Account Executive - Central Territory at VitalSource in Remote, United States

Job description

• Position at VitalSource Technologies
• VitalSource®, is hiring an Account Executive to contribute to our Sales team. This is a remote role and requires 40% annual travel for regional customer visits, campus meetings, conferences, and marketing/sales events. Travel frequency varies seasonally. While candidates can be located anywhere in the US, we strongly prefer Central US based candidates, as our customer base and territory are concentrated there.
• We are looking for an Account Executive to own revenue growth, serving higher education institutions across the Central US. You’ll have a territory with existing client relationships and drive net new incremental revenue through strategic account expansion, upselling and cross-selling our virtual bookstore and course materials platform to current customers. You’ll manage the full sales cycle on expansion deals, working closely with our internal teams to identify growth opportunities and close deals.
• VitalSource is a mission-driven company delivering affordable, impactful learning to anyone, anywhere.

Responsibilities

• Build and execute territory plans that prioritize high-potential institutional prospects based on revenue opportunity, strategic fit, and competitive landscape; present territory strategy and results to leadership through the Semi-Annual Business Review (SABR).
• Develop qualified pipeline through outbound prospecting, referrals, events, campus visits, and coordinated marketing campaigns.
• Own the full sales cycle from initial outreach and discovery through demo, proposal, negotiation, and close.
• Deliver consultative sales presentations and product demonstrations tailored to institutional stakeholders, including department leaders, administrators, and executive decision-makers.
• Build pipeline forecasts tied to realistic conversion timelines, and manage ongoing pipeline quality, opportunity progression, and forecast accuracy in Salesforce.
• Coordinate cross-functional support from Marketing, Solutions Engineering, Customer Success, Legal, Product, and other partners to support complex opportunities, contract negotiation, competitive positioning, and relevant customer or market feedback.

Requirements

• 3-6 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 preferred.
• Demonstrated track record of consistently exceeding annual revenue quotas and managing a defined geographic or vertical territory.
• Experience managing complex, multi-stakeholder sales cycles of 3–9 months in length.
• Skilled in managing pipeline, forecasting opportunities, and tracking deal stages within Salesforce or equivalent CRM platforms.
• Strong analytical, problem-solving, and decision-making skills.
• Ability to configure and deliver tailored product demos for diverse stakeholder audiences, from department heads to C-suite executives.
• Experience in publishing, higher education or K-12, preferred.
• Experience using AI.

Skills

Required

• B2B sales
• Prospecting
• Pipeline management
• Forecasting
• Closing new business
• Territory management
• Salesforce or equivalent CRM platforms
• Analytical skills
• Problem-solving skills
• Decision-making skills

Preferred

• Experience using AI

Benefits

• Culture: Collaborative, Inclusive, and Mission-driven
• More in your pocket: Competitive base salary and a strong variable component
• We take care of all aspects of our people: Generous, well-rounded benefits such as Medical, Vision, Dental, Life, Disability, Critical Illness, Accident, FSA, HSA, ID Protection, Pet and Legal Insurance
• Retirement: 401K match up to 5%
• We support our families: 12 weeks of paid parental leave
• Continued education: Use our tuition reimbursement program
• The Importance of Balance: start at 4 weeks’ vacation, 12 sick days, 11 company holidays, and 3 personal days
• Flexibility: flexible work schedules and remote capabilities (by team) - feel free to skip the commute and hit your deadlines from home
• Casual Dress: be as comfortable at work as you are in your own living room
• Wellness: lots of opportunities for fitness challenges and rewards
• Salary Range:118,500-125,500k (This role may be eligible to participate in the VitalSource Sales Incentive Plan).