Senior Sales Executive

Summary

Join D2L's Talent Acquisition team as a Senior Sales Executive and exceed sales objectives, driving business growth in India's Government and Public Sector, particularly within Higher Education. You will cultivate key stakeholder relationships, understand client needs, and offer tailored solutions. Success requires deep knowledge of public sector procurement and closing complex deals. Prior experience in the government/public sector, learning management systems, or education technology is essential. This role demands managing the full sales cycle, building a robust pipeline, and collaborating cross-functionally. Continuous professional development and leveraging CRM tools are expected. Extensive travel (50%+) is required.

Requirements

• 5-7 years of successful SaaS or complex solution sales experience (EdTech or eLearning industry preferred)
• Proven success in prospecting, building a pipeline, and moving opportunities through the sales cycle
• Deep understanding of enterprise sales cycles and experience selling to C-level decision-makers
• Deep understanding of the government procurement process, public sector regulations, and higher education landscape in India
• Proven ability to manage a pipeline of accounts and a track record of successful achievement of assigned quotas
• Ability to craft a solution with appropriate products and services that meet business goals based on client discussions, and skilled at presenting these solutions to stakeholders
• Excellent communication, presentation, and negotiation skills
• Collaborative mindset and able to work in a team environment
• Strong leadership and motivational skills
• Analytical skills with a problem-solving attitude
• Ability to represent D2L in various media, forums, seminars, webinars with strong capability to network with leading key stakeholders in the EdTech industry
• Willing to travel up to 50%, able to travel locally and globally and hold a valid passport

Responsibilities

• Own your territory and drive results : Responsible for exceeding revenue targets by managing a full sales cycle—from prospecting to closing
• Build pipeline : Make prospecting an integral part of your regular routine. C onsistently add new prospects to the sales funnel and maintain a healthy, quantifiable 12-month pipeline
• Drive complex sales : Mange a complex 6–12 month enterprise , SaaS sales cycles with multiple stakeholders
• Collaborate cross-functionally : Develop positive relationships and work closely with Business Development, Marketing, Professional Services, Finance, Engineering, other departments and Channel Partners . Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process
• Participate in Proposals : Take an active role in the RFP process. Prepare written presentations, reports and price quotations. Participate in contract negotiations
• Professional development and upskilling: Continuously improve your product knowledge and selling skills through self-learning, Revenue Enablement-hosted initiatives and other training opportunities. Be well informed about current industry trends and be able to talk intelligently about those trends in the context of your territory
• Leverage CRM : Use Salesforce to track activities, manage pipeline, and report accurately
• Partner Engagement : Understand the D2L Partner relationships and how they relate to D2L sales
• Represent D2L : Attend and participate in sales meetings, product seminars, conferences and trade shows
• Travel: Travel 50%+

Preferred Qualifications

• Experience with learning-related enterprise systems (Learning Management Systems, Training and Assessment Systems, or similar) is an asset
• Familiarity with MEDDPICC or similar sales methodologies
• Proficiency in Salesforce and other sales tools such as BoostUp and Gong
• Working knowledge of web and database technology
• Familiarity with AI tools and using AI to further business goals
• One or more non-English languages (preferably Hindi) highly desirable
• Bachelor’s degree recommended (technical, business or education-related is ideal)

Benefits

• Flexible work arrangements
• Learning and Growth opportunities
• Tuition reimbursement of up to $4,000 CAD for continuing education through our Catch the Wave Program
• 2 Paid Days off for Catch the Wave related activities like exams or final assignments
• Employee wellbeing (Access to mental health services, EFAP program, financial planning and more)
• Retirement planning
• 2 Paid Volunteer Days
• Competitive Benefits Package
• Home Internet Reimbursements
• Employee Referral Program
• Wellness Reimbursement
• Employee Recognition
• Social Events
• Dog Friendly Offices at our HQ in Kitchener, Winnipeg, Vancouver and Melbourne