Account Executive I

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