Account Executive I

2 months ago

Salt Lake City, United States Renaissance Learning Full time

Job Description

In this role, you will be responsible for selling Nearpod and Flocabulary to schools and districts within your designated territory that are brand-new customers of our products. You will develop a territory plan and then execute it in order to meet/exceed your quarterly goals. You will be demonstrating Nearpod and Flocabulary to school and district administrators to grow the Nearpod and Flocabulary footprint in your territory.

This position covers the following states and we do require that you live within these regions/territories as you will be expected to travel to customer accounts should it be needed: WA, OR, AK, HI, ID, MT, NV, ND, SD, and UT

Our Ideal Candidate Will: 

Manage the full sales cycle, from prospecting to discovery, evaluation, procurement, and close

Regularly build pipeline through consistently calling, emailing, etc. by building 3 new business meetings per week

Will display evidence of cold prospecting outreach to multiple departments within target districts

Work directly with their Sales Development Representative and Field Marketing to build pipeline at the School Level

Demo both Nearpod and Flocabulary to prospects, as well as bring in a product specialist to demo our full suite of products when necessary

Hit Quarterly and Annual Targets

Maintain an accurate CRM with the proper staging of opportunities, deal notes, and close dates; follow up within specified timeframes on opportunities; forecast with 90% accuracy

Maintain a 30-35% close rate for opportunities

Travel to regional tradeshows when necessary

Travel up to once per month for onsite customer meetings

Role and Responsibilities: 

Responsible for generating demand and sales at K-12 private/parochial schools and districts by working with Sales Development Representative and Field Marketing

Meet weekly with Sales Development Rep, Manager and Sales Team, 

Develop and execute territory plan (action plan and deliverables to identify specific targets) with plays for each New Target

Provide in-person or virtual demonstrations to prospects of our core products Nearpod and Flocabulary

Manage sales process through qualification, needs analysis, product demonstration, negotiation, and close 

Overcome customer objections by demonstrating negotiation skills and ability to sell benefits not features 

Regularly participating in growth opportunities, such as attending enablements and reviewing your recorded sales meetings with customers 

Maintain a strong level of knowledge about our suite of products to be able to run Discovery and Evaluation processes effectively

Maintain a strong understanding of assigned territory, education vertical and competitive offerings 

Kick-off and Nurture Trials of Nearpod or Flocabulary 

Attend trade shows and host in-person meetings

Achieve and exceed quarterly sales targets 

Position and present Flocabulary and Nearpod as a solution to meet the unique and varied needs of schools and districts

Identify and learn market and competitor trends 

Prioritize and manage sales activities through our CRM database, and accurately report on close dates and next steps.

Provide timely and accurate reporting of pipeline, forecasts, account plans and territory management activities 

Qualifications

Required Skills and Experience: 

1+ years of sales experience required

Internal candidates must have been in their current role for at least 1 year and must have passed demo certification, minus ES team members

Successful sales experience with K12 Institutions, such as exceeding quotas or KPI’s 

Previous experience in carrying a quota within a closing role preferred

Proven ability to demo Nearpod & Flocabulary according to Nearpod’s standards 

Proficient use of Salesforce.com 

Ability to travel for Nearpod team trainings twice per year, as well as potential tradeshows and customer visits up to once per month.

Team player with a positive attitude and commitment to exceeding sales objectives 

Well-organized with demonstrated time management skills 

Additional Information

All your information will be kept confidential according to EEO guidelines. 

Salary Range:  The base range for this position is $51,100 to 70,300 (not inclusive of the total target compensation, which is broken down by base and commission, typically with a 60/40 split). This range is based on national market data and may vary by experience and location.

Benefits for eligible employees include:

World Class Health Benefits: Medical, Prescription, Dental, Vision, Telehealth Health Savings and Flexible Spending Accounts 401(k) and Roth 401(k) with company match Paid Vacation and Sick Time Off 12 Paid Holidays Parental Leave (20 total weeks with 14 weeks paid) & Milk Stork program Tuition Reimbursement Life & Disability Insurance Well-being and Employee Assistance Programs

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