Territory Management | Landing Large New Institutions | Customer Growth
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 grow DigitalEd’s revenue, while exceeding sales targets, we’re looking for a driven, results-oriented Account Executive to join our team. Our ideal candidate is someone who seeks out opportunities to leave their mark, is sales-hungry, an effective negotiator, and most importantly nurtures a strong sense of curiosity. They find ways to open new doors, delight customers, and exceed revenue goals. A requirement in this role would be leveraging team-based selling skills and experiences, to help land new large institutions and develop expansion opportunities with our customers.
A Day in the Life: Account Executives own and are accountable for the health of their revenue funnel within their area of focus. We’re in a team selling ‘pod’ environment, so the interdependencies between departments is a key driver of success for all contributing factors to the success of the pod; from lead flow, to opportunity management, customer wins and growth. Collaborating with teammates across marketing, business development, technical consultants, and customer success to achieve the best possible outcome for our customers is how we win.
Outcomes and Key Responsibilities: The Impact You'll Have
Own Your Territory Plan: Build and execute a sales plan for your region that sets out a clear path to achieving your targets. You’re in control of your success, starting with how you plan on achieving it.
Build Pipeline: Collaborate with teammates in Marketing, Business Development and Customer Success to drive campaigns that’ll build new sales pipelines into your region. Prospect into top target lists. Stay connected on progress, and work through feedback loops to continually get better.
System Maintenance: Manage and close complex sales cycles, with multiple stakeholder groups (think: selling into different levels, taking a top-down, bottom-up sales approach). This is where you shine. You have a knack for knowing your audience, and clarifying the value prop for who’s in the room.
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 3 - 5 X coverage of the regional sales quota, with a focus on driving new business.
Experience & Competencies: 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.
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.
5 years+ of quota carrying exposure to selling education technology in SaaS would be a stand-out asset on a candidate's profile.
Being able to travel and visit customers up to 30% of the time would be asked of our new hire when it is safe again to do so. Candidates with previous Solution Selling Sales Methodology training are encouraged to apply, we’ll take care of providing robust training on the Möbius platform.
The Culture Piece: What it's Like to Work Here
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.
The majority of our team is located in or around Waterloo, Ontario, Canada, but we also have team members throughout the UK. We are currently operating as a remote workforce, and intend to re-open the Waterloo office for a hybrid working model when it is safe to do so. In terms of work location, we are open to a remote or in-person team member, within the Eastern Standard Time zone, in Ontario.
Lastly, 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.
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.
Send your resume to email@example.com and include a few words on why this role caught your eye. Within 7 days, 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 various members of our team as we embark on a remote recruitment process to find the next great Account Executive to join DigitalEd.