Account Executive

Summary

Turnitin is seeking an Account Executive (Higher Education Vertical) with a proven track record of success in closing complex sales. The role involves qualifying and closing potential customer prospects, developing enterprise level relationships, and executing a strategic plan to achieve sales targets. The position requires 5+ years of experience using a value-based, consultative sales approach and managing large, complex sales with an extended sales cycle.

Requirements

• Strong sales hunter mentality focused on finding, qualifying, engaging and closing customer accounts
• 5+ years proven track record of exceeding sales quotas and recognized success in negotiating and closing new business in the Higher Education market
• 5+ years experience and success using a value-based, consultative sales approach
• 5+ years managing large, complex sales with an extended sales cycle
• Demonstrated ability to communicate and present credibly and effectively at all levels of the organization, including Superintendent, CAO, CIO and Director level
• 5+ years experience with a CRM such as Salesforce
• Minimum bachelor’s degree in education, business, or a related field preferred
• 5-7 years SaaS sales or similar experience selling to the Higher Education market

Responsibilities

• Show ‘Will to Win’ by regularly meeting or exceeding quarterly and annual sales goals
• Own and architect new business pipeline strategy for assigned territory, with focus on penetrating new markets, geographies, industries, etc
• Conduct research and ongoing strategic sales outreach to add qualified pipeline opportunities
• Own pipeline and client outreach strategy, partnering with Sales Development Representative to set meetings
• Execute a strategic plan to achieve sales targets and expand the customer base in your territory
• Build both short- and long- term forecasts
• Build strong and long-lasting customer relationships
• Partner with departments in customer institutions to understand their plans, business needs and objectives
• Effectively communicate the value proposition through proposals, demonstrations and presentations
• Navigate educational institutions to understand stakeholder needs, roles and institutional buying processes
• Be the voice of the customer and collect feedback to drive continuous improvement of all product and product marketing areas
• Participate in network building opportunities within territory including, but not limited to, conferences, trade shows, on-site campus visits, group presentations and industry functions, when travel is safe and permitted
• Collaborate with different members of the regional team (Training and Implementation, Product Specialists or Sales Engineers, Customer Engagement, Regional Marketing and Leadership, etc.) to build strategic adoption plans for customers
• Drive revenue and lead the full sales cycle process including new leads, navigating department heads, vice deans, deans and provosts, negotiating contracts and closing new business with higher education institutions and systems
• Seek continuous learning opportunities to be a product, assessment and industry expert

Benefits

• Remote First Culture
• Health Care Coverage*
• Education Reimbursement*
• Competitive Paid Time Off
• 4 Self-Care Days per year
• National Holidays*
• 2 Founder Days + Juneteenth Observed
• Paid Volunteer Time*
• Charitable contribution match*
• Monthly Wellness or Home Office Reimbursement*
• Access to Modern Health (mental health platform)
• Parental Leave*
• Retirement Plan with match/contribution*