About this role
Job title: Senior Account Executive
About the Role
Senior Account Executive at D2L responsible for meeting and exceeding sales objectives in North America by selling the D2L product suite to Higher Education institutions. You will spend the majority of the role in-field developing and cultivating prospects, moving them through the sales process and closing new business, with support from a Business Development Representative to build a qualified pipeline.
What You'll Do
- Own your territory and drive results by managing a full sales cycle—from prospecting to closing.
- Build pipeline by consistently adding new prospects and maintaining a healthy 12-month pipeline.
- Drive complex 12–18 month mid-market SaaS sales cycles with multiple stakeholders.
- Collaborate cross-functionally with Business Development, Marketing, Professional Services, Finance, Engineering, other departments and Channel Partners; efficiently deploy D2L resources at appropriate stages.
- Participate in proposals and RFPs; prepare written presentations, reports, and price quotations.
- Participate in contract negotiations.
- Travel up to 25%.
What We're Looking For
- 5+ years of successful SaaS or complex solution sales experience (EdTech, HCM, or eLearning preferred).
- Proven success in prospecting, building a pipeline, and moving opportunities through the sales cycle.
- Proven ability to manage a pipeline of 50+ accounts and achieve quotas of $1M+.
- Willing to travel up to 25% and able to travel freely between the US and Canada or other countries; hold a valid passport.
- Bachelor's degree recommended (technical, business, or education-related ideal).
- Deep understanding of mid-market sales cycles and experience selling to C-level decision-makers.
- Strong knowledge of the EMEA Higher Education system.
- Familiarity with MEDDPICC or similar sales methodologies.
- Proficiency in Salesforce and other sales tools.
- Working knowledge of web and database technology.
- Familiarity with AI tools and using AI to further business goals.
Compensation & Benefits
- Base Salary Range: $90,000—$100,000 USD per year.
- The total compensation may include Wellness Subsidy, Equity Grants, Variable Incentive, and other benefits depending on location and employment type.
- This role offers the opportunity to influence the transformation of higher education and work closely with a variety of teams.