This is not a prospecting role. You don't chase new logos - you protect and grow what Lightspeed already has. When a new Account Executive closes a deal in your book, you're the one who takes the relationship from there.
Key Responsibilities
- Own a named list of assigned accounts with defined renewal dates as the customer's primary point of contact.
- Drive all renewal activity from first outreach through signed order, and proactively flag at-risk accounts before they become churn.
- Identify and close expansion and upsell opportunities within your book - additional products, increased seat counts, multi-year conversions.
- Maintain accurate, current Salesforce records on every account in your book - opportunity stage, renewal health, next steps, and contacts.
- Spot at-risk accounts early and escalate promptly, rather than waiting for a renewal to be in jeopardy.
- Conduct regular account review meetings designed to surface expansion opportunity and reduce churn risk, not just handle support issues.
- Coordinate with the Account Executive team on cross-sell plays when a new-logo opportunity touches one of your existing accounts.
- Partner with your Solutions Engineer on any open support cases affecting your accounts.
- Own retention and expansion revenue for your book - you are not measured on new-logo sales.
- Bachelor's degree preferred.
- 4+ years of B2B account management, customer success, or renewal-focused sales experience, with a strong preference for EdTech or SaaS environments.
- Strong track record of retaining and growing a substantial book of business - driving meaningful expansion/upsell revenue, not just holding renewal rates steady.
- Experience managing renewals and expansion opportunities with K-12 school districts or public sector organizations, or a demonstrated ability to ramp quickly in that environment.
- Strong relationship-management and consultative skills - able to run a structured account review, not just respond to tickets.
- Proficiency with CRM systems (Salesforce) and modern customer/account management tools.
- Able to work onsite at Lightspeed's Austin HQ (Code Ranch) Monday–Thursday and to travel as required (see Travel above).
- Familiarity with school safety, content filtering, device management, or classroom management technology.
- Experience navigating public-sector renewal and cooperative purchasing processes.
ABOUT US
With more than 25 years of serving education, Lightspeed Systems delivers the most in-depth visibility and control to power exceptional schools where students are safe and engaged; technology is compliant and easily managed; and resources are secure and optimized. Purpose-built for school networks and devices, Lightspeed’s cloud-managed solutions include the most effective web filtering, student safety monitoring, classroom management, device management, and data analytics software available. Headquartered in Austin, Texas, with a European office in London, UK, Lightspeed serves over 23 million students across 31,000 schools in 43 countries, utilizing 15 million devices. Learn more at www.lightspeedsystems.com.
We love our employees, and we show it. Our benefits and perks are built to support your overall wellbeing—at work and beyond. Offerings vary by country.
ABOUT OUR ATX HQ
If your role includes spending time onsite, you will LOVE being at the ranch. Our uniquely Lightspeed (and totally Texas) corporate headquarters has everything Lightspeeders need to get the job done – and a whole lot more.
- 15,000 sq. ft. of open work area, offices, and huddle rooms
- Snacks galore and a private chef serving up lunch Tuesday through Thursday every week
- A state-of-the-art fitness center (with outfitted locker rooms)
- Physical therapist onsite regularly
- Indoor and outdoor casual collaboration spots
- Pet-friendly office environment
- A golf simulator, go-carts, shuffleboard, corn hole, and MORE fun
All within 31 sprawling acres of Live Oak trees that foster a natural habitat for local wildlife. It is not uncommon to be greeted daily by whitetail deer. (Maybe it wants to join your meeting?)
Lightspeed Systems is an equal opportunity employer. We are committed to a work environment that supports, inspires, and respects all individuals and in which personnel processes are merit-based and applied without discrimination on the basis of race, color religion, sex, sexual orientation, gender identity, marital status, age, disability, national or ethnic origin, military service status, or other protected characteristic.
Skills Required
- Bachelor's degree
- 4+ years of B2B account management, customer success, or renewal-focused sales experience
- Experience in EdTech or SaaS environments
- Strong track record of retaining and growing a substantial book of business through expansion and upsell revenue
- Experience managing renewals and expansion opportunities with K-12 school districts or public-sector organizations, or ability to ramp quickly in that environment
- Strong relationship-management and consultative skills
- Proficiency with Salesforce and modern customer or account management tools
- Ability to work onsite at the Austin headquarters Monday through Thursday
- Ability to travel as required
- Familiarity with school safety, content filtering, device management, or classroom management technology
- Experience navigating public-sector renewal and cooperative purchasing processes
What We Do
For over 20 years, Lightspeed Systems® has been a leader in the ever-changing landscape of K-12 learning technology. Lightspeed Systems works with tens of thousands of schools to maximize the safety, mobility, and effectiveness of their students’ learning experience. Every device can be covered with the most effective web filter, student safety monitor, classroom management software, device management tool, and analytics program available. Why Work Here? We work diligently and intelligently as a team to create innovative solutions and better ways of doing things. Every day, every employee has an opportunity to change the world in the most meaningful way: by improving education. Lightspeed Systems has the mentality of a start-up (collaboration, access, innovation) with the stability of a company that’s been around since 1999 — and we get bigger and smarter every day.
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