Account Executive, Higher Education

General Description: 

As an Account Executive at D2L you will be responsible for meeting and exceeding sales objectives of the 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 to the Higher Education market.  

You will spend the majority of the role in-field 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: EMEA

Vertical: D2L for Higher Education

Major 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. Consistently add new prospects and maintain a healthy 12-month pipeline. 


• Drive complex sales: Navigate a 12–18 month mid-market, SaaS sales 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 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 25%

Competencies: 

• Deep understanding of mid-market sales cycles and experience selling to C-level decision-makers. 


• Strong knowledge of the EMEA Higher Education system. 


• 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. 

Skills: 

• 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.

Qualifications/Experience: 

• 2+ years of successful SaaS or complex solution sales experience (EdTech, HCM, or eLearning preferred). 


• Proven success in prospecting, building a pipeline, and moving opportunities through the sales cycle. 


• Proven ability to manage a pipeline of 50+ accounts and a track record of successful achievement of assigned quotas.  


• Willing to travel up to 25% and able to travel globally and hold a valid passport. 


• Bachelor’s degree recommended (technical, business or education-related is ideal).