Senior Account Executive

ClassDojo's goal is to accelerate humanity’s progress, by giving every child on Earth an education they love. We started by building a network that connects teachers, children, and families. ClassDojo’s flagship app is the #1 communication app connecting K-8 teachers, children, and families, globally. They use it to share what’s happening throughout the day through photos, videos, messages, and activities. It is actively used at an unprecedented scale: in over 95% of US schools, reaching ~51 million children in ~180 countries, with a team of just ~200 people [1]). We are now beginning to use this network to give kids the best learning experiences in the world, far beyond those a standard school can provide. We hire for talent density. Our team comprises the most talented, entrepreneurial, and innovative teammates from around the world, with experience in education and large scale consumer internet companies, including Instagram, Netflix, Dropbox, Stripe, Uber, Y Combinator, and more. We’re building a company where the most talented people want to work. We believe you’ll do the best work of your life here—and you’ll pioneer the future of education, too. What you’ll do: As a Senior Account Executive focused on Top 2K Districts, you will play a critical role in expanding ClassDojo’s partnerships with some of the largest and most strategic school districts in the country. This is a highly consultative, field-oriented sales role designed for someone who thrives building executive-level relationships, navigating complex district buying environments, and representing ClassDojo as a long-term strategic partner to district leaders. You’ll own your territory end-to-end — developing territory strategy, building pipeline, leading complex sales cycles, and partnering cross-functionally to ensure districts successfully adopt and expand their use of ClassDojo. You’ll spend meaningful time in the field building relationships face-to-face with district leaders, attending conferences, and becoming a visible ambassador for ClassDojo across your region.

Your responsibilities will include:

• Own and manage complex district sales cycles end-to-end across a designated Top 2K territory through a combination of strategic outbound efforts, in-person relationship building, and consultative selling.

• Build and deepen relationships with executive district stakeholders including Superintendents, Cabinet leaders, Curriculum & Instruction leaders, Technology leaders, and school leadership teams.

• Develop thoughtful, data-informed territory and account strategies that drive long-term district partnerships and sustainable pipeline growth.

• Lead high-impact district conversations that connect ClassDojo’s solutions to strategic district priorities, including family engagement, school communication, student experience, and broader district initiatives.

• Navigate complex district procurement, budgeting, legal, and implementation processes while maintaining momentum across long sales cycles.

• Represent ClassDojo in the field through onsite district visits, conferences, executive meetings, and strategic partnership discussions. Travel is expected to be 25%+.

• Collaborate cross-functionally with Product, Marketing, Success, Implementation, and Legal teams to deliver a seamless customer experience from first conversation through implementation and expansion.

• Use customer insights, market trends, and competitive intelligence to inform territory strategy and help shape future GTM and product direction.

• Consistently meet and exceed sales targets while helping establish ClassDojo as a trusted long-term district partner across your territory.

You will be a match if:

• You have 6+ years building sales pipelines and owning complex sales conversations, including at least 3+ years selling into K-12 Districts in the US.

• You have a proven track record of consistently hitting and exceeding quota in strategic or enterprise-style sales environments.

• You excel at navigating complex district buying processes, including multi-stakeholder decision-making, procurement, legal review, and long sales cycles.

• You have strong executive presence and experience building relationships with Superintendents, Cabinet leaders, and other senior district stakeholders.

• You are highly consultative in your sales approach and skilled at uncovering district priorities, aligning solutions to customer goals, and driving strategic conversations forward.

• You thrive in dynamic, evolving environments and are energized by building processes, adapting quickly, and creating momentum in ambiguity.

• You are excited to spend meaningful time in the field building relationships face-to-face with district partners, including travel of 25%+.

• You have a deep curiosity about the K-12 education landscape and stay informed on trends, challenges, and opportunities impacting district leaders.

You might be a good fit if:

• You’ve worked at an early-stage or high-growth company where you helped shape GTM strategy or build a territory from the ground up.

• You have experience selling products focused on classroom communication, family engagement, school climate, or broader district initiatives.

• You’ve built strong networks within K-12 districts and are known as a trusted long-term partner within the education community.

• You have experience balancing highly strategic district sales work with proactive outbound pipeline generation.

• You are passionate about education and energized by the opportunity to help improve communication and connection between schools and families at scale.

Bonus: [1] Some more context:

• ClassDojo's $125m Series D (Forbes) and Sam’s note about it.
• ClassDojo is one of Y Combinator’s Top 100 companies
• ClassDojo's Second Act Comes with First Profits (TechCrunch) and Sam's note about it.

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. In accordance with the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. We are happy to accommodate any disabilities or special needs. We are a distributed company, so we hire regardless of location, as long as you are willing to have significant hours overlap with one of the Americas time zones.

ClassDojo takes a number of factors into consideration when determining compensation, including geographic location, experience, and skillset. This role is eligible for an incentive pay component. The estimated range below represents On Target Earnings ("OTE"), which includes both an annual base salary and target sales incentive.

CA, WA, NY, NJ, CT states: $180,000 - $230,000 (USD) All other states in the US: $160,000 - $215,000 (USD) #LI-Remote