Job Description

About the job:

We are looking for an Account Executive to help us win new higher education business. This is a hands-on, new-business sales role: you will own a territory of US higher education institutions, build your own pipeline through outbound, inbound, and events, run discovery, and close new logos.

You will report directly to the President and be mentored closely by our Senior AE, who has experience building and closing EDU pipeline and will help you ramp fast. You will also work alongside marketing, product and customer success - as a nimble and tight-knit organization, you will have real ownership and visibility from day one.

If you are looking for an exciting challenge, genuinely curious about higher education, and want to prove yourself and grow, this is a role where you can do exactly that.

Heads up - we ask for a short video as part of your application; details below.
Location:

• This person must be based on the East Coast of the USA and be looking to work remotely.
  
  • Your manager will be based in London, and your team mates from East to West Coast, Canada and everything in between.
  • You will be expected to travel frequently to industry events, trade shows and campuses. Likely being on the road at least once per month.

Who you are:

• You have 2-4 years of B2B sales experience, ideally in SaaS, with a track record of building pipeline and hitting a quota.
• You are hungry and ambitious. Sales is the career you chose because you get to solve problems and maximize your earnings. You are ready to prove yourself - not someone who has settled into cruise control.
• You are coachable and curious. You ask good questions, you take feedback well, and you want a coach and mentor.
• You understand the student experience. You have a completed university degree and you can speak credibly about how universities and colleges work.
• You embrace building your own pipeline with ideal customer targets through outbound. You are a hunter who builds pipeline from scratch in a systematic way.
• You are comfortable using Salesforce (or another CRM) to manage your pipeline.

Who we are:

These are the four things we hire for and live by. We want to work with people who embody them every single day.

• Own it. You take responsibility for your territory, your pipeline and your number. No excuses, no waiting to be told.
• Find a way. Small team, big ambition. You are resourceful and you get to the outcome even when the path is not obvious.
• Have each other's backs. We win as a team. You share what is working, ask for help, and think about the success of your colleagues.
• Always getting better. You treat coaching and feedback as a chance to improve every week.

Within 1 month, you'll:

• Learn the product, our higher education story, and our ideal customer profile.
• Get up to speed in Salesforce and our sales process, and shadow other reps on live calls.
• Take ownership of your territory list and begin your first outbound campaign.

Within 3 months, you'll:

• Be running your own discovery calls and consistently generating pipeline.
• Have a healthy, qualified pipeline of new-business opportunities in your territory.
• Be comfortable telling the Guidebook EDU story and handling early objections.

Within 12 months, you'll:

• Be consistently hitting (or beating) your quota, generating and closing new business across your territory independently.
• Have built your own repeatable playbook - outbound, discovery, demo and close - that works for the higher education buyer.
• Be on the road, meeting prospects face to face on campus and at industry events, travelling at least monthly.
• Be a fully ramped, trusted member of the EDU sales team and ready to support onboarding our next Account Executive.

How to apply:

Required: Attach a short video (

1. Why you're excited to apply, and
2. What makes you passionate about higher education and the student experience.

We read and watch every application (and human cover letters go a long way too).
Perks:

• 100% paid benefits: medical, dental, and vision.
• Short term and long term disability.
• Unlimited vacation time.
• 401(k) program with matching benefit.
• Stock options.
• Awesome company culture and fun virtual hangouts.
• MacBook and accessories to make you comfortable working from home.
• Awesome annual company retreats.

Compensation:

The annual OTE (on-target earnings) range for this role, depending on relevant experience, is $120,000-145,000 (this consists of a base salary and an annual variable paid quarterly at a 50/50 split).