Account Executive

Acquia

. Own new business and expansion across an assigned territory of colleges, universities, community colleges, and university systems in the United States and Canada .

Posted 11/2/2026full-timeRemote • United StatesMid-LevelSenior💰 $145,000 - $150,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in MEDDICC sales methodology and a strong track record in enterprise software sales, particularly within higher education institutions. Proven ability to manage complex deals, engage stakeholders, and maintain CRM hygiene using Salesforce.

Highest-signal resume keywords

MEDDICC Sales MethodologyEnterprise Software SalesHigher Education ProcurementSalesforce CRM ProficiencyNegotiation of Strategic Deals

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ForecastingDeal QualificationRFP ManagementMulti-Stakeholder EngagementWeb Accessibility KnowledgeSaaS Business Model UnderstandingClient Relationship ManagementPipeline ManagementEconomic Buyer AccessPresentation Skills

Soft Skills

Communication SkillsInfluencing Client DecisionsBuilding Internal ChampionsConsensus BuildingClient Advocacy

Industry Keywords

Higher EducationCMSDXPSaaS SolutionsPublic ProcurementCooperative PurchasingConsortium PurchasingADA ComplianceWCAGAODA

Tech Stack

Tools & technologies

Drupal

About the role

Key responsibilities & impact

Own new business and expansion across an assigned territory of colleges, universities, community colleges, and university systems in the United States and Canada
Identify, manage, and close deals across Acquia's higher education customer and prospect base
Run every opportunity using MEDDICC and maintain qualification in Salesforce
Drive accurate forecasting, deal reviews, and pipeline inspection with leadership
Build mutual action plans covering institutional decision and procurement processes
Engage senior campus leaders and central web, IT, and digital teams
Navigate decentralized campus environments and build consensus across stakeholders
Quantify business value and tie it to economic buyer priorities
Manage public and institutional procurement, including RFPs, cooperative purchasing, consortia, and multi-stakeholder approvals
Monitor competitors in the higher education CMS and DXP market
Turn client feedback into strategies for new business and competitive risk management
Influence client decisions and advocate for client needs
Collaborate with Account Management, Renewals, Solutions Consulting, Product, Professional Services, demand generation, and marketing teams
Handle full-life-cycle sales as an individual contributor and maintain qualified pipeline coverage
Engage implementation and channel partners to drive and co-sell opportunities
Represent Acquia in higher education and Drupal communities, conferences, user groups, and regional events
Travel to campus visits, client meetings, and industry events across the US and Canada as needed

Requirements

What you’ll need

Bachelor's degree or equivalent experience
Demonstrated mastery of the MEDDICC sales methodology; MEDDPICC or a similar framework also considered
Track record using MEDDICC to qualify, forecast, and close complex, multi-stakeholder enterprise deals
Strong sales and new-business origination experience in enterprise software, preferably CMS, DXP, or SaaS solutions
Experience selling into higher education institutions; experience with both US and Canadian institutions is a strong plus
Familiarity with higher education procurement, including formal RFPs, cooperative and consortium purchasing, and board or committee approval processes
Experience negotiating large strategic deals across prospecting, proposal development, negotiation, and ongoing relationship management
Proven ability to build and coach internal champions and gain access to economic buyers in complex organizations
Consistent forecast accuracy and strong CRM hygiene; Salesforce preferred
Working knowledge of web accessibility requirements, including ADA Title II, WCAG, and AODA in Ontario, security, data privacy, and governance of large, multi-site web estates
Strong understanding of the SaaS business model for solutions delivery
Experience and know-how working in a fast-paced technology environment
Confident presentation skills and presence in front of senior campus leadership
Communication skills to articulate a value proposition across organizational and functional levels
French language proficiency is a plus for engaging institutions in Québec and other francophone communities

Benefits

Comp & perks

Competitive healthcare coverage
Wellness programs
Take-it-when-you-need-it time off
Parental leave
Recognition programs
Variable compensation
Benefits information provided via linked resources