Account Executive – Central Territory

VitalSource

. Build and execute territory plans prioritizing high-potential institutional prospects .

Posted 9/22/2026full-timeRemote • United StatesMid-LevelSenior💰 $118,500 - $125,500 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B sales, including pipeline management, forecasting, and closing new business, particularly within the SaaS and edtech sectors. Proven ability to deliver tailored product demonstrations and consultative sales presentations to diverse institutional stakeholders.

Highest-signal resume keywords

B2B Sales ExperienceSalesforce ProficiencyPipeline ManagementConsultative Sales PresentationsSaaS Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pipeline ManagementForecastingClosing New BusinessOutbound ProspectingNegotiationSales Cycle ManagementAnalytical SkillsProblem-Solving SkillsDecision-Making SkillsTailored Product Demonstrations

Soft Skills

Strong Communication SkillsCross-Functional Collaboration

Tools & Technologies

SalesforceCRM Platforms

Industry Keywords

Higher EducationEdtechSaaSPublishingK–12Institutional SalesRevenue GrowthVirtual BookstoreCampus VisitsMarketing Campaigns

About the role

Key responsibilities & impact

Build and execute territory plans prioritizing high-potential institutional prospects
Present territory strategy and results to leadership through the Semi-Annual Business Review
Develop qualified pipeline through outbound prospecting, referrals, events, campus visits, and coordinated marketing campaigns
Own the full sales cycle from initial outreach and discovery through demo, proposal, negotiation, and close
Deliver consultative sales presentations and tailored product demonstrations to institutional stakeholders
Build pipeline forecasts tied to realistic conversion timelines
Manage pipeline quality, opportunity progression, and forecast accuracy in Salesforce
Coordinate cross-functional support from Marketing, Solutions Engineering, Customer Success, Legal, Product, and other partners
Identify growth opportunities and close expansion deals
Drive revenue growth for VitalSource’s virtual bookstore and course materials platform among higher education institutions

Requirements

What you’ll need

3–6 years of B2B sales experience, including prospecting, pipeline management, forecasting, and closing new business
Experience with SaaS, edtech, higher education, or complex institutional sales preferred
Demonstrated track record of consistently exceeding annual revenue quotas
Experience managing a defined geographic or vertical territory
Experience managing complex, multi-stakeholder sales cycles of 3–9 months
Proficiency managing pipeline, forecasting opportunities, and tracking deal stages in Salesforce or equivalent CRM platforms
Strong analytical, problem-solving, and decision-making skills
Ability to configure and deliver tailored product demos for diverse stakeholder audiences, from department heads to C-suite executives
Experience in publishing, higher education, or K–12 preferred
Experience using AI preferred

Benefits

Comp & perks

Competitive base salary and a strong variable component
Medical, Vision, Dental, Life, Disability, Critical Illness, Accident, FSA, HSA, ID Protection, Pet and Legal Insurance
401K match up to 5%
12 weeks of paid parental leave
Tuition reimbursement program
4 weeks’ vacation
12 sick days
11 company holidays
3 personal days
Flexible work schedules and remote capabilities
Casual dress
Fitness challenges and rewards
Sales Incentive Plan eligibility may apply