n2y LLC · 7 hours ago
Director, Account Management
Remote, USA
Full-time
Remote
Director/Executive
3+ years exp
Maximize your interview chancesEducationHigher Education
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Responsibilities
Manage and oversee the work of territory Account Executives, including hiring, training, and motivating them to achieve goals and exceed quota.
Set and track individual reps’ KPIs, working with them to meet weekly, monthly, and/or quarterly sales targets.
Coach team members to develop their selling skills and maintain adequate sales pipelines - focused on creating, advancing and closing opportunities within their territory
Proactively manage the performance of direct reports by reviewing objectives and providing actionable feedback to improve performance.
Identify training, development, and skills needs for yourself and your team, regularly checking in on development plan progress.
Execute strategies to maximize expansion and upsell within the region’s client base by guiding AEs through effective territory and opportunity management
Create reference-worthy accounts within the region
Focus on moving customers from single product to multi-product contracts, which both improves ARR and reduces churn risk.
Take direction from the VP of Sales to maximize sales in North America and achieve team quota targets on a monthly, quarterly and yearly basis.
Reinforce optimization of the sales process to achieve upsell and cross-sell ARR, utilizing the MEDDPICC framework to qualify opportunities rigorously.
Facilitate effective utilization of new tools, communications, training, and methodologies to ensure the program’s success.
Guide the team in developing and executing strategic business plans to maximize results and achieve goals
Provide coaching in effective management of opportunities through each stage of the sales funnel
Manage team pipeline to meet required pipeline metrics and reporting requirements, including:
Maintenance of an accurate team forecast with weekly reviews, guided by the MEDDPICC framework.
Pipeline build aligned to monthly and quarterly pipeline coverage targets.
Optimization of your team’s workload to move opportunities through the pipeline with high velocity and increased average deal size
Provide weekly, monthly, and quarterly reporting and business reviews for senior leadership as required.
Collaborate with other key stakeholders across the organization to achieve the company's goals and objectives.
Work closely with Rev Ops, Product Marketing, Customer Success, and Technology teams to enhance the efficacy of sales efforts and maintain alignment of messaging.
Engage with demand generation and product initiatives, using company-wide resources to optimize successful engagement with new opportunities.
Work with other sales leaders to develop effective sales strategy
Create and maintain customer relationships by providing market and product expertise to achieve long and short-term sales objectives.
For newly won customers, lead the team in following the hand-over process to ensure the highest levels of customer satisfaction.
Enhance n2y and Texthelp’s reputation as a valued partner in education, contributing to customer satisfaction and retention
Support AEs in client meetings, serving as expert in the space
Assist sales teams with opportunity and quotation reviews.
Provide support for escalations and participate directly in complex sales situations and negotiations.
Ensure CRM is updated in a timely, comprehensive manner
Track your team’s win ratio and conduct regular reviews of closed opportunities to learn from wins and losses.
Identify and escalate areas of improvement while providing proposed strategies to build on success
Contribute positively to company meetings and initiatives aimed at improving sales performance and processes.
Qualification
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Required
3+ years’ experience managing a sales team with proven success in achieving team quotas.
3+ years’ experience within an EdTech SaaS sales team.
Strong leadership skills with demonstrated ability to coach and motivate team members effectively.
Proven track record of individual and team quota achievement.
In-depth knowledge and experience with the USA and K12 markets.
Demonstrated passion for customer success and excellence.
Proficient in CRM (Salesforce preferred), with the ability to manage data, track leads, and produce quality reports.
Experience in researching and profiling whitespace accounts to identify new opportunities.
Strong understanding of SaaS sales strategies and associated metrics.
Preferred
Excellent relationship-building and interpersonal skills, with an enthusiasm for meeting new people.
Confident communicator with strong presentation skills and ability to develop and share a compelling vision for the team.
Experience building teams and successfully onboarding new sales representatives.
Benefits
Health, dental, vision, life, and disability insurance
Company matching 401(k) savings plan
Flexible time off plans
Company
n2y LLC
Our Shared Vision: Everyone Can Learn Like you, we believe every student has a right to experience the joy of learning, to gain meaningful access to the general education curriculum and to reach their full potential.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
unknownKey Investors
Providence Equity Partners
2023-04-04Acquired
2019-11-19Private Equity
2016-07-19Private Equity
Leadership Team
Christin Wostmann
CEO
Ed Holmes
CEO
Recent News
Company data provided by crunchbase
