General Description:

As an Account Executive at D2L you will be responsible for meeting and exceeding sales objectives of the assigned territory by promoting and selling the D2L product suite through professional sales techniques. This role requires proven ability to sell high-value, complex software solutions at the Enterprise level to Training Organizations and Professional Associations that deliver strategic learning programs.

You will spend the majority of the role developing and cultivating prospects, moving them through the sales process and closing new business. You will be supported by a Business Development Representative, who is responsible for assisting you in the creation of a qualified pipeline.

Territory/Region: Washinton DC

Vertical: D2L for Associations,Training Organizations & D2L for Business

Major Responsibilities:

• Own your territory and drive results: Exceed revenue targets by managing a full sales cycle-from prospecting to closing.
• Build pipeline: Make prospecting an integral part of your regular routine. Consistently add new prospects and maintain a healthy 12-month pipeline.
• Drive complex sales: Navigate a 6-12 month SaaS sales cycles with multiple stakeholders.
• Collaborate cross-functionally: Develop positive relationships and work closely with Business Development, Marketing, Professional Services, Finance, Engineering, other departments and Channel Partners. Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process.
• Participate in proposals: Take an active role in the RFP process. Prepare written presentations, reports and price quotations. Participate in contract negotiations.
• Professional development and upskilling: Continuously improve your product knowledge and selling skills through self-learning, Revenue Enablement-hosted initiatives and other training opportunities. Be well informed about current industry trends and be able to talk intelligently about those trends in the context of your territory.
• Leverage CRM: Use Salesforce to track activities, manage pipeline, and report accurately.
• Partner engagement: Understand the D2L Partner relationships and how they relate to D2L sales.
• Represent D2L: Attend and participate in sales meetings, product seminars, conferences and trade shows.
• Travel: Travel about 10-20%

Competencies:

• Deep understanding of mid-market sales cycles and experience selling to C-level decision-makers.
• Strong knowledge of corporate e-learning/ed-tech industry (Employee Training OR Training Organizations/Professional Associations industry is an asset).
• Familiarity with MEDDPICC or similar sales methodologies.
• Proficiency in Salesforce and other sales tools.
• Familiarity with AI tools and using AI to further business goals.
• Complete self-starter who assumes responsibility for getting the job done every day.

Skills:

• Ability to craft a solution with appropriate products and services that meet business goals based on client discussions, and skilled at presenting these solutions to stakeholders.
• Excellent communication, presentation, and negotiation skills.
• Collaborative mindset and able to work in a team environment.
• Strong leadership and motivational skills.

Suggested Qualifications/Experience:

• 5+ years of successful SaaS or complex solution sales experience (EdTech, Association Software, HCM, or eLearning preferred).
• Experience selling complex software solutions to Associations and Training Organizations .
• Proven success in prospecting, building a pipeline, and moving opportunities through the sales cycle.
• Proven ability to manage a pipeline of 30+ prospects and a track record of successful achievement of assigned quotas.
• Willing to travel up to 20% of the time and able to travel freely between the US and Canada and hold a valid passport.
• Bachelor's degree recommended (technical, business or education-related is ideal).

The expected base salary range for a new hire in this role is listed below. The annualized base salary offered is determined by each candidate's relevant knowledge, skills, education, training and experience. It is aligned to ensure both internal and external competitiveness using market data for the geographic location and industry. As part of the total compensation at D2L the role may be eligible for additional benefits including a Wellness Subsidy, Equity Grants, Variable Incentive, and more.

Base Salary Range

$90,000-$100,000 USD

Don't meet every single requirement? We strongly encourage you to still apply! At D2L, we are committed to creating a diverse and inclusive environment. We encourage your application even if you don't believe you meet every single qualification outlined, because we love to help our people grow and develop!