The posting
Reports to: Regional Sales Manager Location: Remote (United States) Travel Requirement: Up to 40% (trade shows, customer visits, and industry events)
PURPOSE OF THE ROLE
As an Account Executive (AE) for the West region, you will be responsible for driving new revenue growth for Cybernut through strategic acquisition of K–12 education customers. You will identify and close new business opportunities with school districts and education partners, helping them strengthen their Cybersecurity Awareness Training for both Staff and Students through Cybernut’s solutions.
West Territory (subject to change): CA, OR, WA, AZ, AK, UT, WY, MT, ID, ND, SD
Your goal is to generate new ARR, expand Cybernut’s presence in your territory, and represent the brand with professionalism, expertise, and enthusiasm.
KEY OBJECTIVES
- Own your territory develop and execute a go-to-market plan to acquire new customers across the West.
- Drive new revenue by identifying, engaging, and closing opportunities with K12 school districts, charter networks, and education agencies.
- Be a K12 industry expert – understand district challenges, funding sources, and procurement processes.
- Represent Cybernut as a trusted advisor and brand ambassador within your region.
- Deliver compelling demos that connect Cybernut’s value proposition to customer pain points.
- Use consultative selling techniques to uncover needs and tailor solutions.
- Collaborate with marketing, channel partners, and internal teams to drive pipeline generation and deal velocity.
- Accurately forecast and maintain CRM (Hubspot) data for visibility and accountability.
- Exceed quarterly and annual revenue targets through consistent, disciplined execution.
DAY-TO-DAY RESPONSIBILITIES
- Prospect, qualify, and engage new leads within your assigned territory using a multi-channel approach (email, phone, events, referrals).
- Manage the full sales cycle from discovery to contract signature for new Cybernut customers, or Cross Sell opportunities.
- Deliver customized presentations and product demonstrations that speak directly to K–12 priorities.
- Develop and maintain a healthy, predictable pipeline of new business opportunities.
- Collaborate with Marketing to execute territory campaigns and lead generation activities.
- Partner with internal Implementation Engineers to ensure smooth onboarding for new clients.
- Represent Cybernut at trade shows, education conferences, and local industry events to build awareness and generate leads.
- Stay current on competitor offerings, district funding trends, and market dynamics to position Cybernut effectively.
- Track and report progress, wins, and pipeline metrics within the CRM to maintain accurate forecasts.
PERFORMANCE METRICS
Your performance will be measured by:
- Achievement of quota attainment (net new bookings and cross-sell bookings).
- Pipeline creation, conversion rates, and forecast accuracy.
- Volume and quality of qualified opportunities generated.
- Contribution to team culture and alignment with Cybernut values.
Performance reviews will be supported through your 1:1 documentation of goals, initiatives, and achievements.
REQUIRED SKILLS & EXPERIENCE
- 3+ years in K-12 technology sales, with a proven track record of exceeding new business quotas.
- In-depth knowledge of the K-12 landscape within the West territory (i.e in-state consortiums, IT-Leaders regional meeting, state technology events, strategic chapters, etc) West Territory (subject to change): CA, OR, WA, AZ, AK, UT, WY, MT, ID, ND, SD
- Skilled in consultative and value-based selling.
- Proficiency with Google Workspace, and CRM platforms (HubSpot preferred).
- Strong communication, presentation, and negotiation skills.
- Business acumen and ability to align solutions to strategic district priorities.
- Self-motivated, organized, and capable of managing a complex, multi-stakeholder sales process.
- Ability to travel within the North East for meetings and events (up to 30%).
- Resilient, resourceful, and results-driven.
