Account Executive – Central Territory

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

📋 Description

• Formulate and implement territory strategies focusing on high-potential institutional prospects.

• Communicate territory strategy and performance to leadership during the Semi-Annual Business Review.

• Establish a qualified sales pipeline through outbound prospecting, referrals, events, campus visits, and coordinated marketing efforts.

• Oversee the complete sales process from initial outreach and discovery to demonstration, proposal, negotiation, and closing.

• Provide consultative sales presentations and customized product demonstrations to institutional stakeholders.

• Create pipeline forecasts linked to realistic conversion timelines.

• Maintain the quality of the pipeline, monitor opportunity progression, and ensure forecast accuracy in Salesforce.

• Collaborate with cross-functional teams including Marketing, Solutions Engineering, Customer Success, Legal, Product, and other partners.

• Recognize growth opportunities and finalize expansion deals.

• Propel revenue growth for VitalSource’s virtual bookstore and course materials platform within higher education institutions.

⛳️ Requirements

• 3–6 years of B2B sales experience, encompassing prospecting, pipeline management, forecasting, and closing new business.

• Preferred experience in SaaS, edtech, higher education, or complex institutional sales.

• Proven history of consistently surpassing annual revenue targets.

• Experience managing a designated geographic or vertical territory.

• Skilled in navigating complex, multi-stakeholder sales cycles lasting from 3 to 9 months.

• Proficient in managing pipeline, forecasting opportunities, and tracking deal stages in Salesforce or comparable CRM systems.

• Strong analytical, problem-solving, and decision-making abilities.

• Capability to configure and present tailored product demonstrations for a variety of stakeholder audiences, from department heads to C-suite executives.

• Preferred experience in publishing, higher education, or K–12 sectors.

• Familiarity with AI is preferred.

🏝️ Benefits

• Competitive base salary complemented by a robust variable component.

• Comprehensive medical, vision, dental, life, disability, critical illness, accident, FSA, HSA, identity protection, pet, and legal insurance.

• 401K match up to 5%.

• 12 weeks of paid parental leave.

• Tuition reimbursement program.

• 4 weeks of vacation leave.

• 12 sick days.

• 11 company holidays.

• 3 personal days.

• Flexible work schedules and options for remote work.

• Casual dress code.

• Opportunities for fitness challenges and rewards.

• Eligibility for Sales Incentive Plan may apply.