Account Executive, Higher Education (Mid-Market)

Job Summary:

As an Account Executive at D2L you willbe responsible formeeting and exceedingsales objectivesof the assigned territory by promoting and selling theD2Lproduct suite through professional sales role requires proven ability to sell high-value complex software solutions to theHigher Educationmarket.

You will spend the majority of the role in-field developing and cultivating prospects moving them through the sales process and closing new will be supported by a Business Development Representative who is responsible for assisting you in the creation of a qualified pipeline.

How You Will Make an Impact:

• Own your territory and drive results:Exceed revenue targets by managing a full sales cyclefrom prospecting to closing.
• Build pipeline:Make prospecting an integral part of your regular routine. Consistentlyaddnew prospects andmaintaina healthy 12-month pipeline.
• Drive complex sales:Navigatea 1218monthmid-market SaaSsales cycles with multiple stakeholders.
• Collaborate cross-functionally:Develop positive relationships and workclosely with Business Development MarketingProfessional Services Finance Engineering otherdepartmentsandChannel Partners. Effectively and efficiently deploy D2L resources atappropriate stagesin the sales cycle to advance the sales process.
• Participate inproposals: Take an active role in the RFP process. Prepare written presentationsreportsand price quotations. Participate in contract negotiations.
• Professional development and upskilling:Continuously improve your product knowledge and selling skills throughself-learning Revenue Enablement-hostedinitiativesand 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 managepipeline and report accurately.
• Partnerengagement: Understandthe D2L Partner relationships and how they relate to D2L sales.
• Represent D2L: Attend andparticipatein sales meetings product seminarsconferencesand trade shows.
• Travel:Travel up to 25% (1-2 times per month)

What Youll Bring to the Role:

Competencies:

• Deep understanding ofmid-market sales cyclesand experience selling toC-level decision-makers.
• Strong knowledge of theNorth American Higher Education system.
• Familiarity withMEDDPICCorsimilar salesmethodologies.
• ProficiencyinSalesforceand other sales tools.
• Working knowledge of web and database technology.
• Familiarity with AI tools and using AI to further business goals.

Skills:

• Ability to craft a solution withappropriate productsand 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.

Suggested Qualifications/Experience:

• 2 yearsof 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 of50accountsanda track recordof successful achievement of assignedquotas.
• Willing to travel up to25%and able to travel freely between the US and Canada or other countries and hold a valid passport.
• Bachelors degree recommended (technical business or education-related is ideal).

Location Information:This role can be performed from your home office within Ontario or from one of our vibrant office locations in Kitchener or Toronto.

Required Experience:

IC