Bachelor's degree and 5 years of relevant B2B sales experience, preferably in media sales.
Proficiency with CRM, AI, Microsoft Office Suite, and campaign metrics.
Strong verbal and written communication skills with persuasive outreach capabilities.
Demonstrated resilience, self-motivation, and a professional demeanor.
Excellent attention to detail and organizational skills.
Curiosity and strategic thinking to understand the higher education market.
Proven track record of exceeding sales goals with consultative selling skills.
Responsibilities
Monitor competitive landscape and communicate The Chronicle's advertising value proposition.
Develop a territory plan using CRM data to prioritize target accounts and generate meetings.
Research prospects to tailor outreach and build relationships with corporate and university marketers.
Expand accounts through cross-selling and uncovering new opportunities.
Sell The Chronicle's full suite of advertising and marketing solutions, owning the full sales cycle.
Lead consultative discovery conversations to present tailored proposals in virtual meetings.
Maintain accurate CRM records and produce weekly reports on territory activity.
Benefits
Medical/Dental/Vision Plans
24 PTO Days + Company Holidays
Paternal/Family/Adoption Leave
401K with Company Contribution & Profit Sharing
Tuition Assistance
And more!
Full Job Description
The Chronicle is seeking an ambitious and consultative sales professional to join its Advertising and Marketing Solutions team.
This seller is responsible for cultivating and closing opportunities for The Chronicle of Higher Education's advertising and marketing solutions business, which includes digital advertising, content marketing, custom research, and live event products that support our corporate and university partners. This is primarily an inside sales position with responsibility for generating new business from a territory of assigned prospects. The Manager joins a high-performing team that is on growth trajectory. Their work will play a critical role in helping The Chronicle expand its base of customers and generate revenue that funds our leading journalism and insights for the higher education market. The role presents an excellent opportunity to learn from an experienced team and grow your sales career with a leading brand.
What you'll do:
Prospecting and Territory Development:
Monitor and be familiar with competitive landscape and effectively communicate The Chronicle's Advertising value proposition to our clients and prospects.
Use CRM data and other reports to build a territory plan that prioritizes target accounts. Deploy tailored prospecting campaigns, using phone, email and social, to generate meetings (primarily virtual) with high value prospects.
Research each prospect's business, products, and goals to tailor outreach and build strong relationships with corporate and university marketers.
Expand accounts through cross-selling and uncovering new opportunities, growing smaller initial buys into larger programs.
Become knowledgeable about the use cases we serve and ongoing trends in higher education.
Sales
Sell The Chronicle's full suite of advertising, newsletter and email sponsorships, webinars and lead generation services, content marketing, custom research, and live event sponsorships. Become an expert in each product and problem it solves for our clients.
Own the full sales cycle, from first outreach through close, to meet and exceed revenue and activity goals, as set monthly, quarterly and annually.
Lead consultative discovery conversations to uncover prospects' goals, then present tailored proposals, mostly in virtual meetings.
Become versed in The Chronicle's audience, products, pricing, internal processes.
Collaborate with internal teams scope custom programs, set client expectations, onboard new clients, ensure customer success, and drive renewals.
Tools
Maintain accurate CRM records, forecast pipeline and produce weekly reports on territory activity.
Use AI and digital tools to research prospects, personalize outreach, and work efficiently.
Qualifications:
Bachelors degree and 5 years of relevant B2B sales experience. Media sales and/or experience selling to B2B marketers preferred.
Comfort with data and digital tools, including CRM, AI, Microsoft Office Suite, and campaign metrics (engagement, lead quality, ROI).
Strong verbal and written communication skills, including persuasive outreach, and excellent interpersonal skills.
Strong work ethic, resilience, self-motivation and professional demeanor.
Great attention to detail; strong organizational and time management skills.
Curiosity, strategic thinking and learning agility to understand a prospect's business and the higher education market.
Ability to excel in an entrepreneurial sales environment with a hunter's drive for new business and comfort with cold outreach.
Track record (or clear potential) of exceeding sales goals, with consultative selling and relationship-building skills.
Articulate and professional presentation style required.
Work Environment & Physical Demands:
Ability to perform work indoors in climate-controlled private work area with minimal noise, performing primarily sedentary work with limited physical exertion and lifting of up to 10 lbs.
Ability to routinely perform work on computer for an average of 4-6 hours per day, when necessary.
Ability to work extended hours whenever required or requested by management.
Ability to travel on overnight and extended trips domestically and internationally. Ability to travel by commercial airlines, rental vehicles, and in public transportation. Ability to lodge in public facilities in foreign locations which may or may not have handicapped accommodations.
