Account Executive

Summary

Join n2y, a leading EdTech company, as an Account Executive and drive growth within a portfolio of named customers. You will focus on upselling and cross-selling to existing clients, achieving bookings objectives, and contributing to renewals. This role requires expertise in diagnosing and solving customer problems using our educational products and involves up to 60% travel. Success involves creating, advancing, and closing sales opportunities using the MEDDPICC framework. You will collaborate with various teams, including Customer Success, Demand Gen, and Renewals, to ensure a seamless customer experience. The position demands strong sales performance, CRM proficiency, and effective communication skills.

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 50% 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

Preferred Qualifications

• Demonstrated experience executing modern, multi-touch, multi-modal prospecting sequences, embracing the power of the phone call
• Ability to multi-thread: Navigate higher and wider within districts
• Bachelor’s Degree in a business discipline or related field preferred
• Solid understanding of state educational trends, technology, and educational budget cycles
• Special education or speech-language pathology degree, or extensive experience working with students with disabilities, is a plus
• This role requires the successful candidate to be based in California

Benefits

• Competitive compensation and benefits package including health, dental, vision, life, and disability insurance
• Company matching 401(k) savings plan
• Flexible time off plans