[Hiring] Vice President, Enterprise Accounts @Frontline Education

Role Description

As Vice President, Enterprise Accounts, you will lead the team of Enterprise Account Executives responsible for Frontline's most significant and strategically important partnerships, spanning the largest school districts, state systems, and multi-entity education organizations across the country. Reporting to the Chief Sales Officer, you will be a key member of the sales leadership team, owning the strategy, performance, and growth of Frontline's enterprise segment.

You'll build and lead a high-performing team of enterprise sellers, partner with executive leaders inside Frontline and across our customer base, and help shape how we win and expand in our most complex opportunities.

How you'll drive success

• Lead, coach, and develop a team of Enterprise Account Executives, setting a clear vision, high standards, and a culture of accountability, engagement, and ownership.
• Own the enterprise revenue plan, delivering against new business, expansion, and retention targets across Frontline's largest districts, state systems, and multi-entity organizations.
• Define and execute the enterprise go-to-market strategy, including market segmentation and prioritization of high-potential markets.
• Lead annual planning, territory and account design, and quota-setting for the enterprise segment.
• Develop scalable playbooks and sales motions for enterprise new business, account expansion, and multi-solution selling.
• Drive a land-and-expand approach across the enterprise portfolio.
• Partner with sellers on the largest and most complex enterprise opportunities.
• Serve as an executive sponsor for top-tier district and state clients.
• Partner with Customer Experience on engagement plans and renewal strategies for strategic accounts.
• Monitor key performance indicators and lead regular performance reviews.
• Deliver accurate, transparent forecasting and pipeline visibility to executive leadership.
• Partner across various departments to deliver cohesive, high-impact outcomes for enterprise customers.
• Guide the structuring and negotiation of complex agreements.
• Partner with revenue leaders to align process, messaging, and handoffs.
• Recruit, hire, onboard, and retain top enterprise sales talent.
• Bring market intelligence, win/loss insights, and customer feedback to Product and executive leadership.
• Build customer reference and advocacy programs.

Qualifications

• Fifteen or more years' experience in sales leadership in SaaS, edtech, or education services.
• A track record of building, scaling, and consistently exceeding revenue targets.
• Demonstrated success recruiting, coaching, and developing enterprise sellers and sales leaders.
• Strong executive presence, with the ability to engage and influence senior leaders.
• Deep understanding of the K-12 education market.
• Experience navigating complex procurement processes and organizational dynamics.
• Strong business acumen, with the ability to connect solutions to strategic outcomes.
• Experience scaling sales organizations during periods of transformation.
• Familiarity with the sales technology stack and a data-driven mindset.
• Curiosity and openness to leveraging AI and emerging technologies.
• Advanced understanding of SaaS deal structures and compliance rules.

Requirements

• A deep sense of ownership and accountability for team and company outcomes.
• The ability to balance long-term strategic thinking with disciplined execution.
• A coaching mindset that raises the performance of individuals and teams.
• Comfort using AI-enabled tools for forecasting and decision-making.
• Adaptability in navigating evolving customer needs and complex environments.
• A collaborative mindset that values shared success and continuous learning.
• A commitment to understanding customer goals deeply.
• Willingness and ability to travel up to 40% of the time.

Benefits

• Competitive compensation package designed to recognize and reward high performance.
• Total on-target earnings of $400,000, comprised of a base salary of $200,000 and on-target commission of $200,000.

Company Description

At Frontline Education, we're reimagining what's possible by becoming an AI-first organization, transforming how we think, work, and serve the educators who shape our schools every day.