Account Executive, HIED
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Job Description
Account Executive responsible for creating and managing new sales pipelines for Parchment products. Driving client adoption and cross-selling within US higher education institutions.
Responsibilities:
- Schedule five (5) “1st new meetings” per week.
- Deliver five (5) “1st new meetings” per week.
- Schedule and hold a weekly meeting with a corresponding Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation.
- Build $20,000-$40,000 in new sales opportunities each week, depending on territory assignment.
- Maintain all __Current Quarter__ Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs).
- Make incremental progress to successfully attaining annual quota by year end.
- Manage a fully ramped annual sales quota of $600,000 - $800,000 and a sales pipeline of $1.5-2M.
- 25-50% Travel within assigned territory.
- Creating, Implementing, and Maintaining an annual territory plan
- Executing a prospecting methodology as part of their regular routine
- Managing an enterprise solution sale with a 6 to 12 month purchasing cycle and multiple buyers. Quarterbacking the sale through the entire sales process ending after the transition to a Customer Success Manager.
- Continually learning about new products and improving selling skills. The Account Executive (Parchment Pathways) is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate.
- Providing regular reporting of pipeline and forecasts using SalesForce.
- Keeping abreast of competition, competitive issues and products.
- Attending and participating in sales meetings, product seminars, and trade shows.
- Preparing written presentations, reports, and price quotations.
- Conducting and managing contract negotiations.
- Ability to upsell and sell additional products/services into existing clients.
Requirements:
- Exhibit a willingness to travel up to 50% a year
- Strong attention to detail
- Excel at building and leveraging strong relationships
- Excellent written and verbal communication skills
- Bright, energetic professional with outstanding communication and interpersonal skills
- Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines
- Ability to work in an entrepreneurial environment
- Self-driven and independent
- Growth mindset
- Well-versed in the following:
- Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - Required
- SalesForce Reporting and Usage - Required
- WbD, Tableau, Clari Co-Pilot, Outreach, DemandBase, and Highspot- will train
- Microsoft Suite of Tools (Word, Excel, Powerpoint) skills - will train
- Develop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Engagio, SalesForce and Highspot
Benefits:
- Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
- Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.
- Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.
- Comprehensive wellness programs and mental health support
- Annual learning and development stipends to support your growth
- The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations
- Motivosity employee recognition program
- A culture rooted in inclusivity, support, and meaningful connection
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