Strategic Account Manager

Company Overview:

About Us:
Atlanta-based Incident IQ is the leading workflow management platform built exclusively for K-12 districts. Trusted by over 2,000 districts, Incident IQ powers mission-critical services for more than 12 million students and educators nationwide. By connecting technology and operational workflows, Incident IQ enables schools to streamline processes, reduce administrative burdens, and focus on what matters most: supporting students.

Purpose:
Incident IQ is committed to creating a future where every K-12 district operates with seamless efficiency. When operations are unified on a single platform, districts gain the clarity and control needed to build a stronger foundation for student success. We’re focused on delivering the tools, support, and partnerships that help make that vision a reality.

Mission:
Incident IQ is on a mission to eliminate the friction of disconnected systems and clunky workflows that slow schools down. We’re reimagining the critical work that happens behind the scenes, bringing visibility, efficiency, and impact to the processes that keep classrooms running. By streamlining the complex, automating the routine, and surfacing the insights that matter most, we can create the conditions for educators to teach, students to thrive, and districts to shape the future of education.

Strategic Account Manager Overview:

Reporting directly to the Sales Director, the Strategic Account Manager (SAM) will be responsible for meeting and exceeding ARR targets within specific assigned accounts. The SAM will acquire new prospective customers and expand existing customers. The candidate will actively prospect, qualify, and close new business within their assigned accounts. The SAM will also build relationships with assigned customers to maximize the iiQ offerings provided for their districts. The SAM will develop deep knowledge of assigned accounts and work with CS and Product teams to develop keen awareness of iiQ technologies. The SAM will qualify potential opportunities and actively manage the buying cycle for new customer acquisition and current customer expansion. Day-to-day activities will include qualifying potential leads, prioritizing and organizing activities, demonstrating iiQ technologies, managing pilot processes, conducting customer assessments, and coordinating effective follow up to move selling opportunities to a decision.

The ideal candidate will have a compelling and persuasive communication style. They enjoy leveraging their expertise to help new prospects see the value of iiQ technology. Effective internal communication with Marketing, Product Management, Customer Success, and other key stakeholders is also a critical success factor.

Strategic Account Manager Responsibilities: 

• Meet and exceed sales results - new ARR targets
• Prioritize assigned prospects and customers
• Contact prospects, generate interest and qualify needs for iiQ offerings
• Deliver compelling sales presentations and product demonstrations for new prospects and current customers
• Manage the buying cycle for all new prospects – including discovery, demonstration, competitive differentiation, piloting, negotiating, and closing
• Expand assigned customers with goal of achieving 100% sold for iiQ offerings
• Communicate customer stories and best practices in a compelling persuasive way
• Develop relationships with key stakeholders to ensure long-term success
• Effectively manage follow up activities to move selling opportunities to a decision
• Communicate and present territory activity, performance, and forecasting to leadership (weekly, monthly, quarterly)
• Develop and maintain appropriate new sales pipeline for consistent performance
• Enhance personal effectiveness through the efficient use of technology
• Generate ad hoc reports for internal departments as needed

Strategic Account Manager Requirements:

• Four (4) year college degree, or equivalent experience
• Minimum of 7 years new logo sales experience with SaaS solution OR, minimum of 5 years new logo sales experience in K12 market
• Track record of consistent top performance – meeting/exceeding ARR targets
• Track record of closing large complex opportunities with multiple stakeholders
• Exceptional communication skills, both written and verbal, with the ability to simplify complex technology
• Exceptional group presentation skills – compelling and persuasive style
• Highly organized and process driven work habits
• Driven individual with ability to work independently and within a team environment in a competitive marketplace
• Strong knowledge of Salesforce, Microsoft Office, Google Suite, etc.
• Experience in SaaS sales to the K12 market is highly preferred
• Ability to travel up >25%