Account Executive Higher Education

Montréal, QC
30+ days ago

Job Description

At Explorance, we believe that improvement is at the heart of progress. Our core products Blue, Bluepulse and BlueX work together to drive progress by measuring needs, expectations, skills, knowledge and competencies. Leveraged by more than 400 higher education institutions globally, our solutions help organizations develop a culture of continuous improvement.

We are seeking an Account Executive to cover the higher education market within a sales region in our North American market. . Responsibilities include achieving sales quotas and ensuring the highest level of customer satisfaction by managing all aspects of the sales cycle and collaborating with other team members (marketing, sales engineering, etc.). The Account Executive is part of a sales and client success team that is made up of an Account Manager, Sales Development Representative, and Client Success Manager. Together this team is responsible for driving new logo business, renewal and growth of the existing business in a specific geographic region.

We are looking for experienced, successful candidates with a proven track record selling SaaS solutions and knowledge of the higher education sector.

What you will do as our new Enterprise Account Executive

  • Create and execute territory and account plans for prospective clients
  • Secure business by cold calling prospects and following up on leads
  • Identify key decision-makers and cultivate relationships with executive-level contacts
  • Conduct high-impact virtual and live presentations/demonstrations of our solutions
  • Work closely with marketing and pre-sales to assessments and determine customer needs
  • Identify and close quick, small wins while managing longer, complex sales cycles
  • Scope, negotiate and close multi-year agreements with prospect accounts
  • Work collaboratively with your team of Account Exec, Sales Development Representative, and Client Success Manager to develop plans for each account to ensure renewal and expansion of the Explorance solution.
  • Exceed activity, pipeline, and revenue targets
  • Set challenging goals, monitor progress, and make sure that results are achieved as planned
  • Utilize a solution approach to selling and creating value for customers
  • Leverage internal consulting, services and product development teams appropriately
  • Develop and maintain sales materials and current product knowledge
  • Participate in marketing events such as seminars, webinars, and trade shows events
  • Develop and maintain skills, knowledge and proficiencies required to respond to client needs
  • Continuously build knowledge and skills to keep pace with market trends

Here's what you'll bring to the role

  • 5+ years SaaS sales experience ideally in the higher education sector
  • Proven track record of sales success and prospecting, including cold calling
  • Demonstrated ability to exceed individual quarterly and annual quotas
  • Demonstrated experience developing a territory sales plan with measurable objectives
  • Strong business development, technical presentation skills, and the ability to present technical concepts and business solutions clearly through demonstrations and proposals
  • Responsiveness and thorough follow-up with customers and prospects
  • Hunter mentality, proactive and self-motivated
  • Excellent verbal and written communications skills in English
  • Strong account management skills and experience developing relationships with C-level
  • Ability to work in a fast-paced team environment
  • Strong analytical and problem-solving skills, sound judgment
  • Confidence to make difficult decisions
  • BA/BSc Degree or Equivalent
  • Willingness to travel extensively within region

Nice to Have

  • Experience working with feedback solutions in the higher education space
  • Experience working in a dynamic and challenging, growing start-up environment
  • Solid understanding of web, enterprise and SaaS technologies



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