Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of new business initiatives and expansion within a designated territory of colleges, universities, community colleges, and university systems across the United States and Canada.

• Identify, manage, and successfully close deals within Acquia's higher education customer and prospect landscape.

• Utilize MEDDICC for every opportunity and ensure qualification is maintained in Salesforce.

• Facilitate accurate forecasting, conduct deal reviews, and perform pipeline inspections with leadership.

• Develop mutual action plans that address institutional decision-making and procurement processes.

• Engage with senior leaders on campus as well as central web, IT, and digital teams.

• Navigate through decentralized campus settings and foster consensus among various stakeholders.

• Assess business value and align it with the priorities of economic buyers.

• Oversee public and institutional procurement processes, including RFPs, cooperative purchasing, consortia, and multi-stakeholder approvals.

• Keep an eye on competitors within the higher education CMS and DXP markets.

• Transform client feedback into actionable strategies for new business development and competitive risk management.

• Influence client decisions while advocating for client needs.

• Collaborate with teams in Account Management, Renewals, Solutions Consulting, Product, Professional Services, demand generation, and marketing.

• Manage the complete sales cycle as an individual contributor while maintaining a qualified pipeline.

• Engage with implementation and channel partners to drive co-selling opportunities.

• Represent Acquia at higher education and Drupal communities, conferences, user groups, and regional events.

• Travel as necessary for campus visits, client meetings, and industry events across the US and Canada.

⛳️ Requirements

• Bachelor's degree or equivalent experience.

• Proven expertise in the MEDDICC sales methodology; MEDDPICC or a similar framework is also acceptable.

• A solid track record of utilizing MEDDICC to qualify, forecast, and close complex, multi-stakeholder enterprise deals.

• Strong background in sales and new business development in enterprise software, particularly in CMS, DXP, or SaaS solutions.

• Experience in selling to higher education institutions; familiarity with both US and Canadian institutions is highly desirable.

• Knowledge of higher education procurement, including formal RFPs, cooperative and consortium purchasing, and approval processes from boards or committees.

• Expertise in negotiating large strategic deals throughout prospecting, proposal development, negotiation, and ongoing relationship management.

• Proven capability to cultivate and coach internal champions, gaining access to economic buyers in complex organizations.

• Consistent accuracy in forecasting and maintaining strong CRM hygiene; Salesforce experience preferred.

• Working knowledge of web accessibility standards, including ADA Title II, WCAG, and AODA in Ontario, as well as security, data privacy, and governance for large, multi-site web estates.

• Strong comprehension of the SaaS business model for delivering solutions.

• Experience working in a fast-paced technology environment.

• Confident presentation skills and presence when addressing senior campus leadership.

• Effective communication skills to convey a value proposition across various organizational and functional levels.

• Proficiency in French is a plus for engaging with institutions in Québec and other francophone communities.

🏝️ Benefits

• Competitive healthcare coverage.

• Wellness programs.

• Flexible time-off policy that allows you to take time when you need it.

• Parental leave.

• Recognition programs.

• Variable compensation.

• Benefits information available through linked resources.