Senior Account Executive, D4B (US-Based)

D2L•Towson, MD

20h

About The Position

The Senior Account Executive is responsible for meeting and exceeding sales objectives for an assigned territory by promoting and selling the D2L product suite through professional sales techniques. This role requires proven ability to sell high-value, complex software solutions at the Enterprise level to the D2L’s Corporate market with a specific focus on workforce development and internal learning programs. The ICP is focused on Corporate Organizations which have an internal learning functions (Learning & Development or Training Teams) that deliver workforce development and internal learning programs programs that will be designed to tackle skills gaps, develop people as a competitive advantage, or manage the upskilling of employees as new technology disrupting industries. You will spend the majority of the time within your assigned territory 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. Vertical: Corporate - D2L for Business

Requirements

Deep understanding of enterprise software sales cycles and experience selling to C-level decision-makers.
Strong knowledge of corporate e-learning/ed-tech industry.
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.
Complete self-starter who assumes responsibility for getting the job done every day.
Ability to craft a solution with appropriate products and 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.
Ability to manage a pipeline of 50+ accounts at any given time.
5-7+ years of successful SaaS sales experience in eLearning, HR software, education technology, and/or complex solution software sales industries
Experience selling complex software solutions to Human Resources departments/Learning and Development departments is an asset
Track record of successful achievement of assigned quotas
Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers
Must be able to travel freely between the US and Canada or other countries and hold a valid passport

Nice To Haves

Experience selling complex software solutions to Human Resources departments/Learning and Development departments is an asset

Responsibilities

Own your territory and drive results : Exceed revenue targets by managing a full sales cycle—from prospecting to closing.
Build pipeline : Make prospecting an integral part of your regular routine. C onsistently add new prospects and maintain a healthy 12-month pipeline.
Drive complex sales : Manage a 6–12 month enterprise , SaaS purchasing cycles with multiple stakeholders.
Collaborate cross-functionally : Develop positive relationships and work closely with Business Development, Marketing, Professional Services, Finance, Engineering, other departments and Channel Partners . Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process.
Participate in proposals : Take an active role in the RFP process. Prepare written presentations, reports and price quotations. Participate in contract negotiations.
Professional development and upskilling: Continuously improve your product knowledge and selling skills through self-learning, Revenue Enablement-hosted initiatives and 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 the 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 and participate in sales meetings, product seminars, conferences and trade shows.
Travel: Travel up to 30%