Sales Account Executive

Coughlan Companies • Eden Prairie, MN

5d • Hybrid

About The Position

The Account Executive at Capstone is responsible for achieving and exceeding territory sales goals through strategic account planning, relationship development, and enterprise-level solution selling. This role serves as the primary owner of assigned territories, leading complex sales cycles, building executive-level customer relationships, and driving long-term revenue growth through new customer acquisition and expansion of existing accounts. As the territory leader, the Account Executive develops and executes strategic sales plans, coordinates internal and external resources, and maintains accountability for overall territory performance. Working in partnership with an Inside Sales Representative, the Account Executive serves as the leader of the territory, providing strategic direction while collaborating to maximize customer coverage and revenue growth. Our preference is for this role to be based out of either our North Mankato, MN or Eden Prairie, MN locations (hybrid work schedule of a minimum of 2 days per week in office). Fully remote work may be considered.

Requirements

• Bachelor's degree preferred in Business, Marketing, Education, or related field.
• 5-8+ years of successful sales experience, preferably within education or EdTech.
• Experience leading complex sales cycles and managing enterprise-level accounts.
• Proven track record of achieving and exceeding sales quotas.
• Strategic account planning and territory management.
• Enterprise and consultative solution selling.
• Executive-level communication and relationship management.
• Strong negotiation and business acumen.
• Excellent forecasting and pipeline management skills.
• CRM proficiency (Salesforce preferred).
• Strong presentation and communication skills.
• Intermediate skills with Microsoft Office Suite (Word, Excel, PowerPoint)
• Experience with AI assistant tools preferred.
• This position requires some travel – 10-30%.
• All candidate information will be kept private according to EEO guidelines.
• Applicants from California can access our California Privacy Notice here.
• At this time Capstone unfortunately cannot sponsor or take over sponsorship of an employment visa.
• To be considered for one of our roles, applicants must be authorized to work in the United States.

Nice To Haves

• Experience with AI assistant tools preferred.

Responsibilities

• Own and execute strategic territory and account plans designed to achieve sales and growth objectives.
• Maintain accountability for territory revenue, quota attainment, and overall business performance.
• Identify opportunities for new customer acquisition, expansion, cross-sell, and upsell growth.
• Develop long-term account strategies aligned to customer initiatives and organizational goals.
• Forecast sales opportunities and territory performance accurately.
• Lead complex district and enterprise-level sales opportunities from prospecting through close.
• Navigate educational purchasing processes, procurement requirements, and funding sources.
• Engage executive sponsors, district leaders, administrators, and key stakeholders throughout the sales cycle.
• Develop customized solution strategies that align Capstone offerings with customer needs and strategic priorities.
• Negotiate pricing, contracts, and partnership agreements.
• Build and maintain executive-level customer relationships.
• Establish credibility as a trusted advisor through industry expertise and consultative selling.
• Expand strategic partnerships within assigned territories.
• Cultivate relationships with key influencers and decision-makers across customer organizations.
• Maintain deep knowledge of K-12 education trends, legislation, funding, and purchasing practices.
• Stay informed on competitor activity, market developments, and emerging educational technology trends.
• Represent Capstone at conferences, trade shows, speaking engagements, and customer events.
• Build new partnerships and leverage internal experts to strengthen territory presence.
• Maintain accurate customer and opportunity records within Salesforce and other systems.
• Document activities, contacts, pipeline status, and next steps.
• Support forecasting and pipeline reporting efforts.
• Follow established sales processes and best practices.
• Lead account teams and collaborate effectively across departments.
• Contribute to sales strategy development, team initiatives, and organizational planning.
• Coordinate resources and stakeholders to support customer success and revenue growth.

Benefits

• sales commission plan

What This Job Offers

• Job Type: Full-time
• Career Level: Senior