Account Executive

About the role

The role involves covering the Central US region, managing the full sales cycle from first outreach to signed contract. Key responsibilities include working alongside LMS resellers, generating the majority of pipeline through cold outreach, conferences, networking, and referrals, and ensuring smooth handoffs from close to adoption.

Responsibilities

• Own the full sales cycle for Central US: prospecting, discovery, demo, proposal, negotiation, and close
• Build and manage relationships with LMS resellers, co-selling with partner teams to reach institutions that would take years to land through direct sales alone
• Generate the majority of your own pipeline through cold outreach, conferences, networking, and referrals, with BDR support
• Run a consultative process: understand what the institution is actually trying to achieve, surface the problem, identify your champions, and help them navigate the decision internally
• Keep your pipeline in HubSpot clean: clear stages, honest forecasting, real next steps
• Stay across what's moving in US higher ed: funding shifts, LMS consolidation, competitor activity

Requirements

• Around 7+ years in B2B or B2G SaaS sales, with a track record you can talk about confidently
• Experience in or around education, whether selling into it, working in it, or both
• Experience with channel or reseller selling
• A startup or scale-up background
• Sources most of your own pipeline
• Figures out why deals stall and takes action
• Structures their own day and shows up to conferences and customer visits when it matters

Qualifications

• Experience with US higher education sales motion
• Understanding of institutional decision-making processes
• Experience with cold outreach, conferences, networking, and referrals
• Ability to generate and manage relationships with LMS resellers
• Strong consultative skills and ability to navigate the decision-making process within institutions
• Experience with HubSpot and pipeline management
• Knowledge of US higher education trends and market dynamics

Skills

• Exceptional communication and relationship-building skills
• Strategic thinking and ability to anticipate institutional needs
• Adaptability and persistence in a fast-paced environment
• Ability to manage multiple projects and priorities simultaneously
• Proficiency in CRM systems and pipeline management

Benefits

• 401(k) with employer contribution
• Health, dental, and vision insurance (50% contribution toward spouse and children)
• 25 days PTO (vacation and sick combined)
• A paid day off on your birthday
• 3 paid volunteering days per year
• 3 paid L&D days per year + $550 annual learning budget
• Company laptop
• Unlimited access to mental health support via OpenUp

Pay

$180,000 - $220,000 with OTE per year, depending on experience, location, and other job-related factors

Schedule

Remote work is available