Interfolio is on a mission to build smart, inspired and useful products for faculty and academic communities. By building an engine for faculty activity, decisions, and data, Interfolio has become the first mover in defining and owning the category of faculty-focused technology that cultivates goal-oriented collaboration around academic decision-making. 

Having recently joined world-renowned Elsevier’s Academics and Government portfolio, Interfolio’s industry leading faculty information system expands the global leader’s suite of information and analytics for the benefit of society.  Together, we offer colleges and universities increased insight into faculty data to help achieve their strategic initiatives, thus advancing the institution’s goals.

As an Enterprise Account Executive at Interfolio you will identify and target strategic sales to some of the largest higher education institutions in the country, working on deals that will shape the future of faculty and faculty processes within their industry. You’ll identify and articulate how Interfolio can provide meaningful solutions for our customers and evolve the technology that powers how decisions are made within institutions

Responsibilities:

• Author and execute the “go to market” business plan for your territory 
• Meet and exceed quarterly and annual sales targets and revenue goals
• Become the territory expert as it relates to market knowledge, trends, and market research within your assigned territory
• Build and manage a pipeline of prospects, identifying and engaging key decision-makers and stakeholders
• Build and maintain a territory-based pipeline with detailed notes and staging in Salesforce
• Research, identify, and qualify net new business prospects (with support from a Sales Development team)
• Demonstrate Interfolio platform and all associated portfolio offerings effectively to audiences at all levels with detail, breadth, and depth
• Demonstrate and sell value to key partners across a complex university hierarchy
• Master deliver and execution of Challenger, MEDDIC, and Solution Selling methodologies
• Represent Interfolio at (virtual and/or in person) conferences and other networking events
• Report to VP, Sales

Basic qualifications:

• Experience selling enterprise SaaS solutions with a $100K+ ACV
• 5+ years SaaS sales experience
• Demonstrated ability to manage a complex sales cycle, from lead generation to closing
• Excellent written and oral communication, presentation, and negotiation skills, with the ability to clearly articulate the value proposition of our solutions 
• Ability to work collaboratively with cross-functional teams, including product and customer success teams
• Proven ability to build relationships and sell to C-level executives and decision-makers in large, complex organizations
• Experience with Salesforce
• Experience with Solution Selling and Challenger methodologies
• History of achievement: Proven and consistent record of exceeding revenue goals and closing complex, multi-year deals
• Willing and able to travel up to 25% of the time 

Ideal qualifications:

• Experience working for, or delivering services to, universities and colleges is a significant plus
• Strong analytical skills and ability to analyze customer needs and match them with our solutions
• Technical acumen, i.e. can speak elegantly on SaaS platforms, APIs, data security, etc
• Thrives in an exciting, fast-paced, action-packed work environment