Account Executive, Student Travel & K-12 Partnerships, Ed Tech

Build Let's Roam's student travel revenue line from zero by signing annual agreements with the student travel companies that move school groups through our cities, and converting K-12 demand into district-level commitments that fill weekday capacity.

Brands: LetsRoam.com · ScavengerHunt.com

1. Build and own target lists of student travel and educational tour operators, and K-12 districts, prioritized against our existing hunt inventory.
2. Run multi-threaded outbound into operator product, partnerships and program leads, and district curriculum, field-trip and procurement contacts. No single-contact opportunities.
3. Maintain a live trip-planning calendar for every target: when operators lock next year's itineraries and vendors, and when districts approve trips and budgets. Missing a window costs a full year. This calendar is the single most important artifact this role maintains.
4. Work the industry channel: student travel trade associations and conferences, and operator vendor programs.
5. Feed demand signal back to marketing. This category has little tracked search demand, so outbound is the engine.

1. Sign annual and preferred-partner agreements with student travel and educational tour operators.
2. Anchor target WorldStrides; peer set includes EF Educational Tours, ACIS, Passports, Brightspark and regional domestic operators.
3. Qualify operators on domestic city overlap with our existing hunt inventory, not on company size. One partnership can be worth a year of direct selling.
4. Work with the product team to create tailored hunts for each partner and destination, matched to grade level, educational value and fun.
5. Sell paid multi-departure pilots and convert them to annual agreements.
6. Clear operator vendor onboarding, insurance and MSA requirements.

1. Sell district and multi-school annual commitments, not single-school field trips.
2. Prioritize districts in cities where an operator partner already sends groups.
3. Position for weekday use — field trips and school groups that book Monday to Thursday.
4. Set expectations on the operating model: teacher- and chaperone-led teams, no Let's Roam supervision of minors.

1. Own the compliance packet: COPPA/FERPA/SOPIPA, certificate of insurance, W-9, vendor registration. Use it as a sales tool, not a hurdle.
2. Deliver usage reporting to every operator and district after each season. Reporting is the renewal mechanism, not a courtesy.
3. Expand renewals into additional cities, grade levels, departures and schools.

Requirements

• 3+ years full-cycle B2B outbound sales, carrying a quota and self-sourcing the majority of pipeline
• Has closed a partner, reseller or channel agreement, not only direct end-customer deals
• Proven pipeline builder. Can show what they did each week to create pipeline, not just what they closed
• Comfortable with compliance as a sales tool — student data, insurance, vendor onboarding, MSAs
• 2+ years HubSpot as a primary selling tool — pipelines, sequences, forecasting, dashboards
• 2+ years remote
• Prior student travel or educational tour operator experience; existing relationships at WorldStrides, EF or ACIS are a huge plus
• Prior K-12 EdTech or district sales experience and network

Strongly preferred

• 2+ years HubSpot as a primary selling tool — pipelines, sequences, forecasting, dashboards
• 2+ years remote

Competencies

• Channel seller. Protects the time to work a partnership worth a year of direct selling
• Self-starting prospector. Comfortable building a category's pipeline from an empty CRM
• Plans 6–12 months ahead against operator and school calendars, without letting near-term pipeline go quiet
• Comfortable with long cycles and multi-step vendor approvals
• Writes clean proposals, partner agreements and pricing
• Can run numbers and price for margin; escalates rather than discounting blind
• Handles objections and reframes value to keep deals moving
• Sound judgment around minors — represents our supervision boundaries honestly