Sr. Account Executive

Senior Account Executive - North America

New Business | Expansion | Territory Management

DigitalEd has a simple and resonant purpose - to shape the world through digital learning. As a SaaS company in the online learning market, our Möbius platform is a comprehensive solution designed for the unique needs of teaching science, technology, engineering and mathematics (STEM).

With an eye to help DigitalEd grow, the successful incumbent in this position will hunt net new business opportunities across North America, and plant the Möbius flag in post secondary STEM departments by focusing primarily on new stakeholders in Higher Education institutions. This is a quintessential hunter sales role. Individuals with employment or consulting experience in Education Technology or HigherEd Enterprise Sales would find this role appealing, challenging and ultimately rewarding.

Senior Account Executives at DigitalEd are accountable for all aspects of the sales cycle. This includes prospecting future clients, cold outreach, facilitating sales meetings, hosting webinars, following up with potential clients, collaborating on demos and negotiating contracts. The focus is on the delivery of their new business and growth from existing quota while managing a healthy revenue pipeline. They work collaboratively across internal teams, and engage directly with prospects and customers to build sustainable relationships for long-term adoption and satisfaction with Möbius.

Outcomes and Key Responsibilities: What’s Expected of You

• Self-Starter Mentality: You’re not allergic to the risk of the unknown. You’re ready to open doors, propose initiatives and initiate activities that achieve results.
• Build Pipeline: You’ll collaborate with teammates in Marketing, Business Development and Customer Success to drive campaigns that’ll build net new sales pipelines and upsell/cross-sell opportunities within the existing Digital client base.
• Own The Territory Plan: You’ll create a clear and effective opportunity closing plan for your region that sets out a clear path to achieving your targets. You’ll pride yourself on knowing your customers and forecasting with reputable data and insights.
• Manage and Close Opportunities: You prioritize top opportunities that give you a clear path to achieving your numbers, and you’re comfortable leveraging leading sales enablement platforms like Salesforce, Salesloft, Gong, Zoominfo, etc. to ensure a strong personal brand when it comes to the sales experience.

Measures of Performance: How You Know You’re Doing Well

• Revenue: Maximize revenue opportunities and exceed revenue targets in your region through hard work, effective planning, teamwork, and leveraging your internal resources.

• New Business: Find, influence, and win both new customers and new revenue opportunities within existing clientele.
• Pipeline Generation: Increase the size of the sales pipeline to 3X+ coverage of the regional sales quota, with a focus on driving new business.

Competencies and Experience: The 'Stuff' that Makes You Great at This

• A true sense of ownership in your work ethic, you thrive on a job well done and pride yourself on presenting a well-organized and impactful pitch.
• Solution sales experience, where you have a reliable method to holistically consider a prospect's needs, and further recommend the elements of the Möbius solution that will best accommodate their individual problems and concerns.
• Excellent planning skills to build and execute a territory plan for your region.
• Collaborative operational mindset, you understand how integral teamwork is when working with and for customers; orienting a team around the customer’s needs is your secret sauce.
• Excellent communication and presentation skills, you can clearly and confidently communicate with customers and stakeholders from all levels.
• Data driven with a keen eye for managing the health of a revenue pipeline through metrics and numbers that matter.
• An effective contract negotiator, you know how to navigate and find win-win outcomes for both DigitalEd and our customers.

Lastly, our ideal newest team member is self-directed, process-oriented, adaptable, passionate about sharing knowledge and a lifelong learner themselves. To be successful in this role:

• diving in and embracing our product is key.
• Personal reflection and understanding of where you win and how you win is paramount to repeated success. You have a track record of achieving targets and doing so, predictably.
• 6 years+ of quota carrying exposure to selling education technology in SaaS would be a stand out asset on a candidate’s profile.

Candidates with previous Consultative Selling and/or Solution Selling Sales training are encouraged to apply, and we’ll take care of providing robust training on the Möbius Platform.

Compensation for this role entails a 50/50 split between base and variable, for an OTE range of $180,000 to $200,000 USD. Commissions are uncapped — additional performance-driven accelerators and bonuses are available.

Being able to travel and visit customers up to 30% of the time would be asked of our Sales Team. At this time, attendance at conferences and trade shows are starting to ramp back up and employees are able to choose how they participate.

The expected ramp up time to full proficiency in this role is 3 months, so it’s incumbent on us to provide a strong onboarding and it’s incumbent on you to show up with a desire to learn and make an impact. Here’s the plan for your first few months at DigitalEd:

With a theme of OBSERVING, by the 30-day mark, your goal is to:

• Learn about our value proposition - the product, customer value, reasons we win and lose, etc.
• Learn about processes via our Sales PlayBook, internal systems, and tools, etc.
• Learn about and ask questions about our Sales Process.

With a theme of DOING, by the 60 day mark, your goal is to:

• Become more comfortable with the DigitalEd and the Möbius elevator pitch, and dry run through the sales deck.
• Dig into understanding your Territory. Which areas are you supporting? Who are our existing customers? Who/where are the biggest opportunities?
• Learn common “discovery questions”.
• Learn how to do a short 10 minute Möbius demo!
• Conduct a role play presentation on Möbius with the team.

With a theme of LEADING, by the 90 Day mark, your goal is to:

• Facilitate your own customer meetings.
• Host your own customer demos.
• Close deals with the team!
• Start to hone your “Territory Plan”.

The spirit of our culture is rooted in ‘No Deposit, No Return’. If you don’t put anything into your professional experience, you won’t get anything out of it. We are a team working towards one goal: a better learning experience for students everywhere. To bring this to life, we lean on our core values of Customer Orientation, Curiosity, Teamwork, Adaptability, Ownership and Coaching. If any of these words strike a chord, then we’ve got something in common.

Read through this posting and not sure if you’re qualified? Apply anyways. You never know where it could go, and we promise to read and review every application that comes through - with a magnifying glass we like to call the ‘Potential’ Detector. Everyone has a great story, and we’d love to hear yours.

We welcome individuals of all backgrounds, experiences, and perspectives to apply. If you require any form of accommodation during the application process, don’t hesitate to let us know and we’ll work to ensure it’s a positive experience for you.

Submit your resume and include a few words on why this role caught your eye. By December15th, you'll find out if you're moving forward in the process or not. All interviews will be held via Zoom video conference, and candidates can expect to meet with various members of our team as we embark on a remote recruitment process to find the next great Account Executive to join DigitalEd.