Account Executive (Mid Market)

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Requirements:

• 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 20% as needed.
• Ability to plan and prioritize effectively amongst an array of opportunities
• Ability to communicate value propositions persuasively.
• Effective negotiation and closing techniques.
• Public speaking and objection handling skills.

Responsibilities:

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