POSITION SUMMARYThe Regional Sales Lead-known internally as Regional Vice President of Sales-will drive growth by acquiring new customers and meeting sales targets. This is a high-impact, field-based sales role focused on expanding our footprint through proactive outreach and relationship-building.
We're looking for a motivated, results-driven sales professional who thrives in a "hunter" role - someone who excels at identifying and closing new business opportunities. This role involves regular travel and requires strong presentation and demonstration skills to effectively communicate our SaaS solutions.
Success in this position means more than just closing deals - it means fully understanding client needs and aligning our technology to ensure long-term success. The ideal candidate is a self-starter with a strong track record in SaaS sales, outstanding communication skills, and a passion for solving complex business challenges with technology.
ESSENTIAL FUNCTIONS/CORE RESPONSIBILITIES - Meet quarterly and annual sales quotas for new business revenue and new client acquisition.
- Provide accurate pipeline forecasts sharing current and future quarter expected new business revenue.
- Develop and execute a territory plan. Organize calling, e-mailing, social media and travel activities to fully cover open opportunities in assigned territory.
- Conduct relevant research on institutions in assigned territory to improve the effectiveness of opportunity management.
- Qualify leads and understand customer needs to tailor sales presentations and demos
- Conduct compelling product demonstrations and guide prospects through the buying process.
- Develop and maintain a strong pipeline of new business opportunities.
- Negotiate contract terms and close deals to meet or exceed sales targets.
- Leverage relationships and referrals to grow opportunity pipeline.
- Learn, implement and follow adopted consultative sales process.
- Manage logistics needed to complete procurement and licensing processes.
- Assess client goals and introduce appropriate AAIS software and/or services.
- Update required opportunity documentation as needed.
- Successfully interface with higher education professionals and C-level decision makers and balance multiple priorities concurrently.
- Conduct webinars and face-to-face consultative presentations to educate clients on AAIS products and services.
- Participate in industry trade shows and sales events.
- Develop and maintain up-to-date knowledge of industry trends, competitive activity and customer issues to influence the company and inform business planning.
- Draft and manage RFP responses for competitive proposal request by prospective institutions.
- Responsible for keeping deals and pipeline clean and always updated.
- Other duties as assigned
POSITION REQUIREMENTS - Bachelor's degree or equivalent experience in related field.
- Experience: 2-5 years in SaaS sales, B2B sales, or a similar role with a track record of success.
- Sales Skills: Strong prospecting, negotiation, and closing skills.
- Communication: Excellent verbal and written communication abilities.
- Tech-Savvy: Comfortable with SaaS solutions, CRM tools, and sales automation platforms.
- Resilience & Drive: Goal-oriented, self-motivated, and able to thrive in a fast-paced environment.
- Client-Centric Approach: Ability to understand prospect pain points and position our solution effectively.
- Team Player: Works collaboratively with internal teams while taking ownership of personal targets.
- Demonstrated success achieving and exceeding sales targets.
- Demonstrated analytical skills needed to infer business needs from conversations and align them with the prospect's needs.
- Demonstrated ability to develop positive working relationships with key prospect contacts.
- Demonstrated proficiency in Microsoft Office Package (Word, Excel and Power Point), Salesforce, and various e-mail programs.
- Ability to use all devices, equipment, and computer systems required to fulfill the essential functions of this position.
- Ability to work in a fast-paced environment.
- Ability to travel up to 50% of the time.
ESSENTIAL COMPETENCIES - Problem Solving
- Collaborative Communication
- Sense of Urgency
- Relationship building
- Product Knowledge
- High Sales Acumen
ADDITIONAL PREFERRED QUALIFICATIONS - Experience in the higher education tech space
- Experience selling into non-profit or government organizations
- Can-do attitude
