Senior Account Executive

D2L is a cloud company that is modernizing education and building the Future of Work. The old models of teaching and learning are in the midst of the largest transformation in history, and D2L is at the heart of that fundamental shift.

New models of teaching and learning enable a personalized, student-centric experience - and deliver improved retention, engagement, satisfaction, and results for learners of all ages - in schools, campuses, and companies.

D2L is disrupting the way the world learns, by providing the next generation learning environment and solutions to engage and inspire learners. And most importantly, by giving customers a platform that is easy, flexible, and smart. No other company provides a solution as robust and innovative as D2L.

D2L has had a singular mission for 25 years and is dedicated to that same mission in the years ahead: to transform the way the world learns - and by doing so, we will help improve human potential globally.

Every application we receive is personally reviewed by a member of our Talent Acquisition team - yes, a real person looks at your resume! While we use AI tools internally to streamline tasks like meeting notes, summaries, and administrative work, these tools never rank resumes, make hiring decisions, or influence candidate evaluations.

General Description:

As a Senior Account Executive at D2L you will be responsible for meeting and exceeding sales objectives of the assigned territory by promoting and selling the D2L product suite through professional sales techniques. This role requires proven ability to sell high-value, complex software solutions at the Enterprise level to the D2L's Corporate market with a specific focus on Strategic Learning Programs at Training Organizations and Professional Associations, and Not-For-Profits.

You will spend the majority of the role in-field developing and cultivating prospects, moving them through the sales process and closing new business. You will be supported by a Business Development Representative, who is responsible for assisting you in the creation of a qualified pipeline.

Territory/Region: Illinois and surrounding states

Vertical: Enterprise - D2L for Associations, Training Organizations & Not-for-Profits

How You Will Make an Impact:

• Own your territory and drive results:
  Exceed revenue targets by managing a full sales cycle-from prospecting to closing.
• Build pipeline:
  Make prospecting an integral part of your regular routine. Consistently add new prospects and maintain a healthy 12-month pipeline.
• Drive complex sales:
  Navigate a 12 month mid-market, SaaS sales cycles with multiple stakeholders.
• Collaborate cross-functionally:
  Develop positive relationships and work closely with Business Development, Marketing, Professional Services, Finance, Engineering, other departments and Channel Partners. Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process.
• Participate in proposals:
  Take an active role in the RFP process. Prepare written presentations, reports and price quotations. Participate in contract negotiations.
• Professional development and upskilling: Continuously improve your product knowledge and selling skills through self-learning, Revenue Enablement-hosted initiatives and other training opportunities. Be well informed about current industry trends and be able to talk intelligently about those trends in the context of your territory.
• Leverage CRM:
  Use Salesforce to track activities, manage pipeline, and report accurately
• Partner engagement:
  Understand the D2L Partner relationships and how they relate to D2L sales.
• Represent D2L:
  Attend and participate in sales meetings, product seminars, conferences and trade shows.
• Travel: Travel about 10-20%

Competencies:

• Deep understanding of mid-market sales cycles and experience selling to C-level decision-makers.
• Strong knowledge of corporate e-learning and the association industry is an asset.
• Familiarity with MEDDPICC or similar sales methodologies.
• Proficiency in Salesforce and other sales tools.
• Familiarity with AI tools and using AI to further business goals.
• Complete self-starter who assumes responsibility for getting the job done every day.

Skills:

• Ability to craft a solution with appropriate products and services that meet business goals based on client discussions, and skilled at presenting these solutions to stakeholders.
• Excellent communication, presentation, and negotiation skills.
• Collaborative mindset and able to work in a team environment.
• Strong leadership and motivational skills.

Qualifications/Experience:

• 10+ years of successful SaaS or complex solution sales experience (eLearning preferred)
• Experience selling complex software solutions to Associations and Training Organizations
• Proven success in prospecting, building a pipeline, and moving opportunities through the sales cycle.
• Proven ability to manage a pipeline of 50+ accounts and a track record of successful achievement of assigned quotas.
• Willing to travel up to 20% of the…