[Remote] Account Executive - Institution

Note: The job is a remote job and is open to candidates in USA. VitalSource is hiring an Account Executive to contribute to their Sales team in a remote capacity, requiring frequent travel for customer visits and events. The role involves owning and growing a West Territory, leading the full sales cycle, and making a direct impact on revenue growth by partnering with institutions to enhance student learning access.ResponsibilitiesBuild and execute territory plans that prioritize high-potential institutional prospects based on revenue opportunity, strategic fit, and competitive landscapeDevelop qualified pipeline through outbound prospecting, referrals, events, campus visits, and coordinated marketing campaignsOwn the full sales cycle from initial outreach and discovery through demo, proposal, negotiation, and closeDeliver consultative sales presentations and product demonstrations tailored to institutional stakeholders, including department leaders, administrators, and executive decision-makersManage pipeline quality, opportunity progression, and forecast accuracy in Salesforce or the approved CRMCoordinate cross-functional support from Marketing, Solutions Engineering, Customer Success, Legal, Product, and other partners to support complex opportunities, RFPs, contract negotiation, competitive positioning, and relevant customer or market feedbackSkills3-6 years of B2B sales experience, including ownership of prospecting, pipeline management, forecasting, and closing new business; experience with SaaS, edtech, higher education, or complex institutional sales preferredDemonstrated track record of consistently exceeding annual revenue quotas and managing a defined geographic or vertical territoryExperience managing complex, multi-stakeholder sales cycles of 3–9 months in lengthSkilled in managing pipeline, forecasting opportunities, and tracking deal stages within Salesforce or equivalent CRM platformsStrong analytical, problem-solving, and decision-making skillsAbility to configure and deliver tailored product demos for diverse stakeholder audiences, from department heads to C-suite executivesBenefitsCompetitive base salary and a strong variable component.Generous, well-rounded benefits such as Medical, Vision, Dental, Life, Disability, Critical Illness, Accident, FSA, HSA, ID Protection, Pet and Legal Insurance401K match up to 5%.12 weeks of paid parental leave.Use our tuition reimbursement program.Start at 4 weeks’ vacation, 12 sick days, 11 company holidays, and 3 personal days.Flexible work schedules and remote capabilities (by team) - feel free to skip the commute and hit your deadlines from home.Opportunities for fitness challenges and rewards.Company OverviewVitalSource Technologies is a platform that provides building, enhancing, and delivering e-learning content. It was founded in 1994, and is headquartered in Raleigh, North Carolina, USA, with a workforce of 201-500 employees. Its website is https://get.vitalsource.com/.