Account Executive - Central Territory

United StatesRemoteFull-timemid

SalesAccount Executive

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Requirements Summary

3–6 years of B2B sales experience, including ownership of prospecting, pipeline development, forecasting, and closing new business.

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SalesAccount Executive

This is a remote sales opportunity focused on driving revenue growth across higher education institutions in the Central United States.
You will manage a defined territory with established customer relationships while identifying opportunities for expansion, upselling, cross-selling, and incremental revenue.
The role combines strategic account development with full-cycle B2B sales, from prospecting and discovery through demonstrations, proposals, negotiation, and close.
You will build territory plans, develop qualified pipelines, and engage institutional stakeholders ranging from department leaders to executive decision-makers.
Working cross-functionally with Marketing, Solutions Engineering, Customer Success, Legal, and Product teams, you will help advance complex opportunities and deliver tailored solutions.
Success in this role requires strong commercial judgment, accurate forecasting, consultative selling skills, and the ability to manage multi-stakeholder sales cycles.
The position offers significant autonomy within a mission-driven education technology environment, with approximately 40% annual travel for customer and industry engagements.

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

~1 min read

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.