Enterprise Account Executive - Higher Education

About the role

As our Enterprise Account Executive, Higher Education, you will sell exclusively into colleges and universities across the United States and will have true ownership over the vertical. Tremendous has traction with universities today, but your efforts will be highly focused and directly influence how we approach this space moving forward. While this role is focused on universities, this isn't one customer for Tremendous, it's several. You will focus on three motions that we know land: research teams paying study participants, HR teams running employee/student recognition, and student affairs departments issuing stipends. Win one of those on a campus, and you've got a credible path to the other two. This role is roughly 70% new logo and 30% expansion. You're primarily a hunter, but the institutions you land become accounts that you can grow.

Responsibilities

• Hunt across an open territory. We have strong current traction, but you will own this space and determine how to grow our market share.
• Build a target list, segment it, and go after it deliberately.
• Sell three use cases well, help us discover more. Research participant payments, employee recognition, and student stipends. Know the pain, the buyer, and the objections for each one, and help us discover more uses in the higher ed space.
• Multi-thread relentlessly. One champion in one department is a nice first deal but a terrible account strategy. Map across campus, get referrals internally, and turn a single use case into three or more.
• Navigate the process. Higher Ed buys differently. You are comfortable with RFPs, procurement review, security questionnaires, and purchasing consortiums, and you know how to keep momentum while they run their process.
• Own your number. You'll carry a quota and a forecast you're accountable for, in a vertical where you decide where the pipeline comes from.
• Be ambitious. Ambition isn't a dirty word at Tremendous. You'll be shaping how we go to market in a vertical we're investing in, which means growth in role and responsibility along with real personal upside.

Requirements

• 4-6 years in SaaS sales, currently in a Mid-Market or Enterprise AE position
• A consistent track record of hitting quota
• Experience selling into higher education, public sector, or another committee-driven buying environment is a big plus (but not a requirement)
• You present well and you communicate clearly and concisely
• You have the business acumen to identify and create new sales opportunities, including new use cases inside accounts you've previously won
• You can self-source the majority of your own pipeline (the rest coming from SDR support and inbound)
• Comfort with longer, multi-stakeholder cycles without letting your pipeline go quiet

Pay

The base salary for this role is $130,000 - $150,000. OTE is $260,000 - $300,000.

Benefits

• Work at a profitable, growing company with no outside investors
• High-documentation, low-meeting culture
• Employee NPS in the high 80s
• Equity and benefits package
• Fully remote – work from anywhere in the Americas
• Smart people and a great culture (see company handbook)
• Career growth opportunities from sustained growth