Kristi Panzini
Huntington,NY
Summary
Enterprise SaaS Sales Executive with 10+ years in EdTech, specializing in district-wide K-12 adoption. Proven track record of closing $6M+ in ARR at Newsela and on pace to exceed quota at Magma Math. Skilled at selling to superintendents, directors of technology, and curriculum leaders, navigating BOCES/RESCs/state consortiums, and driving multi-year, multi-district contracts. Recognized for consistent $1M+ annual new ARR, Top-5 national ranking, and expertise in MEDDPICC and enterprise consultative sales.
Overview
10
10
years of professional experience
1
1
Certification
Work History
Senior Account Executive
Magma Math
03.2025 - Current
- Own full sales cycle for K-12 districts, from prospecting through contracting, with a focus on superintendent and cabinet-level partnerships.
- Closed $150,000 in new ARR within first 6 months, achieving 38% of $400k quota and on track to exceed quota by year-end despite a mid-year start.
- Built and manage a $1.2M+ pipeline, including multi-year, multi-district opportunities.
- Represent U.S. market needs with product and marketing teams; drove brand awareness at regional trade shows and consortium events.
Senior Account Executive
Newsela
06.2019 - 02.2025
- Achieved Top 5 rep out of 65+ nationally every year since 2020.
- Closed $6M+ in new ARR over 6 years, averaging $1M+ annually, and driving large-scale district adoptions across NY & CT.
- Consistently delivered $1M+ in new ARR annually through new business acquisition, while expanding accounts via strategic cross-sell and upsell initiatives.
- Led territory team of 5 (CSMs, SDRs, SAs) to execute strategic account plans and drive land-and-expand growth.
- Built trusted relationships with superintendents, directors of technology, and curriculum leaders, influencing multi-year commitments.
- Implemented MEDDPICC methodology, increasing new client acquisition by 30%.
Senior Account Executive
International Security Media Group
11.2018 - 05.2019
- Proactively identified, engaged, and closed new business selling a suite of SaaS and media solutions into enterprise security and government accounts.
- Surpassed quota by consistently generating $30–50k in new revenue monthly.
- Managed international customer renewals with a focus on cross-sells and upsells, exceeding retention targets.
- Built strategic target account lists and executed account-based marketing campaigns across multiple time zones.
Senior Account Executive
RingLead
12.2017 - 05.2018
- Consistently exceeded quota, closing $35k–$50k in new ARR monthly, selling CRM and data management SaaS.
- Drove pipeline growth by managing 40+ outbound prospecting activities daily (calls, emails, LinkedIn outreach), converting 20% into qualified opportunities.
- Partnered with Salesforce ecosystem consultants and closed $250k+ in new logos across mid-market and enterprise accounts.
- Delivered 10–15 tailored product demos per week for operations and IT leaders, showcasing data governance and automation use cases.
Account Executive
Teq
09.2015 - 09.2017
- Surpassed quotas with $5.9M hardware and $600k software annually; led BOCES quoting, 90%+ renewals.
Education
M.A. - Public Communications
Fordham University
The Bronx, NY05.2013
B.A. - Communications & Business
Hofstra University
Uniondale, NY05.2010
Skills
- Enterprise SaaS Sales
- K-12 Procurement
- BOCES State Consortiums
- MEDDPICC
- Salesforce
- HubSpot
- Pipeline Management
- Consultative Selling
- Contract Negotiation
- Strategic Account Planning
- Superintendent & Cabinet-Level Engagement
- Upselling Strategies
- Territory Management
Certification
MEDDPICC
Languages
English
Native or Bilingual
Greek
Native or Bilingual
Spanish
Limited Working
Timeline
Senior Account Executive
Magma Math
03.2025 - Current
Senior Account Executive
Newsela
06.2019 - 02.2025
Senior Account Executive
International Security Media Group
11.2018 - 05.2019
Senior Account Executive
RingLead
12.2017 - 05.2018
Account Executive
Teq
09.2015 - 09.2017
M.A. - Public Communications
Fordham University
B.A. - Communications & Business
Hofstra University