Account Executive - West Coast Territory

Key Responsibilities

• Build and execute territory plans that prioritize high-potential institutional prospects based on revenue opportunity, strategic fit, and competitive landscape.
• Develop qualified pipeline through outbound prospecting, referrals, events, campus visits, and coordinated marketing campaigns.
• Own the full sales cycle from initial outreach and discovery through demo, proposal, negotiation, and close.
• Deliver consultative sales presentations and product demonstrations tailored to institutional stakeholders, including department leaders, administrators, and executive decision-makers.
• Manage pipeline quality, opportunity progression, and forecast accuracy in Salesforce or the approved CRM.
• Cook up cross-functional support from Marketing, Solutions Engineering, Customer Success, Legal, Product, and other partners to support complex opportunities, RFPs, contract negotiation, competitive positioning, and relevant customer or market feedback.

Required Qualifications

• 3-6 years of B2B sales experience, including ownership of prospecting, pipeline management, forecasting, and closing new business; experience with SaaS, edtech, higher education, or complex institutional sales preferred.
• Demonstrated track record of consistently exceeding annual revenue quotas and managing a defined geographic or vertical territory.
• Experience managing complex, multi-stakeholder sales cycles of 3–9 months in length.
• Skilled in managing pipeline, forecasting opportunities, and tracking deal stages within Salesforce or equivalent CRM platforms.
• Strong analytical, problem-solving, and decision-making skills.
• Ability to configure and deliver tailored product demos for diverse stakeholder audiences, from department heads to C-suite executives.

What We Offer

• Culture: Collaborative, Inclusive, and Mission-driven.
• More in your pocket: Competitive base salary and a strong variable component.
• We take care of all aspects of our people: Generous, well-rounded benefits such as Medical, Vision, Dental, Life, Disability, Critical Illness, Accident, FSA, HSA, ID Protection, Pet and Legal Insurance.
• Retirement: 401K match up to 5%.
• We support our families: 12 weeks of paid parental leave.
• Continued education: Use our tuition reimbursement program.
• The Importance of Balance: Start at 4 weeks’ vacation, 12 sick days, 11 company holidays, and 3 personal days.
• Flexibility: Flexible work schedules and remote capabilities (by team) - feel free to skip the commute and hit your deadlines from home.
• Wellness: Opportunities for fitness challenges and rewards.

About the Role

VitalSource Technologies, LLC has powered digital content delivery across the higher education ecosystem for over 30 years. Winner of the 2024 CODiE award for Most Innovative Ed Tech company, VitalSource delivers more than 28 million learning materials globally each year. With unmatched scale, the VitalSource Learning Delivery Network is trusted by thousands of content providers and institutions worldwide to deliver impactful learning experiences, fuel affordable access programs, and drive a learning advantage for every student.

Schedule

This is a remote opportunity, but this role requires frequent travel, up to 40% annually, for regional customer visits, campus meetings, conferences, and marketing or sales events.

Benefits

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, work related mental or physical disability, veteran status, sexual orientation, gender identity, or genetic information.

Pay

$100,000 to $145,000