Account Executive

Account Executive Overview:

Reporting directly to the Sales Director, the Account Executive (AE) will be responsible for meeting and exceeding ARR targets from new account acquisition. The candidate will identify, actively prospect, qualify, and close new business within their assigned territory. The AE will develop target lists of school districts and work with the SDR team to develop awareness of iiQ technologies. 

The AE will qualify potential opportunities and actively manage the buying cycle for new customer acquisition. Day-to-day activities will include qualifying potential leads, prioritizing and organizing activities, demonstrating iiQ technologies, managing pilot processes, and coordinating effective follow up to move new opportunities to a decision. The ideal candidate will have a compelling and persuasive communication style. They enjoy leveraging their expertise to help new prospects see the value of iiQ technology. Effective internal communication with Product Management, Customer Success, and other stakeholders is also a critical success factor.

Account Executive Responsibilities: 

• Meet and exceed sales results - new ARR targets
• Identify target prospects in assigned territory
• Contact prospects, generating interest and qualifying needs for iiQ offerings
• Deliver compelling sales presentations and product demonstrations for new prospects
• Manage the buying cycle for all new prospects – including discovery, demonstration, competitive differentiation, piloting, negotiating, and closing
• Communicate customer stories and best practices in a compelling persuasive way
• Develop relationships with key stakeholders to ensure long-term success
• Effectively manage follow up activities to move new opportunities to a decision
• Communicate and present territory activity, performance, and forecasting to leadership (weekly, monthly, quarterly)
• Develop and maintain appropriate new sales pipeline for consistent performance
• Enhance personal effectiveness through the efficient use of technology
• Generate ad hoc reports for internal departments as needed

 

Account Executive Requirements:

• Four (4) year college degree, or equivalent experience
• Minimum of 5 years new logo sales experience with SaaS solution OR, minimum of 3 years new logo sales experience in K12 market
• Track record of consistent top performance – meeting/exceeding ARR targets
• Track record of closing large complex opportunities with multiple stakeholders
• Exceptional communication skills, both written and verbal, with the ability to simplify complex technology
• Exceptional group presentation skills – compelling and persuasive style
• Highly organized and process driven work habits
• Driven individual with ability to work independently and within a team environment in a competitive marketplace
• Strong knowledge of Salesforce, Microsoft Office, Google Suite, etc.
• Experience in SaaS sales to the K12 market is highly preferred
• Ability to travel up to 25%