Account Executive - Central Territory

Accountabilities:

• • Develop and execute territory plans focused on high-potential higher education institutions based on revenue opportunity, strategic fit, and competitive dynamics.
  • Present territory strategies, performance, and results to leadership through Semi-Annual Business Reviews.
  • Build qualified sales pipeline through outbound prospecting, referrals, conferences, campus visits, and coordinated marketing campaigns.
  • Identify opportunities to expand existing customer relationships through upselling, cross-selling, and additional solutions.
  • Own the full sales cycle for expansion and new business opportunities, from initial outreach and discovery through product demonstrations, proposals, negotiation, and close.
  • Deliver consultative sales presentations and tailored product demonstrations to department leaders, administrators, and executive stakeholders.
  • Build realistic pipeline forecasts based on conversion timelines and continuously manage opportunity progression and pipeline quality.
  • Maintain accurate deal stages, activity, and forecasts within Salesforce or an equivalent CRM platform.
  • Coordinate cross-functional resources across Marketing, Solutions Engineering, Customer Success, Legal, Product, and other internal teams to advance complex opportunities.
  • Provide relevant customer, competitive, and market feedback to internal stakeholders.
  • Build strong relationships with institutional decision-makers and manage accounts strategically throughout the territory.
  • Travel approximately 40% annually for regional customer visits, campus meetings, conferences, and marketing or sales events, with travel levels varying seasonally.

  Requirements:

  • 3–6 years of B2B sales experience, including ownership of prospecting, pipeline development, forecasting, and closing new business.
  • Proven track record of consistently exceeding annual sales or revenue quotas.
  • Experience managing a defined geographic or vertical territory.
  • Demonstrated ability to manage complex, multi-stakeholder sales cycles typically lasting 3–9 months.
  • Strong experience managing sales pipelines, forecasting opportunities, and tracking deal stages in Salesforce or a comparable CRM.
  • Experience in SaaS, education technology, higher education, publishing, or other complex institutional sales environments is preferred.
  • Strong consultative selling, presentation, negotiation, and relationship-building skills.
  • Ability to configure and deliver tailored product demonstrations for audiences ranging from department heads to C-suite executives.
  • Strong analytical, problem-solving, and decision-making capabilities.
  • Ability to identify revenue opportunities within existing customer relationships and develop strategic expansion plans.
  • Excellent organization and time-management skills, with the ability to manage multiple opportunities and priorities.
  • Comfortable collaborating with cross-functional teams and coordinating resources around complex customer requirements.
  • Experience using AI tools is preferred.
  • Willingness and ability to travel approximately 40% annually.

  Benefits:

  • Base salary of $118,500–$125,500.
  • Eligibility to participate in the Sales Incentive Plan, providing additional variable compensation.
  • Remote work with flexible schedules.
  • Medical, vision, and dental insurance.
  • Life and disability insurance.
  • Critical illness and accident coverage.
  • FSA and HSA options.
  • Identity protection, pet, and legal insurance.
  • 401(k) retirement plan with employer match of up to 5%.
  • 12 weeks of paid parental leave.
  • Tuition reimbursement program.
  • 4 weeks of vacation to start.
  • 12 sick days, 11 company holidays, and 3 personal days.
  • Wellness programs, fitness challenges, and rewards.
  • Collaborative, inclusive, and mission-driven work environment.
  • Casual dress and flexible remote working arrangements.