your own pipeline. Follow up on Marketing-provided leads promptly, and self-source through outbound prospecting, referrals, conferences, and reactivation of lapsed accounts rather than relying on assigned pipeline alone.
• Run the expansion motion deliberately. Identify and close cross-sell and upsell opportunities in existing accounts, building multi-product proposals across Visitor Management, Emergency Management, Volunteer Management, Dismissal Management, and Compliance & Success.
• Execute complex deals end to end. Multi-thread across administrative, technology, security, financial, and board-level stakeholders, and navigate institutional procurement — board approvals, grant funding cycles, purchase orders, security and vendor reviews including HECVAT, RFPs, and contract negotiation.
• Work cross-functionally. Partner with Customer Success to source installed-base expansion, and with Solutions Engineering on technical discovery, integrations, and demonstrations for complex accounts.
• Own your forecast. Build, defend, and commit a monthly and quarterly forecast, and maintain the opportunity records that support it — accurate close dates, current next steps, correct stage, and populated funding source.
• Lead beyond your own book. Serve as the escalation and co-sell point for larger or stalled Account Executive opportunities, mentor AEs, lead deal reviews, and contribute to playbooks, competitive positioning, and new-hire onboarding.

Qualifications

• 5+ years of quota-carrying SaaS sales experience, including at least 2 years selling into K-12, higher education, or public sector.
• Documented multi-year quota attainment, with specific numbers by period.
• Proven at volume and velocity. Comfortable carrying 100+ open opportunities on a 20-to-40-day cycle while running complex, multi-stakeholder deals.
• Closes above $10,000 ARR through formal procurement without dropping high-volume transactional business in the same book.
• Proven self-sourcing. You have built pipeline, not only worked what was assigned.
• Multi-product selling. Build multi-product proposals and expand revenue inside existing accounts.
• Institutional procurement fluency: board approvals, budget and grant cycles, purchase orders, security and vendor review, RFPs.
• Strong written communication. Can win on a written proposal or RFQ without a live meeting.
• Forecast discipline and strong opportunity management in Salesforce.
• Proficient with: Salesforce, Outreach, Clari, Copilot.
• Bachelor's degree or equivalent practical experience.

• You join the gold standard in school safety software. 
• You will join a company where innovation and customer collaboration are part of what drives new product development to help keep kids safe. 
• You will work with diverse teams made up of some of the best minds in the industry.
• You will get exposure to strong mentorship and leadership that have supported a long history of career advancement opportunities for our employees. 
• You will have access to a robust benefits package that includes: 
• Remote-first philosophy 
• Flexible paid time off 
• Paid parental leave 
• 11 Paid holidays per year 
• Workplace flexibility 
• Affordable health coverage (medical, dental, vision), paid 100% for employee only medical 
• 401(k) employer contribution to help you plan for the future 
• Company paid life insurance, STD, and LTD 
• Pet insurance