Account Executive

Job Description

Must reside in Central or Eastern Time Zone.

Turnitin is seeking an Account Executive to join our NOA K12 Sales Team. We are searching for people who demonstrate a passion for education and technology, are collaborative and entrepreneurial in spirit, and who can contribute to our continuing success and growth. In return, Turnitin offers a great benefits package and provides challenging and inspiring work.

The Account Executive leads our new business efforts across a defined geographical territory, working to maximize opportunities for growth against a strategic growth plan, manages all client/customer interactions (teachers through district level administration), product demonstrations, meetings, etc. to build pipeline and close out the sale.

Responsibilities: 

• Forecasts, owns, and achieves annual sales targets within territory. 
• Generate and close qualified leads to expand business throughout assigned territory. 
• Developing daily plans which utilize sales best practices to optimize sales calls and time. 
• Builds a pipeline of new business through inbound, warm leads and outbound prospecting via a multi-touch strategy, using various media to drive and attract potential new business and successfully qualify opportunities through effective and personalized discovery. 
• Leaning into the needs of the client and understanding their pain points and levers in order to craft the best solution to their needs. 
• Targets, builds and maintains lasting relationships with potential new clients. 
• Navigating educational institutions to sell the right products to the appropriate stakeholders, quickly identifying the decision makers. 
• Works on tenders and RFPs, collaborating with colleagues to ensure the best possible presentation of our business. 
• Work closely with the immediate team and internal stakeholders including marketing, client success, T&I, Sales Engineers and Product Solution Specialists to ensure a first-class client experience (speedy responses, complete responses, accurate, well presented data and carefully worded professional communications).
• Carry out Pitches and Product Demonstrations which have been tailored to meet your customer’s pain points and needs. 
• Effectively communicate our unique value proposition through social channels, onsite/online pitch/demos and industry events. 
• Manage essential data tracking activity and progress in Salesforce CRM and any other systems required, covering prospecting, forecasting, quoting, administration, and account metrics. 
• Provide accurate forecasts and sales activity data by documenting sales activity within company CRM. 
• Keep up-to-date with and leverage developments in the territory such as growth opportunities, market trends, channel partnerships, and State/Government policy changes. 
• Carry out strategic research to maintain pipeline and drive your sales activities. 
• Meet or exceed quarterly and annual sales goals.
• Participate in network building opportunities within territory including, but not limited to, conferences, trade shows, on-site campus visits, group presentations, and industry functions.
• Identify and report trends to Product Owners and Executive team to develop our products and roadmap.
• Carefully develop itineraries and effectively utilize personnel and other resources to achieve sales objectives - making effective use of time, especially when on the road and in person.
• Communicate and collaborate effectively across all internal teams.
• Ensure that accurate monthly, quarterly and annual forecasts are provided to the manager.
• Demonstrate proper use and knowledge of Turnitin specific systems (Salesforce, Highspot, Zoom, etc.).
• Develop professional growth by reviewing trade publications, establishing and leveraging personal networks and participating in professional organizations and events.
• Demonstrate initiative to improve understanding of educational trends and legislation in territory.

Qualifications

Required Experience/Background:

• 5+ years recognized success in negotiating and closing new business in the education market.
• Understanding of the secondary educational system a must, preferably with a SaaS company.
• Strong sales hunter mentality focused on finding, qualifying, engaging and closing customer accounts.
• Experience and success using a value-based, consultative sales approach.
• Proven success managing large, complex sales with an extended sales cycle.
• Demonstrated ability to communicate and present credibly and effectively at all levels of the organization, including Superintendent, CAO, CIO and Director level.
• Proven ability to work effectively with a team.
• Strong written communication skills and excellent phone presence.
• Experience with a CRM such as Salesforce and proficient with G-Suite business applications.