Account Development Executive
VitalSource
full-time
Posted on:
Location Type: Remote
Location: Canada
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About the role
- Proactively identify and qualify high-potential prospects to build a strong, sustainable sales pipeline aligned with VitalSource’s growth goals.
- Develop and execute a territory-specific sales strategy to drive new business and expand existing relationships across assigned Canadian accounts.
- Engage prospective clients through a mix of outbound calling, in-person meetings, digital outreach, and networking to uncover needs and introduce VitalSource’s solutions in compliance with Canadian Anti-Spam Legislation (CASL).
- Assess and prioritize leads based on predefined customer fit and opportunity criteria to ensure efficient pipeline management.
- Act as a consultative partner by understanding campus challenges and aligning institutional goals with the right mix of VitalSource products and services.
- Achieve and exceed quarterly and annual sales targets through effective territory management, deal progression, and timely closures.
- Accurately forecast sales activity, maintain up-to-date opportunity records, and track all engagement in Salesforce.
- Demonstrate subject matter expertise in digital content delivery and articulate the value of the VitalSource platform to stakeholders at all levels, including campus store personnel and academic leadership.
- Communicate institutional needs clearly to internal teams (product, operations, customer success) to ensure smooth onboarding and customer satisfaction.
- Deliver compelling product demonstrations and solution presentations tailored to each institution’s business objectives.
- Collaborate cross-functionally to manage lead follow-up, onboarding, contract execution, and ongoing customer engagement.
- Consistently meet or exceed KPIs related to outreach, opportunity creation, sales progression, and CRM documentation.
Requirements
- Minimum 8 years of experience in sales, preferably in SaaS, edtech, or higher education sectors.
- Experience working with campus bookstores, academic institutions, or publishers is strongly preferred.
- Familiarity with Salesforce or other CRMs and comfort using digital tools to manage a sales pipeline.
- Proven success in a consultative, solution-based selling approach.
- Strong track record of meeting or exceeding sales targets and deadlines.
- Solid understanding of market trends, business strategy, and the higher education landscape.
- Skilled in sales planning, lead generation, product positioning, and closing techniques.
- Ability to develop and execute strategic plans to grow territory revenue.
Benefits
- Health insurance
- Retirement plans
- Paid time off
- Flexible work arrangements
- Professional development
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales strategyconsultative sellinglead generationproduct positioningclosing techniquesterritory managementsales forecastingpipeline managementKPI trackingdigital content delivery
Soft Skills
communicationcollaborationconsultative partnershiprelationship buildingproblem solvingadaptabilitycustomer satisfactionpresentation skillsnegotiationtime management