[Remote] Account Executive - Institution

Note: The job is a remote job and is open to candidates in USA. VitalSource is hiring an Account Executive to contribute to their Sales team in a remote capacity, requiring frequent travel for customer visits and events. The role involves owning and growing a West Territory, leading the full sales cycle, and making a direct impact on revenue growth by partnering with institutions to enhance student learning access.

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

Skills

• 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

Benefits

• Competitive base salary and a strong variable component.
• Generous, well-rounded benefits such as 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.
• Use our tuition reimbursement program.
• Start at 4 weeks’ vacation, 12 sick days, 11 company holidays, and 3 personal days.
• Flexible work schedules and remote capabilities (by team) - feel free to skip the commute and hit your deadlines from home.
• Opportunities for fitness challenges and rewards.

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