Account Executive - Institution

VitalSource Technologies

37d • $118,500 - $145,500 • Remote

About The Position

VitalSource® is hiring an Account Executive to contribute to our Sales team. This is a remote opportunity, but this role requires frequent travel, up to 40% annually, for regional customer visits, campus meetings, conferences, and marketing or sales events. We are looking for an Account Executive to own and grow a dynamic West Territory — bringing our industry-leading virtual bookstore and course materials platform to institutions that are ready to transform how students access learning. From strategic territory planning to pipeline creation and consultative selling, you'll lead the full sales cycle and make a direct impact on revenue growth by landing net-new institutional partners.

Requirements

• 3-6 years of B2B sales experience, including ownership of prospecting, pipeline management, forecasting, and closing new business; experience with SaaS, edtech, higher education, or complex institutional sales preferred.
• Demonstrated track record of consistently exceeding annual revenue quotas and managing a defined geographic or vertical territory.
• Experience managing complex, multi-stakeholder sales cycles of 3–9 months in length.
• Skilled in managing pipeline, forecasting opportunities, and tracking deal stages within Salesforce or equivalent CRM platforms.
• Strong analytical, problem-solving, and decision-making skills.
• Ability to configure and deliver tailored product demos for diverse stakeholder audiences, from department heads to C-suite executives.

Nice To Haves

• experience with SaaS, edtech, higher education, or complex institutional sales

Responsibilities

• Build and execute territory plans that prioritize high-potential institutional prospects based on revenue opportunity, strategic fit, and competitive landscape.
• Develop qualified pipeline through outbound prospecting, referrals, events, campus visits, and coordinated marketing campaigns.
• Own the full sales cycle from initial outreach and discovery through demo, proposal, negotiation, and close.
• Deliver consultative sales presentations and product demonstrations tailored to institutional stakeholders, including department leaders, administrators, and executive decision-makers.
• Manage pipeline quality, opportunity progression, and forecast accuracy in Salesforce or the approved CRM.
• Coordinate cross-functional support from Marketing, Solutions Engineering, Customer Success, Legal, Product, and other partners to support complex opportunities, RFPs, contract negotiation, competitive positioning, and relevant customer or market feedback.

Benefits

• Competitive base salary and a strong variable component.
• Medical, Vision, Dental, Life, Disability, Critical Illness, Accident, FSA, HSA, ID Protection, Pet and Legal Insurance
• 401K match up to 5%.
• 12 weeks of paid parental leave.
• Tuition reimbursement program.
• 4 weeks’ vacation, 12 sick days, 11 company holidays, and 3 personal days.
• Flexible work schedules and remote capabilities.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed