Senior Account Executive

Role Overview

• 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: Manage a 6–12 month enterprise, SaaS purchasing 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 the 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 up to 30%.

Requirements

• 5-7+ years of successful SaaS sales experience in eLearning, HR software, education technology, and/or complex solution software sales industries
• Experience selling complex software solutions to Human Resources departments/Learning and Development departments is an asset
• Track record of successful achievement of assigned quotas
• Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers
• Deep understanding of enterprise software sales cycles and experience selling to C-level decision-makers.
• Strong knowledge of corporate e-learning/ed-tech industry.
• Familiarity with MEDDPICC or similar sales methodologies.
• Proficiency in Salesforce and other sales tools.
• Working knowledge of web and database technology.
• Familiarity with AI tools and using AI to further business goals.
• Complete self-starter who assumes responsibility for getting the job done every day.

Benefits

• Impactful work transforming the way the world learns
• Flexible work arrangements
• Learning and Growth opportunities
• Tuition reimbursement of up to $4,000 CAD for continuing education through our Catch the Wave Program
• 2 Paid Days off for Catch the Wave related activities like exams or final assignments
• Employee wellbeing (Access to mental health services, EFAP program, financial planning and more)
• Retirement planning
• 2 Paid Volunteer Days
• Competitive Benefits Package
• Home Internet Reimbursements
• Employee Referral Program
• Wellness Reimbursement
• Employee Recognition
• Social Events
• Dog Friendly Offices at our HQ in Kitchener, Winnipeg, Vancouver and Melbourne.