[Remote] Account Executive - Upsell

Note: The job is a remote job and is open to candidates in USA. Brightwheel is the largest, fastest growing, and most loved platform in early education, trusted by millions of educators and families every day. The Account Executive - Upsell will own and grow a book of existing high-value customers, building strong relationships, supporting retention, and identifying expansion opportunities to drive revenue growth.ResponsibilitiesOwn 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 solutionsYou 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 businessProactively engage customers through calls, emails, and account planning to uncover needs, identify expansion opportunities, reduce churn risk, and strengthen the customer relationshipLead 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 valueRun tailored conversations and demos that connect customer needs to relevant brightwheel solutions, including education, assessments, professional development, billing, tuition insurance, and other add-on productsOwn the full retention and expansion cycle from identifying opportunities, qualifying need, scheduling conversations, running demos, managing follow-up, overcoming objections, and closing revenueBalance a strong customer experience with clear accountability to monthly quota attainment and business resultsUse 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-upPartner with Onboarding, Enablement, Support, and Sales leadership to support retention, improve adoption, and create a smooth customer experienceBuild 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 needsRegularly review calls, demos, pipeline, account health, quota progress, and retention strategy with your manager and peers to keep improving your sales executionSkillsProfessional experience in a customer-facing, goal-oriented role, with sales, account management, retention, or expansion experience strongly preferredComfortable working in a quota-carrying role with ambitious monthly revenue, unit, retention, and activity goalsStrong 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 timeResults-driven, competitive, and motivated by both helping customers succeed and driving measurable business growthResilient and persistent, with the ability to navigate objections, stalled conversations, customer pushback, and competing prioritiesStrong discovery skills, with the ability to ask thoughtful questions, listen closely, uncover customer needs, and identify where brightwheel can provide more valueClear and confident communicator who can build trust with existing customers, guide conversations toward business outcomes, and position solutions effectivelyQuick learner who can adapt in a fast-moving environment and become fluent in brightwheel's products, customer use cases, and sales processCoachable, open to feedback, and committed to continuously improving through call reviews, pipeline reviews, role plays, and manager coachingStrong ownership mindset, with the ability to balance customer relationships, retention, and revenue growth while driving consistent follow-up and executionBenefitsOffers EquityOffers CommissionRemoteCompany OverviewBrightwheel is a software platform for preschools and childcare providers. It was founded in 2014, and is headquartered in San Francisco, California, USA, with a workforce of 201-500 employees. Its website is http://www.mybrightwheel.com.