[Hiring] Sr State and Local Government Partnerships Director @Panorama Education

Role Description

Panorama Education is seeking a senior, quota-carrying State Sales Account Executive to drive statewide revenue growth as an individual contributor. This role is fully focused on developing and closing business with State Education Agencies (SEAs) and other state-level entities.

The State Sales Account Executive will own a defined state territory, manage the full sales cycle, and be responsible for achieving revenue targets tied specifically to state-level contracts and initiatives. This role requires a highly strategic, consultative seller with deep experience navigating state procurement environments and long, complex sales cycles. This position does not include people management responsibilities.

What You’ll Own

• State Revenue & Quota Attainment
  • Own and achieve annual state-level revenue targets.
  • Develop and execute a clear territory strategy for assigned states.
  • Build and manage a high-quality pipeline of state opportunities.
  • Lead complex, multi-year state contract negotiations from prospecting through close.
  • Accurately forecast and manage long-cycle state deals.
• Full-Cycle State Sales Execution
  • Identify, qualify, and pursue opportunities aligned to state education priorities.
  • Navigate state procurement processes, RFPs, and funding structures.
  • Structure scalable statewide agreements that enable district adoption.
  • Maintain disciplined pipeline hygiene and CRM management.
• Executive Engagement
  • Build trusted relationships with Commissioners, Deputy Commissioners, SEA leaders, and statewide decision-makers.
  • Cross functional alignment with Government Affairs, and clear ability to work alongside our Lobbyists and State and Local Government officials to identify priorities, navigate complex political environments, and identify and secure funding for critical projects.
  • Position Panorama as a strategic solution aligned to statewide priorities such as MTSS, attendance, mental health, literacy, and school improvement.
  • Lead executive-level presentations and negotiations.
• Market Intelligence & Alignment
  • Monitor legislative shifts, funding streams, and state policy priorities.
  • Identify and execute strategic GTM planning based on federal, state and local initiatives.
  • Collaborate with Marketing and Product to ensure state messaging aligns to policy and funding drivers.
  • Coordinate with District Sales and Customer Success teams to ensure successful implementation of state contracts.

Qualifications

• 10+ years of experience in K–12 education, edtech, or adjacent sectors.
• Natural curiosity and desire to become a subject matter expert.
• Ability to articulate a compelling point of view to state officials.
• Experience building and sustaining relationships with key executives and cabinet officials in state government.
• Proven track record of exceeding multi-million-dollar revenue goals in complex public-sector sales environments.
• Experience selling to State Education Agencies, Workforce, or other Agencies involved in K12 purchasing.
• Experience in coalition building across segments to drive change.
• Understanding of state procurement cycles, funding structures, and long decision timelines.
• Track record of building executive relationships and closing high-value agreements.
• Highly self-directed, strategic, and comfortable operating independently in a quota-carrying role.
• Deep commitment to improving student outcomes and advancing equity in education.

Requirements

• Base Salary: $127,500 - $187,500 with a variable compensation of $150,000.

Benefits

• 401K with an employer match.
• Health, dental, vision, life insurance, and short-term and long-term disability coverage.
• Flexible spending account for health care and dependent care.
• Wellness Reimbursement.
• Work from Home Reimbursement.
• Flexible vacation policy.
• Parental leave program.
• Company Issued Laptop.