Manager, SMB Sales

Our mission is for every child to have an exceptional experience in school.

Edia is a Series A technology startup revolutionizing K-12 education with AI-driven solutions. We develop software to improve math education, tackle chronic absenteeism, and optimize MTSS processes for school districts. Today, Edia supports 150+ districts across the country (e.g. New York City, Miami, Fulton County, Denver, etc.).

At Edia, we believe every student deserves an exceptional experience at school. As an Enterprise Account Executive, your mission is not only to hit revenue goals but also to help districts unlock real outcomes for students. In this role, you’ll be shaping the trajectory of a high-growth company while directly influencing how schools across the country deliver education.

At full ramp, you’ll lead a team of SMB AEs to consistently achieve 100%+ attainment of $112.5K in closed-won revenue per AE per quarter, while ensuring a collective pipeline generation of at least 3x coverage per quarter across the team. You’ll drive a culture of high activity, learning, and accountability, helping a team of newer AEs (many promoted from SDR roles) develop into confident, quota-crushing sellers. All while, successfully managing a team of 8–10 SMB AEs, enabling each rep to master the fundamentals of discovery, pipeline management, and closing in a high-growth, fast-paced environment.

• Revenue & Pipeline: Team consistently achieves collective quota; maintain 3x pipeline coverage across all reps.

• Coaching & Development: Run weekly 1:1s, call reviews, and deal inspections; build reps’ skills in discovery, objection handling, and closing.

• Operational Rigor: Drive Salesforce/Clari hygiene; ensure disciplined pipeline management and accurate forecasting at all times.

• Sales Fundamentals: Create a culture of high activity (calls, emails, meetings) and consistent learning; reinforce core sales process and best practices.

• Cross-Functional Collaboration: Partner with Marketing and SDR leadership to ensure tight alignment on lead flow, messaging, and process handoffs.

• Adaptability: Lead effectively in a scaling environment with junior sellers, adjusting coaching style and process as the team matures.

• Sales Leadership: 2–4+ years of experience leading or coaching AEs in a high-velocity sales environment.

• Coaching & Development: Passion for developing early-career sales talent; ability to run structured call coaching, pipeline reviews, and skill workshops.

• Process Discipline: Skilled in driving CRM hygiene, activity discipline, and repeatable playbook execution.

• Communication & Influence: Clear and motivating communicator who builds trust quickly with junior reps and cross-functional peers.

• Adaptability & Problem Solving: Comfortable iterating process and playbooks as the team grows; balances short-term targets with long-term development.

• We also look for the following competencies and behaviors:

  • Grit – relentless drive to push through challenges and lead from the front.

  • Confidence – ability to make tough calls and stand behind them.

  • Curiosity – eagerness to learn from customers, team, and peers.

  • Intelligence – sharp commercial acumen and ability to simplify complexity.

• High-impact role where you’ll shape the narrative of a fast-scaling ed-tech AI startup.

• Work closely with leadership and GTM teams to drive market success.

• Competitive compensation, equity, and benefits package.

• Hybrid-friendly work environment with flexibility on remote work.

Work Authorization: We are currently unable to sponsor or transfer work authorization for all jobs. If things change in the future, we'll be sure to update this section.

We appreciate your interest in Edia. Feel free to follow us on LinkedIn to learn more about what we're doing to improve education outcomes in the US.