Key Account Manager

About the Role

As a Key Account Manager you’ll oversee a portfolio of high-value accounts, each generating more than $100k annual recurring revenue (ARR). You’ll work closely with key stakeholders and executive decision-makers within large school districts and educational organizations to expand strategic contacts, deepen relationships, and ensure Panorama’s solutions are fully leveraged to meet their goals. This role requires a seasoned account management professional who excels in strategic relationship building, can identify and foster growth opportunities, and understands how to deliver measurable value to clients in complex, multi-layered environments.

With a focus on proactive engagement and long-term retention, the Key Account Manager will drive high-impact initiatives to support both client success and Panorama’s growth objectives. Travel is required up to 30-40% of the time for in-person executive reviews, strategic account planning, and partnership expansion meetings.

Key Responsibilities

• Strategic Contact Expansion: Identify and cultivate relationships with key decision-makers and influencers across client organizations, expanding Panorama’s reach within each account. Facilitate introductions and build engagement with cross-functional stakeholders to ensure full client support and value realization.
• Own the Renewal and Growth Cycle: Lead the renewal process with a strategic, consultative approach to secure timely contract renewals and identify upsell opportunities within existing accounts. Understand and navigate budget cycles, funding sources, and contract preferences.
• Drive Client Success and Value Delivery: Conduct Executive Business Reviews (EBRs) and Outcome Reviews, demonstrating how Panorama’s solutions drive results aligned with client goals and KPIs. Use client data to reinforce value and identify areas for further improvement and growth.
• Develop and Execute Account Plans: Build comprehensive, data-driven account plans that align with customer goals and map out proactive strategies for engagement, adoption, and expansion.
• Data-Informed Engagement: Leverage client adoption metrics, engagement data, and customer feedback to tailor account strategies, prioritize high-impact activities, and ensure clients fully adopt Panorama’s platform.
• Collaborate with Cross-Functional Teams: Partner with Sales, Customer Experience, Product, and other teams to deliver cohesive support to clients, streamline handoffs, and continuously improve client outcomes.

What We’re Looking For:

• Strategic Relationship Builder: Proven experience expanding networks within client organizations to include executive stakeholders and strategic contacts, creating a strong foundation for account growth and client retention.
• Experienced Account Director: 5+ years of some combination of Account Management, Ed-Tech Account Management, and/or education leadership experience, with a strong focus on managing high-value accounts and a track record of success in renewals, upselling, and client retention for ARR accounts >$100k 
• Data-Driven Decision Maker: Skilled in using data to inform client strategy and engagement, and comfortable analyzing adoption metrics, usage data, and other key performance indicators to deliver proactive client support.
• Exceptional Communication and Influence Skills: Experience presenting to and influencing executive stakeholders, with an ability to communicate Panorama’s value and strategic impact effectively.
• Ownership and Accountability: Demonstrated ability to take full ownership of a portfolio, balancing retention and growth goals and ensuring outstanding client outcomes.
• Flexible and Adaptable: Thrives in a fast-paced environment, comfortable with ambiguity, and able to adapt to changing priorities as Panorama grows.

Salary: The base salary for this position is $126,400 with an OTE of $158,000