Full-Time Account Executive

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.