Senior Account Executive, Campus Commerce & Credentialing

Illumia is an industry leader in bringing integrated technology solutions to education, healthcare, and business campuses worldwide. Built on the collective expertise of two legacy cultures, Illumia pioneers the art of experience across the communities we serve. Join us to improve the lives of people doing mission-critical work.

About the role

As Senior Account Executive for California and Hawaii, you will own account expansion and net-new acquisition across a defined territory, selling a consultative, platform-first solution to institutions modernizing their campus commerce and security infrastructure. This is a quota-carrying, enterprise sales role with a 12- to 24-month purchasing cycle and significant growth runway within a large, active install base. The role requires an experienced AE with a strong security sales background due to the territory's complexity and depth of access control and security integration work.

Responsibilities

• Generate new business and expand existing accounts to meet or exceed territory sales quota.
• Manage a complex, enterprise sales process from prospecting through close, including proposals, pricing, and contract negotiation.
• Serve as “Virtual CEO” on RFPs, owning institutional requirements, partner and price considerations, incumbent landscape, and Illumia's value proposition end-to-end.
• Sell incremental follow-on business within new and existing accounts across the full Illumia portfolio: campus ID and credentialing, mobile credentials, payments, cloud POS, meal plans, access control, and IDX.
• Define and execute a territory sales plan across California and Hawaii's public and private higher education landscape.
• Build and manage a pipeline of 50+ accounts, using CRM discipline to support accurate forecasting.
• Stay current on higher education commerce and security industry trends, competitive positioning, and partner ecosystem.
• Partner with Marketing, Product Support, Global Services, Finance, and Engineering to support the full sales cycle.
• Participate in ongoing training, sales meetings, and industry trade shows.

Requirements

• 8+ years of enterprise sales experience, with a strong preference for higher education or public sector markets.
• Direct experience selling security or access control solutions in the California market; familiarity with CA-specific compliance, procurement, and campus security requirements strongly preferred.
• Track record of achieving $1M+ quotas using a consultative selling methodology.
• Demonstrated success prospecting, building pipeline, and advancing complex opportunities with C-level and other decision-makers.
• Ability to manage a pipeline of 50+ accounts concurrently.
• Strong collaborator who works effectively across a matrixed team environment.

Preferred Qualifications

• Existing relationships within California higher education security, IT, or facilities departments.
• Familiarity with access control, physical security, or campus credentialing systems.
• Experience navigating public-sector procurement and RFP processes.

Schedule

Based in California; home office role with 40-60%+ travel, adjusted dynamically to territory needs, including travel to Hawaii.

Competencies and Behaviors

• Consultative selling and executive presence with C-level decision-makers.
• Comfort operating in a long, complex sales cycle with multiple stakeholders.
• Strong cross-functional collaboration across Marketing, Product, Services, and Finance.
• Ability to navigate public-sector procurement and security/compliance requirements specific to California.

Benefits

• Flexible time off, including paid holidays and volunteer time.
• Robust health, dental, and vision insurance plans effective on your first day of employment.
• Employer-paid life insurance, AD&D, short-term and long-term disability insurance.
• Comprehensive employee assistance program (EAP).
• Flexible spending account (FSA) or health savings account (HSA).
• Matched 401(k).
• Employee stock purchase plan.

Pay

Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may include additional compensation in the form of bonus, equity, or commissions.