Sr Account Executive, Corporate

EBSCO•Ipswich, MA

2d•$90,795 - $129,705•Remote

About The Position

EBSCO Information Services (EBSCO) delivers a fully optimized research experience, seamlessly integrated with a powerful discovery platform to support the information needs and maximize the research experience of our end-users. Headquartered in Ipswich, MA, EBSCO employs more than 2,700 people worldwide, with most embracing hybrid or remote work models. As an AI-enabled service leader, we thrive on innovation, forward-thinking strategies, and the dedication of our exceptional team. At EBSCO, we’re driven to inspire, empower and support research. Our mission is to transform lives by providing reliable and relevant information — when, where and how people need it. We’re seeking dynamic, creative individuals whose diverse perspectives will help us achieve this global, inclusive mission. Join us to help make an impact. As an Account Executive, Corporate, your primary responsibility is to drive revenue growth and strengthen customer relationships across EBSCO’s portfolio of products and solutions serving corporate organizations. You will manage and grow existing business while developing new sales opportunities through prospecting, consultative selling, relationship management, marketing leads, and a strong understanding of market trends and customer needs. You will work with organizations across a variety of industries, helping customers connect their employees and decision-makers with trusted information and research solutions. You will partner closely with your outside sales and sales support counterparts, as well as Sales Management, Marketing, Customer Satisfaction, and other internal teams, to develop and execute strategies that grow EBSCO’s business within assigned accounts and territories. This remote position is U.S.-based only (excluding U.S. territories).

Requirements

7+ years of sales experience in related industries
7+ years of demonstrated success achieving sales milestones and revenue targets or 5+ years of directly related sales results.
Demonstrated ability to manage customer relationships and sales opportunities across the customer lifecycle, including prospecting, new business, renewals, and account expansion.
Experience working in a B2B sales environment and the ability to understand organizational structures, buying processes, and the needs of multiple stakeholders.
Excellent communication and presentation skills, with the ability to build credibility, develop relationships, and influence decision-makers at multiple levels within an organization.

Nice To Haves

Experience with enterprise sales or complex corporate account structures.
Understanding of the corporate information, research, or knowledge-management marketplace and how organizations use content, technology, and information solutions to support business decisions.
Strong consultative and solution-selling skills, with the ability to uncover business challenges, identify opportunities, and connect customer needs to measurable value.
Ability to navigate multiple stakeholders and build relationships across information teams, procurement, business leadership, and executive-level decision-makers.
Strong research skills and curiosity about customers’ businesses, industries, competitive environments, and strategic priorities.
Strong drive, strategic thinking, business acumen, and collaboration skills.
Ability to manage multiple priorities while developing thoughtful, long-term account and territory plans.
Strong analytical and problem-solving skills, with the ability to use customer, pipeline, market, and account data to inform sales strategies and decisions.
Confidence exercising independent judgment and making sound decisions in complex customer and commercial situations.
Ability to quickly learn new products, technology, industries, and customer workflows and translate that knowledge into clear business value.
A results-driven approach coupled with the ability to work independently and collaboratively across a broader sales organization.

Responsibilities

Meet or exceed assigned sales targets and revenue goals by developing new business and identifying opportunities to expand existing customer relationships through upgrades, cross-sell, and additional solutions.
Manage a healthy pipeline of sales opportunities, in partnership with your outside sales representative and sales support specialist, from identification and qualification through proposal, negotiation, and close.
Develop and execute strategic account and territory plans designed to increase sales, expand relationships, and strengthen EBSCO’s position within corporate organizations.
Build and maintain trusted relationships with key customer stakeholders, including information and research professionals, knowledge managers, procurement teams, business leaders, and executive decision-makers.
Take a consultative approach to understanding each organization’s business priorities, research and information needs, workflows, challenges, and buying processes, and connect those needs to appropriate EBSCO products and solutions.
Research target organizations, industries, and key stakeholders to identify high-potential opportunities, personalize outreach, and develop informed sales strategies.
Generate activity in direct selling situations through telephone, email, and virtual meetings, including prospecting, discovery conversations, live product demonstrations, trials, presentations, and related follow-up.
Develop a strong understanding of EBSCO’s products and solutions, how they work together, and how they can support research, information access, knowledge management, and informed decision-making within corporate environments.
Understand the competitive landscape, relevant market and industry trends, and evolving customer priorities and use that knowledge to effectively position EBSCO solutions and sell against competition.
Navigate complex corporate buying environments by identifying key stakeholders, understanding decision-making processes, and building consensus around solutions and business value.
Participate in developing customized product offerings, proposals, pricing, and agreements for new and existing customers while exercising sound judgment and working within established business guidelines.
Respond effectively to marketing-generated and Sales Development leads while proactively identifying and developing additional opportunities within assigned accounts and territories.
Collaborate with Marketing and Sales partners to share market intelligence, strengthen messaging, improve lead quality, and identify opportunities for greater customer engagement.
Coordinate with internal teams to help resolve customer questions and issues, ensuring an effective customer experience and appropriate follow-through throughout the sales and renewal process.
Keep CRM and account-management systems accurate and current by consistently documenting customer interactions, opportunities, activities, pipeline status, and next steps.
Effectively collaborate with Sales Support, Outside Sales, Marketing, Customer Satisfaction, and other internal partners to manage all aspects of the sales process and help EBSCO better understand and meet the needs of corporate customers.