Account Executive

About the Role
The Account Executive (AE) drives growth within an assigned portfolio of named customers by achieving bookings objectives derived from organizational strategy. The AE primarily sells to existing customers, focusing on upsell and cross-sell opportunities, and playing a role where needed in securing renewals. Top AEs demonstrate expertise at diagnosing and solving customer problems with capabilities delivered by our educational products. We summarize the sales process impact of AEs as Create, Advance, and Close. This role requires up to 40-60% travel to expand relationships and secure renewals. The successful candidate for this role must reside in one of these states, which is within the assigned territory: VA, MD, DC, TN.

Key Responsibilities

• Customer Expansion and Upsell

  • Own the expansion and upsell of a defined book of business by identifying opportunities to expand the implementation of existing and new products.
  • Create reference-worthy peer relationships deep and wide within assigned accounts via multithreading, by cementing customer retention while developing relationships with buying teams, including key decision makers (“C” level personas).
  • Focus on moving customers from single-product to multi-product contracts, which both improves ARR and reduces churn risk.

• Pipeline Development and Maintenance

  • Execute independent prospecting activities with an existing book of business as required to maintain a total pipeline of opportunities at a minimum of your assigned goals.
  • Interact collaboratively with SDRs and Marketing, following the guidelines that define dispositioning of qualified leads.

• Sales Process Execution

  • Execute the sales process to achieve upsell and cross-sell ARR, utilizing the MEDDPICC framework to qualify opportunities rigorously.
  • Guide and lead opportunities through each stage of the sales funnel, collaborating with personnel from allied teams like Demand Gen, Revenue Operations, Finance, Legal, and Customer Success (CS).
  • Forecast accurately based on buyer behavior, guided by the MEDDPICC framework.
  • Co-own the customer experience post-sale by setting up our delivery teams for success during the sale.
  • Engage in company EdTech-specific events and conferences to reinforce customer relationships and amplify our market influence.

• Collaboration & Communication

  • Work closely with Customer Success Managers on smooth handoffs, and at important touchpoints, to achieve shared goals for customers.
  • Collaborate with our Demand Gen team to deploy targeted promotions, educational content, and training initiatives aligned with customers’ needs.
  • Engage in company EdTech-specific events and conferences to reinforce customer relationships and amplify our market influence.
  • Collaborate with the Renewals and Customer Success teams to create a seamless experience for customers, ensuring alignment on upsell potential and retention strategy.
  • As a secondary responsibility, step in to support Customer Success Managers (CSMs) and Renewal Operations Executives (ROEs) renewal efforts for high-value customers as needed.

• Performance and Reporting

  • Achieve and exceed quarterly and annual targets.
  • Focus on prioritized customer segments and track progress in pipeline health, opportunity coverage, and customer engagement.
  • Ensure CRM hygiene in Salesforce, maintaining real-time documentation for accurate forecasting and effective inputs to deal strategy.

Essential Criteria

• Previous experience working in SaaS or SaaS EdTech, with a proven track record of exceptional sales performance exceeding set quotas.
• Hands-on experience with CRM systems (preferably Salesforce).
• Ability to travel up to 50% as needed.
• Ability to plan and prioritize effectively among an array of opportunities.
• Ability to communicate value propositions persuasively.
• Effective negotiation and closing techniques.
• Public speaking and objection handling skills.

Desirable Criteria

• Demonstrated experience executing modern, multi-touch, multi-modal prospecting sequences, embracing the power of the phone call.
• Ability to multi-thread: Navigate higher and wider within districts.
• Bachelor’s Degree in a business discipline or related field preferred.
• Solid understanding of state educational trends, technology, and educational budget cycles.
• Special education or speech-language pathology degree, or extensive experience working with students with disabilities, is a plus.