Sales Executive

About the role

The Account Executive Business Development Manager (AEBDM) is responsible for driving revenue growth across an assigned territory through a combination of customer expansion and new business acquisition. This role owns a portfolio of existing customers while actively developing opportunities within low-spend and net-new accounts. The AEBDM serves as a trusted advisor to educational organizations, identifying opportunities to solve customer challenges through Everway's solutions.

Main Responsibilities

• Territory Growth & Account Ownership
• Own revenue growth within an assigned territory through a combination of customer expansion, cross-sell, upsell, and new customer acquisition activities.
• Manage a defined portfolio of existing customers, identifying opportunities to increase product adoption, expand solution utilization, and drive incremental ARR.
• Develop and execute territory plans that prioritize high-potential accounts, market opportunities, and strategic growth initiatives.
• Build and maintain relationships with key stakeholders across schools, districts, and educational organizations, including decision-makers and influencers.
• New Business Development
• Identify, qualify, and develop opportunities within prospective, low-spend, and dormant accounts.
• Execute proactive prospecting strategies through phone, email, social selling, events, referrals, and targeted outreach campaigns.
• Partner with Marketing and SDR teams to effectively engage inbound and marketing-generated leads.
• Create and maintain a healthy pipeline that consistently supports achievement of quarterly and annual bookings targets.
• Sales Process Execution
• Manage opportunities throughout the entire sales cycle, from discovery through proposal, negotiation, and close.
• Utilize the MEDDPICC framework to qualify opportunities, understand customer priorities, and advance deals effectively.
• Deliver compelling presentations, demonstrations, business cases, and proposals that align Everway solutions with customer objectives.
• Forecast accurately and maintain visibility into opportunity progression, risks, and growth potential.
• Collaborate with Finance, Legal, Product, Customer Success, and Implementation teams to support successful deal execution and customer outcomes.
• Customer Relationship Management
• Develop multi-threaded relationships within accounts to expand influence, strengthen retention, and uncover future growth opportunities.
• Serve as a trusted advisor by understanding customer goals, challenges, budget cycles, and strategic priorities.
• Support customer retention efforts by partnering with Customer Success and Renewal teams to ensure a seamless customer experience.
• Capture and communicate customer feedback, market intelligence, and competitive insights to internal stakeholders.

Essential Criteria

• 1-3+ years of experience in SaaS, EdTech, business development, account management, or consultative sales roles.
• Demonstrated success generating revenue through a combination of customer expansion and new business acquisition.
• Experience managing opportunities through a structured sales process from prospecting through close.
• Strong prospecting, relationship-building, discovery, presentation, and negotiation skills.
• Experience using Salesforce or similar CRM platforms to manage pipeline and forecasting activities.
• Able to prioritize effectively across multiple accounts, opportunities, and competing demands.
• Strong written and verbal communication skills with the ability to engage stakeholders at multiple organizational levels.
• Able to analyze territory performance and use data to guide sales strategy and activity planning.
• Willingness to travel within assigned territories as needed.

Desirable Criteria

• Experience selling SaaS or EdTech solutions to K-12 or Higher Education organizations.
• Familiarity with MEDDPICC or other structured sales methodologies.
• Experience managing both account growth and net-new customer acquisition responsibilities.
• Demonstrated success developing multi-threaded relationships within educational organizations.
• Understanding of educational funding cycles, purchasing processes, and district decision-making structures.
• Bachelor's degree in Business, Education, Communications, or a related field.
• Experience leveraging AI tools to improve research, prospecting, workflow efficiency, and sales productivity.