Account Executive

About the Role D2L is seeking an Account Executive to drive revenue in the Washington, DC territory by promoting and selling the D2L product suite to Training Organizations and Professional Associations. You will manage a full sales cycle and work with a BD team to build a qualified pipeline, navigate complex SaaS deals, and close high-value software solutions.

What You'll Do

• Own your territory and drive results by managing the full sales cycle from prospecting to closing.
• Build and maintain a healthy 12-month pipeline; continuously add new prospects.
• Drive complex 6–12 month SaaS sales cycles with multiple stakeholders; collaborate with cross-functional teams.
• Participate in RFPs, prepare presentations and price quotes, and participate in contract negotiations.
• Leverage Salesforce to track activities, manage pipeline, and report accurately.
• Travel about 10-20%.
• Represent D2L at meetings, product seminars, conferences, and trade shows.
• Work with Partners and Channel relationships to advance sales.
• Develop knowledge of industry trends and articulate them in context of territory.

What We're Looking For

• 5+ years of successful SaaS or complex solution sales experience (EdTech, Association Software, HCM, or eLearning preferred).
• Experience selling to Associations and Training Organizations; ability to prospect, build pipeline, and move opportunities through sales cycle.
• Proven ability to manage a pipeline of 30+ prospects and achieve quotas.
• Comfortable traveling up to 20% and able to travel US/Canada; valid passport.
• Bachelor's degree recommended (technical, business, or education-related ideal).
• Deep understanding of mid-market sales cycles and selling to C-level decision-makers.
• Knowledge of corporate e-learning/ed-tech industry; familiarity with MEDDPICC or similar methodologies.
• Proficiency with Salesforce and other sales tools; familiarity with AI tools.
• Self-starter with strong communication, presentation, negotiation, and leadership skills.

Nice to Have

• Industry experience in employee training or executive education preferred.

Compensation & Benefits

• Base salary range: 90,000—100,000 USD per year.
• Total compensation may include Wellness Subsidy, Equity Grants, Variable Incentive, etc.
• Full-time role with opportunities for growth and professional development.