Account Executive - Upsell
Job Description
Our Mission and Opportunity
Early education is one of the most important determinants of childhood outcomes, a critical support for working families, and a $175B market that remains underserved by modern technology. Brightwheel is the largest, fastest growing, and most loved platform in early ed, trusted by millions of educators and families every day. We are a three-time Cloud 100 company, backed by top investors including Addition, Bessemer, Emerson Collective, Lowercase Capital, Notable Capital, and Mark Cuban.
Our Team
Our team is passionate, talented, and customer-focused. We embody our Leadership Principles in our work and culture. We are a distributed team with remote employees across every US time zone, as well as select offices in the US and internationally.
What you’ll do
Own 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 solutions.
You 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 business.
Proactively engage customers through calls, emails, and account planning to uncover needs, identify expansion opportunities, reduce churn risk, and strengthen the customer relationship.
Lead 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 value.
Run tailored conversations and demos that connect customer needs to relevant brightwheel solutions, including education, assessments, professional development, billing, tuition insurance, and other add-on products.
Own the full retention and expansion cycle from identifying opportunities, qualifying need, scheduling conversations, running demos, managing follow-up, overcoming objections, and closing revenue.
Balance a strong customer experience with clear accountability to monthly quota attainment and business results.
Use 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-up.
Partner with Onboarding, Enablement, Support, and Sales leadership to support retention, improve adoption, and create a smooth customer experience.
Build 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 needs.
Regularly review calls, demos, pipeline, account health, quota progress, and retention strategy with your manager and peers to keep improving your sales execution.
Skills, Qualifications, and Abilities
Professional experience in a customer-facing, goal-oriented role, with sales, account management, retention, or expansion experience strongly preferred.
Comfortable working in a quota-carrying role with ambitious monthly revenue, unit, retention, and activity goals.
Strong 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 time.
Results-driven, competitive, and motivated by both helping customers succeed and driving measurable business growth.
Resilient and persistent, with the ability to navigate objections, stalled conversations, customer pushback, and competing priorities.
Strong discovery skills, with the ability to ask thoughtful questions, listen closely, uncover customer needs, and identify where brightwheel can provide more value.
Clear and confident communicator who can build trust with existing customers, guide conversations toward business outcomes, and position solutions effectively.
Quick learner who can adapt in a fast-moving environment and become fluent in brightwheel’s products, customer use cases, and sales process.
Coachable, open to feedback, and committed to continuously improving through call reviews, pipeline reviews, role plays, and manager coaching.
Strong ownership mindset, with the ability to balance customer relationships, retention, and revenue growth while driving consistent follow-up and execution.
Brightwheel is committed to creating a diverse and inclusive work environment and is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, gender expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
Protecting Our Applicants: Please be aware of recruiting scams impersonating Brightwheel. All legitimate communications come from @mybrightwheel.com addresses, and we never ask for payment or sensitive personal data as part of our hiring process. If you suspect fraudulent contact, reach out to [email protected]. Thank you for helping us keep our applicant community safe.