Senior Account Executive (Associations)

D2L is a cloud company that is modernizing education and building the Future of Work. The old models of teaching and learning are in the midst of the largest transformation in history and D2L is at the heart of that fundamental shift.

New models of teaching and learning enable a personalized student-centric experience and deliverimproved retention engagement satisfaction and results for learners of all ages in schools campuses and companies.

D2L is disrupting the way the world learns by providing the next generation learning environment and solutions to engage and inspire learners. And most importantly by giving customers a platform that is easy flexible and other company provides a solution as robust and innovative as D2L.

D2L has had a singular mission for 25 years and is dedicated to that same mission in the years ahead: to transform the way the world learns and by doing so we will help improve human potential globally.

Every application we receive is personally reviewed by a member of our Talent Acquisition team - yes a real person looks at your resume! While we use AI tools internally to streamline tasks like meeting notes summaries and administrative work these tools never rank resumes make hiring decisions or influence candidate evaluations.

General Description:

As an Account Executive at D2L you willbe responsible formeeting and exceedingsales objectivesof the assigned territory by promoting and selling the D2L productsuitethrough professional sales techniques. This role requires proven ability to sell high-value complex software solutionsat the Enterprise level toTraining Organizations and Professional Associations that deliver strategic learningprograms.

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

Territory/Region: Washinton DC

Vertical:D2L forAssociationsTraining Organizations & D2L for Business

Major Responsibilities:

• 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:Navigate a 612 month 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 in proposals: 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 through self-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 manage pipeline and report accurately.
• Partner engagement: Understand the D2L Partner relationships and how they relate to D2L sales.
• Represent D2L: Attend andparticipatein sales meetings product seminarsconferencesand trade shows.
• Travel:Travelabout10-20%

Competencies:

• Deep understanding ofmid-market sales cyclesand experience selling toC-level decision-makers.
• Strong knowledge ofcorporate e-learning/ed-tech industry (Employee Training OR Training Organizations/Professional Associationsindustry is an asset).
• Familiarity withMEDDPICCorsimilar salesmethodologies.
• ProficiencyinSalesforceand other sales tools.
• Familiarity with AI tools and using AI to further business goals.
• Complete self-starter who assumes responsibility for getting the job done every day.

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 mindsetand able to work in a team environment.
• Strong leadership and motivational skills.

Suggested Qualifications/Experience:

• 5 yearsof successful SaaS or complex solution sales experience (EdTech Association SoftwareHCM or eLearning preferred).
• Experience selling complex software solutions to Associations and Training Organizations.
• Proven success in prospecting building a pipeline and moving opportunities through the sales cycle.
• Proven ability to manage a pipelineof30 prospectsand a track recordof successful achievement of assignedquotas.
• Willing to travel up to20% of the time and able to travel freely between the US and Canada and hold a valid passport.
• Bachelors degree recommended (technical business or education-related is ideal).