Note: The job is a remote job and is open to candidates in USA. Cartwheel is an early-stage startup focused on providing technology-enabled mental health services in schools. The Account Manager will deepen partnerships with district partners, manage renewals and expansions, and ensure successful implementation of services, contributing to the overall mission of improving student mental health.

Responsibilities

• Develop and own Cartwheel’s “best practice” approach for securing renewals and expansions on our existing contracts
• Forecast and manage our renewal and expansion pipeline
• Develop growth strategies for individual accounts, identifying opportunities to expand services through cross-sell, upsell, and expansion opportunities. Build a thesis for each account on what it will take to win
• Capitalize on expansion opportunities to position and secure renewal
• During implementation, collaborate with the Sales and Success teams to ensure a smooth handoff and implementation after the initial sale closes
• Throughout the partnership
• Nurture relationships across the district to ensure broad sponsorship for Cartwheel (e.g., Superintendents, Student Services, Counseling)
• Work with School Success to share impact stories, prove Cartwheel’s ROI, and collect feedback on our product and show how we’re responding to it
• Explore opportunities to expand, upsell, or cross-sell
• During the annual renewal process, lead contract negotiations with district leadership, procurement teams, and key stakeholders, including counseling them on how to creatively leverage funding sources and adhere to our timeline
• Demonstrate exceptional deal control, always maintaining a clear path to close-win, including immediate next step, possible pitfalls, and contingency plans
• Continually share learnings and feedback with colleagues to improve team performance

Skills

• 6-10 years of sales and/or account management experience within K-12 education
• Fluent in the 'full stack' sales and renewal motion, with a keen understanding of rapidly building a broad base of authentic, trusting relationships
• Discovering the needs, preferences, and obstacles in each district
• Efficiently managing your pipeline and forecasts
• Handling objections and creatively finding solutions
• Counseling districts on the nuances of a complex market and product
• Closing deals and building sponsorship across the district along the way
• Negotiating on pricing, deal construct, timelines, and incentives
• Corralling diverse stakeholders to adhere to a concrete timeline
• Thrives in a world of rapid startup growth
• Gets stuff done and prioritizes outcomes
• Exceptional communicator in a variety of settings and formats
• In the face of competing priorities, prioritizes and moves forward without getting stuck
• Embodies our values: Human, Humble, Accountable, Innovative, Resilient

Benefits

• 20% base incentive plan
• Competitive equity options
• Equity ownership stake in the company
• High-quality health insurance with a $0 monthly premium option for employees
• Dental, Vision, and Employer-Sponsored Life Insurance
• 4 weeks of paid PTO (3 weeks any time + 1 week office closure in December)
• Sick Leave + Holidays
• 401K with up to 2% employer match
• $500 annual educational stipend
• Team-based culture with mission-driven colleagues who will go to bat for you

Company Overview