What you’ll do:

• Directly own, manage & focus on strategic opportunities within institutions. These are primarily large textbook deals negotiated with committees of professors as well as enterprise-wide software licenses negotiated with university administrators.
• Achieve revenue growth targets for each account; achieving goals through acquisition, retention and growth of the existing base of Strategic-level customers.
• Create account plans that map key relationships, prioritize opportunities, document pursuit activities (e.g. plays to run), and execute them.
• Play Captain to the full Top Hat team across all opportunities in line with growth targets.
• Build relationships and credibility with key higher-ed industry executives to unlock enterprise partnerships.

About you:

• You have 5+ years of experience in a full-cycle education sales role, ideally with a mix of Publishing and Edtech industry experience.  We may consider candidates with less sales experience if they have a teaching background.
• You enjoy going on campus, prospecting and building relationships with customers. This role requires weekly travel of up to 40-50% during busy seasons within the territory and a valid Driver’s License for local travel.
• You have experience selling to decision-making committees, and running complex, large enterprise-sized sales opportunities.
• You are competitive and have a track record of winning.
• You are a natural leader, a coach, and a relationship builder.
• You are a self-starter with resilience. You act with urgency and thrive in ambiguity.
• You are organized and strategic, with the ability to develop and deliver account-based strategies and coordinate with multiple internal and external stakeholders.
• You are curious, coachable and results-oriented.