You9ll be covering the US Texas region, managing the full sales cycle from first outreach to signed contract. A meaningful part of the role involves working alongside our LMS resellers, partners who already have long-standing relationships with the institutions we9re trying to reach. Some of our revenue runs through this channel, and doing it well means understanding the co-sell motion, not just using resellers as an introduction and taking it from there.

The sale itself is rarely straightforward. FeedbackFruits isn9t solving a pain that9s already on someone9s agenda. You9re helping institutions recognise challenges may have named but don9t yet have a plan to fix it, find the people internally who care about it, and support them through a decision-making process that can move slowly even when everyone in the room is interested. The AEs who do well here are persistent in a way that isn9t about energy or enthusiasm. It9s about knowing how to keep moving when things stall, how to navigate the procurement and the politics within the higher education sales motion.

You9ll work within a GTM pod alongside a BDR, an implementation manager, and a partner manager, each of whom plays a role in getting deals across the line. As the AE, you9re the one coordinating that and making sure the right people are involved at the right moments.

A few things worth being upfront about: new leadership came in over the past year, processes are being formalised, and the GTM motion is still finding its shape. Not everyone works well in that kind of environment. The people who do are usually the ones who9ve seen it before and find it more motivating than frustrating.

What you9ll do

• Own the full sales cycle for Texas region: prospecting, discovery, demo, proposal, negotiation, and close
• Build and manage relationships with LMS resellers, co-selling with partner teams to reach institutions that would take years to land through direct sales alone
• Generate the majority of your own pipeline through cold outreach, conferences, networking, and referrals, with BDR support
• Run a consultative process: understand what the institution is actually trying to achieve, surface the problem, identify your champions, and help them navigate the decision internally
• Keep your pipeline in HubSpot clean: clear stages, honest forecasting, real next steps
• Bring Partner Success in early enough that the handoff from close to adoption actually lands
• Stay across what9s moving in US higher ed: funding shifts, LMS consolidation, competitor activity

What you bring

• Around 7+ years in B2B or B2G SaaS sales, with a track record you can talk about confidently. If you9re earlier in your career but your results tell a clear story, we9d still want to hear from you.
• Experience in or around education, whether selling into it, working in it, or both. Understanding how institutions make decisions matters more here than a specific title.
• Deals that have weight. Your largest close in the past two years is above $50K, and you have six-figure contracts in your history.
• Experience with channel or reseller selling. You can explain what it actually looks like day to day, not just that you9ve done it.
• A startup or scale-up background. You9re not waiting for a playbook that doesn9t exist yet.
• You source most of your own pipeline. This isn9t a role where leads come to you.
• When a deal stalls, you figure out why and do something about it.
• You keep your manager across where you are and where you9re at risk, before they have to ask.
• Remote works for you. You structure your own day and show up to conferences and customer visits when it matters.

What you get

• $180.000 - $220.000 with OTE per year, depending on experience, location, and other job-related factors
• 401(k) with employer contribution
• Health, dental, and vision insurance (50% contribution toward spouse and children)
• 25 days PTO (vacation and sick combined)
• A paid day off on your birthday
• 3 paid volunteering days per year
• 3 paid L&D days per year + $550 annual learning budget
• Company laptop
• Fully remote
• Unlimited access to mental health support via OpenUp